News

Channel Business Management

• October 21, 2020 21 Oct'20

  Tech is at the forefront of customer needs

  The channel has had a good year so far and there are reasons to be optimistic about that continuing into 2021

• October 20, 2020 20 Oct'20

  Sophos and Splunk register spikes in channel activity

  Vendors share details of increased activity on the channel front over the course of the coronavirus pandemic

• October 20, 2020 20 Oct'20

  Softcat delivers growth through the pandemic

  Softcat’s FY20 numbers show that the channel player continued to succeed in growing its bottom line despite the coronavirus

• October 19, 2020 19 Oct'20

  Channel round-up: Who’s gone where?

  It’s been a busy couple of weeks across the industry as more hires are made to support growth ambitions

• October 15, 2020 15 Oct'20

  MSP channel gets more programmes, tie-ups and products

  Sharp UK, Barracuda MSP and Toshiba Tec, and Cherwell are all taking steps to enhance their offerings and positions in the managed services market

• October 14, 2020 14 Oct'20

  NetSuite upbeat over channel progress

  Cloud ERP specialist has seen partner numbers increase in the 18 months since it launched its latest channel programme

• October 13, 2020 13 Oct'20

  Training’s shift to virtual is a lasting legacy of the pandemic

  CompTIA has shone the spotlight on how Covid-19 has changed the industry as it starts its EMEA partner event

• October 13, 2020 13 Oct'20

  GTDC: Two-tier model offers vendors highest returns

  Working with distribution and resellers rather than opting to go single-tier or direct is the best go-to-market strategy for vendors

• October 12, 2020 12 Oct'20

  Veeam will extend channel options with Kasten

  The addition of container back-up options will give channel partners a wider solution to pitch, according to Veeam’s CTO

• October 12, 2020 12 Oct'20

  Nutanix looks for GSI growth

  Pressure is increasing to demonstrate to customers that cost savings can be realised quickly, according to the GSI leader at Nutanix UK

• October 09, 2020 09 Oct'20

  Current conditions could foster further consolidation

  Boss of SCC reveals that the company is considering some deals at a time when M&A activity is continuing across the channel

• October 09, 2020 09 Oct'20

  Canalys: A profitable year for the channel

  The channel has managed to navigate one of the most challenging years so far in a positive way

• October 08, 2020 08 Oct'20

  Channel leaders cautiously optimistic about 2021

  Challenges lie ahead, but the importance of technology is clear and steady, according to those responsible for supplying it to customers

• October 08, 2020 08 Oct'20

  HPE boss looking for channel to bring SME growth

  HPE is looking to reward those that bring in more business from small and medium-sized customers over the next year

• October 07, 2020 07 Oct'20

  Canalys: Pandemic has created winners and losers

  As anyone in the channel serving vertical markets such as hospitality and travel will already know, there have been some real business victims of Covid-19

• October 06, 2020 06 Oct'20

  Sabio adds more CX muscle with Anana

  Customer experience specialist Sabio makes its fourth acquisition this year as it continues to back its ambition to become a major European player in the CX market

• October 06, 2020 06 Oct'20

  Trolle eyes expansion at Exclusive Networks

  New CEO is keen to bulk out global presence to make sure company increases its representation in more markets

• October 02, 2020 02 Oct'20

  Pandemic sparks revenue climbs in unified comms and collaboration

  IDC has shared its views of what happened in the market in the second quarter, with the shift to home working having a clear impact on demand

• October 01, 2020 01 Oct'20

  WatchGuard swells channel with Panda partners

  Three months after it completed the acquisition of endpoint player Panda Security, WatchGuard has significantly expanded its channel base

• September 30, 2020 30 Sep'20

  Veeam unveils VASPs

  Data management specialist backs skilled channel specialists who can help solve customer problems

• September 30, 2020 30 Sep'20

  Context: Distribution efforts through coronavirus appreciated

  Resellers grateful for the help provided by distributors during Covid-19 pandemic but indicate they want more support in moving to a cloud services world

• September 30, 2020 30 Sep'20

  HPE points distribution to everything as a service

  Vendor holds its distribution event with a number of enhancements being rolled out to make it easier to sell services

• September 29, 2020 29 Sep'20

  VMware continues to build on Partner Connect

  Against a changing landscape, the vendor has stepped up efforts to ensure that its partner programme is delivering what the channel needs

• September 24, 2020 24 Sep'20

  Cameyo, Dynatrace and Automation Anywhere launch partner programmes

  The three vendors have all decided to enhance the programmes and certifications they can offer to partners

• September 23, 2020 23 Sep'20

  Consenna sets sights on £10m revenues

  Firm has seen growth ramp up over the past year and is now considering more international growth

• September 21, 2020 21 Sep'20

  Channel roundup: Who’s gone where?

