In Depth

Sales and Customer Management

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
Q&A: Sean Collins, regional director at Extreme Networks

Sean Collins is quizzed by Nick Booth over his thoughts about how the industry could be communicating better Continue Reading
How to sell like Steve Jobs

What made Steve Jobs a genius? Paul Clapham argues that the magic was never in the products themselves, but in the carefully crafted sales pitch Continue Reading
When you're not reading MicroScope, how do you consume your news?

Reuters’ annual report reveals insights about digital news consumption based on survey of over 50,000 online news consumers in 26 countries Continue Reading
Bimodal IT: Is it really anything new?

Billy McInnes wades through the sea of IT jargon and asks whether Gartner's new catchphrase is a paradigm shift, or is simply a snappy term for something we've been doing all along Continue Reading

Last day: ACEs 2016 entries

Due to demand for more time the deadline for the entry process for the ACEs has been extended Continue Reading
MicroScope ACEs 2016 launched

The MicroScope Awards for Channel Excellence 2016 have launched and nominations are open Continue Reading
Five Minute Interview: Pete Hannah, NETGEAR

In the last Five Minute Interview of 2015, MicroScope catches up with Peter Hannah, regional director at NETGEAR Continue Reading
The next wave of US start-ups are coming

Nick Booth went to San Francisco to get introduced to some firms that hope to make a real impression in the UK market and with British partners Continue Reading