In Depth

In Depth

Sales and Customer Management

• 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

• 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

• 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