  Another busy few days, with – amongst other moves – Dell’s former channel chief popping up as US boss at Insight

• September 18, 2020 18 Sep'20

  As-a-service offers take centre stage at HP Reinvent

  HP shares details of more services that partners can take out to those working at home during the pandemic

• September 17, 2020 17 Sep'20

  Silver Peak launches certified deployment programme

  SD-WAN specialist looking to get more global partners in a position to deliver the networking technology

• September 16, 2020 16 Sep'20

  HP looks for channel to make a positive difference

  Vendor launches Amplify Impact programme to encourage more diversity and inclusion across the industry

• September 15, 2020 15 Sep'20

  Change at the top of Exclusive Networks

  Distributor welcomes a fresh CEO to take the helm and keep the firm’s growth coming

• September 14, 2020 14 Sep'20

  Renew your selling system and make digital marketing effective

  Chris Davies, managing director of Sandler Training, has some sound advice for those in the channel trying to ramp up their digital marketing efforts

• September 11, 2020 11 Sep'20

  Nutanix ditches ‘cumbersome’ partner programme

  Nutanix has replaced its partner programme with a paired-down version that rewards competencies over deal volume

• September 10, 2020 10 Sep'20

  SentinelOne thanks channel for delivering growth

  Security player SentinelOne has seen its efforts to expand distribution and increase support for partners pay off in the revenue numbers

• September 10, 2020 10 Sep'20

  Fintechs ramping up efforts to get loans into SME hands

  With the deadline for the government-backed coronavirus loan scheme looming, efforts are being made to try to get those small firms looking for financial aid logged onto the system

• September 09, 2020 09 Sep'20

  Exertis extends £10m in credit to AV partners

  Distributor Exertis is increasing funds for audiovisual product and services resellers as a sign of support against a backdrop of Covid-19

• September 09, 2020 09 Sep'20

  Cloud Distribution heads to Moon to support growth

  Distributor keen to increase opportunities for fresh business opportunities, making a couple of promotions to back up that aim

• September 07, 2020 07 Sep'20

  Channel roundup: Who's gone where?

  Another busy week across the industry, with there being no signs of slowdown in the volume of hires

• September 02, 2020 02 Sep'20

  Computacenter ‘materially above’ expectations and Redcentric exploring sale

  Tech investors have received some cheer from Computacenter and some guidance around a possible sale from MSP Redcentric

• September 01, 2020 01 Sep'20

  Context: Toner sales reveal slow return to offices

  Analyst house Context has found that it is able to reveal the different reactions across Europe to working back in the office by charting the sales of toner

• September 01, 2020 01 Sep'20

  Tech Data shows expansion ambitions with APAC buy

  With the backing of its new owners, the distributor has begun to flex its muscles and has picked an acquisition target to bolster its Asian presence

• August 27, 2020 27 Aug'20

  Tech Data gearing up for more familiar Q4

  As life gets ever closer to returning to a more normal state, the distributor has noticed enterprise projects coming back

• August 25, 2020 25 Aug'20

  Coronavirus accelerates digital transformation

  The changes that have happened over the last six months have seen many customers make a dramatic shift in their stance on digital transformation

• August 24, 2020 24 Aug'20

  Channel roundup: Who’s gone where?

  Another busy few days across the IT world with some fresh names for partners to add to their contacts book

• August 24, 2020 24 Aug'20

  Hitachi Vantara aims to double channel base

  Storage player has transformed its indirect approach under its current leadership and is looking to keep that momentum going

• August 21, 2020 21 Aug'20

  Veeam partners building on wave of fresh customers

  Vendor has seen users turn to its technology during the pandemic and is keen to make sure they remain there for the long-term

• August 21, 2020 21 Aug'20

  Channel pandemic response: Virtual events are king, but support could improve

  Feedback from MicroScope’s virtual channel event reveals some insights into the current thinking in the industry, with the majority focusing on virtual events and stating they're happy with support – but nearly a quarter say more could be done

• August 20, 2020 20 Aug'20

  HPE on the hunt for new channel chief

  Paul Hunter heads to the US, leaving a vacancy at the top of the vendor’s channel organisation

• August 19, 2020 19 Aug'20

  Softcat on course for strong FY20

  Channel player continues to deliver growth as it issues a trading update to cover its last fiscal quarter

• August 18, 2020 18 Aug'20

  Dell welcomes former staffer Dagher as global channel chief

  After a three-year spell running Cisco Canada, Rola Dagher returns to step into the shoes vacated by Joyce Mullen

• August 18, 2020 18 Aug'20

  MSSPs the answer for fed-up SOC staff

  Employees sitting in security operations centres are showing signs of cracking under increasing pressure

• August 18, 2020 18 Aug'20

  Channel roundup: Who’s gone where?

