In Depth

In Depth

Sales and Customer Management

• The channel and sustainability

  There is no doubt that the climate change crisis has put the issue in the spotlight and resellers are being asked to not only help customers but show their own credentials around sustainability  Continue Reading

• Five-minute interview: Ian Ashworth, Netwrix

  MicroScope puts its questions to Ian Ashworth, channel director for EMEA and APAC at Netwrix  Continue Reading

• Channel faces another year of evolution

  Distributors, vendors and trade associations share their expectations for the year ahead, with the need to embrace change a key part of the message  Continue Reading

• Channel predictions: Opportunities in AI, hybrid cloud, edge and security

  Some of the great and the good in the industry have shared their predictions for what they expect in 2020  Continue Reading

• How to improve customer experience

  Billy MacInnes questions experts on what they’re doing to digitally transform the customer experience and asks what advice they have for channel partners  Continue Reading

• Q&A: Angela Whitty, managing director, UK&I partner organisation, Cisco

  Cisco’s UK channel chief shares some views on the year ahead and the progress made in the 2019 financial year  Continue Reading

• 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