In Depth

In Depth

Sales and Customer Management

• SD-WAN: How channel can make net gains

  How prepared are channel partners to take advantage of the rapidly growing SD-WAN market?  Continue Reading

• Cyber security and the channel

  Leading lights in the industry give their assessment of where the cyber security market is headed in the second half of 2019  Continue Reading

• How to help businesses reach their digital goals

  With digital transformation a hot trend in IT right now, the channel’s ability to help organisations hit the sweet spot in this pursuit could attract a lot of attention from potential customers  Continue Reading

• Control or shift – channel’s role in the move to business-led IT

  What impact could the shift to business-led IT have on channel partners’ role with customers and the relationships they have grown and developed within customer organisations?  Continue Reading

• Interview: Simon England, Nuvias CEO

  With the first quarter of his tenure completed the boss of Nuvias shared his thoughts about his role leading the distributor  Continue Reading

• Interview: Graeme Watt, CEO of Softcat

  Softcat boss talk about office openings, organic growth and why he doesn't lie awake at night worrying about the future of the channel  Continue Reading

• GPC 2019: Dell Technologies highlights channel growth

  Dell Technologies demonstrates progress with partners while encouraging cross-selling across expansive portfolio  Continue Reading

• Channel enjoys a strong start to the year

  Just how has this year been going? There is no better way to find out than ask a number of those working in the channel  Continue Reading

• Adapt for the era of virtual distribution

  Virtual distribution – the delivery of subscription services rather than physical products – is a growing IT trend. We consider what this means for channel businesses and how they can remain relevant in this changing IT world  Continue Reading

• Channel tensions rising

  Competition and strained vendor relationships highlighted as concerns at Canalys Channel Forum  Continue Reading

• Agony aunt as a service

  Impartner’s chief marketing officer Dave R Taylor has some helpful advice for those trying to increase and improve their partner communities  Continue Reading

• What’s TechUK’s most inspiring data science story - Harry Potter, Mission Impossible or Susan Bowen?

  Nick Booth gets inspired talking about programming, coding and the next generation with Susan Bowen, VP and general manager at Cogeco Peer 1  Continue Reading

• Goldilocks IT: Pitching it just right

  The channel can either go too early with a pitch or come in after everyone else so choosing the right moment is vital  Continue Reading

• How can the channel get to grips with device as a service?

  HP claims the majority of its customers are interested in device as a service, and nearly half are already using it. But what opportunities, and challenges, does this bring for the channel?  Continue Reading

• Q&A: Sasha Williamson, CEO of Luminet

  In an ongoing series of channel conversations Nick Booth talks to another senior channel executive about how to communicate with customers and partners  Continue Reading