  A fresh face is at the helm in the UK&I at IBM, while there have also been moves at Corelight and Adaptiv Networks

• August 13, 2020 13 Aug'20

  Jackson marks anniversary at 8x8 with solid channel progress

  8x8’s EMEA channel boss, Keith Jackson, has spent his first 12 months building a channel base to use as a platform for future growth

• August 11, 2020 11 Aug'20

  Schneider Electric increases rewards for edge-selling partners

  Vendor continues to encourage engagement with edge solutions, with margins and discounts on offer

• August 05, 2020 05 Aug'20

  Event: Navigating a post-pandemic world

  MicroScope is holding a virtual event to discuss the changes that Covid-19 has sparked across the channel, what comes next and how to be more effective at digital marketing

• July 30, 2020 30 Jul'20

  RingCentral sings praises of master agency model

  Cloud comms player is the latest to voice support of an approach that is starting to gain more ground in the UK

• July 29, 2020 29 Jul'20

  Channel eyes opportunities around hybrid working

  There is a fresh two-word contender to challenge digital transformation for dominance in every channel conversation

• July 28, 2020 28 Jul'20

  Trams celebrates 30 years

  Reseller reaches milestone and reflects on its history, with its people getting the nod for helping the firm prosper over three decades

• July 27, 2020 27 Jul'20

  Coronavirus has not knocked the sustainability pitch

  Epson reports that channel partners and customers are still talking green even in the face of the pandemic

• July 24, 2020 24 Jul'20

  Veeam, 8x8, Synaxon, Snom and Compodium reaching out to partners

  This appears to be the week for many vendors to announce partner programme enhancements and changes

• July 24, 2020 24 Jul'20

  Fujitsu changes approach to training

  Vendor looks to end box-ticking exercise and deliver more customised support for partners

• July 23, 2020 23 Jul'20

  NetApp looks to help partners stand out from the crowd

  Vendor has made a series of enhancements to its partner programme in an effort to widen the base and improve life for those that are already signed up

• July 22, 2020 22 Jul'20

  Computacenter enjoys profit growth in first half of 2020

  Computacenter provides investors with some cheer after sharing an encouraging trading update for the first half of 2020

• July 22, 2020 22 Jul'20

  Channel ends Q2 2020 on a high across Western Europe

  Analysis of the market from Context reveals that the end of the second quarter continued to deliver growth for many across Western Europe, in spite of the pandemic

• July 22, 2020 22 Jul'20

  Getronics gets fresh owner managers

  Deal worth €200m sees Dutch channel player start life under a different owner

• July 21, 2020 21 Jul'20

  Door opening wider for Canalys Channel Forum 2020

  Analyst firm Canalys has moved its event online, which should give more people the chance to attend

• July 20, 2020 20 Jul'20

  Channel roundup: Who’s gone where?

  Another busy few days across the industry, with some senior appointments being made

• July 17, 2020 17 Jul'20

  Vectra targeting fresh customer base with partners

  Security player has ambitions to make a mark in the mid-market and is looking to its channel to play a part

• July 17, 2020 17 Jul'20

  DCC Q1 update paints a picture of improving conditions

  Exertis parent updates investors ahead of AGM, with signs of trading performance improving as the weeks progress

• July 16, 2020 16 Jul'20

  Sellers adapting to a digital world

  There are signs that channel sales staff are getting more comfortable with a digital approach

• July 15, 2020 15 Jul'20

  As IT moves deeper into the factory the channel should follow

  Schneider Electric is urging partners to get involved with the convergence happening between the operational technology and information technology worlds

• July 15, 2020 15 Jul'20

  HP looks to Amplify partner relationships

  Vendor announces significant changes to its partner programme due to come into effect towards the end of the year

• July 14, 2020 14 Jul'20

  Commvault rolls out enhanced partner programme

  As promised by the Commvault’s channel boss earlier in 2020, steps have been taken to make life easier and more profitable for partners

• July 13, 2020 13 Jul'20

  Mullen calls time on her spell as Dell channel chief

  After more than two decades at the vendor, Joyce Mullen has decided the time is right for a fresh challenge

• July 10, 2020 10 Jul'20

  Exclusive Networks brings the curtain down on its festival

  Distributor has spent the week educating and entertaining partners through its online festival

• July 09, 2020 09 Jul'20

  Vectra, Sumo Logic, Konica Minolta and HP work on partner programmes

  Vendors continue to enhance channel progammes and sign up more resellers to the fold

• July 09, 2020 09 Jul'20

  Kaspersky: Now is not the time to pitch a fresh strategy

  Security vendor Kaspersky advises its channel base to focus on helping customers with current problems

