In Depth

Sales and Customer Management

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
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