• July 08, 2020 08 Jul'20

  GTDC: Distribution shines during the pandemic

  Cloud sales increased, as did as-a-service demands, but a snapshot into the past few months from the Global Technology Distribution Council found disties were more than able to react to the changes

• July 07, 2020 07 Jul'20

  Cato makes senior channel hire and rolls out support accreditation

  Cato aims to keep channel momentum going with addition of global partner executive and technical support programme

• July 06, 2020 06 Jul'20

  TalkTalk Business adds partner MDF to Homeworker package

  Firm follows up on launch of business-grade connectivity offering, with details of how it plans to support its channel partners

• July 06, 2020 06 Jul'20

  Insight promotes from within for next UK boss

  Darren Hedley will step into Emma de Sousa’s role as Insight’s UK senior vice-president from the start of next year

• July 02, 2020 02 Jul'20

  Resellers overcoming resistance to agent model

  Avaya has seen its channel partners change their position on the master agent model as the vendor has led more of them through the process

• June 30, 2020 30 Jun'20

  Tech Data flexes financial muscles after Apollo deal

  Deal to acquire the distributor finally closes and the channel player is quick to show off what the benefits of private ownership will involve

• June 30, 2020 30 Jun'20

  Veeam channel becoming ‘calmer’ about alliances approach

  Vendor has worked to increase transparency and encourage resellers to tap into the strong network of alliances it has struck

• June 30, 2020 30 Jun'20

  No Glastonbury? Try the Exclusive Networks festival

  Resellers can register for the festival, running all of next week, to gain insights, get entertained and get into gear on future plans from the distributor

• June 29, 2020 29 Jun'20

  Channel roundup: Who's gone where?

  Senior changes at Lenovo and the emergence of a fresh employer in the shape of Nebulon are just a couple of the highlights this week

• June 24, 2020 24 Jun'20

  HPE CEO: We won’t grow the business without the channel

  HPE kicks off its Discover event with a range of enhancements for the channel around its GreenLake proposition

• June 23, 2020 23 Jun'20

  Cancom UK boss urges offices to reopen

  The office environment has an important to to play, and staff are starting to return as the coronavirus lockdown eases. Cancom's UK boss is encouraging others to open their offices once more

• June 22, 2020 22 Jun'20

  Dell and Rackspace strengthen edge pitch

  Vendors launch fresh products and services to make sure the channel has the answers that customers are increasingly looking for

• June 19, 2020 19 Jun'20

  Cisco: Partners heading in the right direction

  The coronavirus pandemic has not knocked Cisco’s existing strategy off course, with the vendor convinced its channel is able to tackle current and future problems

• June 19, 2020 19 Jun'20

  Now is the time for traditional partners to change

  Cisco warns those resisting a move to services and software-led business that the coronavirus pandemic could hit them hard

• June 18, 2020 18 Jun'20

  Security rises to the top of the MSP agenda

  Research from Datto and IT Glue provides a snapshot of how managed service players are reacting to the coronavirus

• June 17, 2020 17 Jun'20

  Ingram Cloud Summit shares thoughts on the long view

  Sessions at the distributor's virtual conference look beyond the current demands of the pandemic to what will be coming next

• June 17, 2020 17 Jun'20

  Westcon named ‘master agent’ for Avaya UCaaS offering

  Westcon will help take Avaya’s first joint offering with RingCentral to the channel in Europe

• June 16, 2020 16 Jun'20

  Channel crying out for the ‘human touch’

  Research from Kaspersky reveals that distributors and resellers want much more contact with vendors

• June 15, 2020 15 Jun'20

  Channel roundup: Who’s gone where?

  Another week of personnel movement across the industry as firms seek the expertise that will help drive growth

• June 15, 2020 15 Jun'20

  Agilitas extends reach into security market

  Firm signs up as a Fortinet partner as it looks to make more of an impact in the cyber security space

• June 12, 2020 12 Jun'20

  RM hopes trading will be boosted by schools reopening

  Education specialist shares a first-half trading update that shows the impact of the coronavirus

• June 11, 2020 11 Jun'20

  Context charting a rising channel optimism

  Analyst house Context has been following the impact of the coronavirus through the course of the pandemic and has found that the sentiment across the European channel has improving since late May

• June 10, 2020 10 Jun'20

  Juniper filling up Enterprise+ ranks

  Networking player Juniper is not far off completing its recruitment process to get partners signed up for its enterprise targeting scheme

• June 10, 2020 10 Jun'20

  IT pros struggling to juggle Covid-19 demands with innovation agenda

  The current coronavirus crisis is making life increasingly difficult for those tasked with keeping the lights on at IT departments