News

Channel Business Management

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
June 08, 2020 08 Jun'20
Channel roundup: Who’s gone where?

Talent already in the building has been discovered and rewarded by a few firms this week
June 02, 2020 02 Jun'20
Partner programme launches continue to stack up

Not only are those running vendor channel teams busy supporting current partners, but some have found the time and focus to devise fresh channel programmes
June 01, 2020 01 Jun'20
Channel roundup: Who's gone where?

Some fresh names for the channel to add to their contacts books as there is more personnel movement across the industry
June 01, 2020 01 Jun'20
Channel increases digital marketing efforts

Veeam is the latest to notice an increase in demand from partners for digital marketing support
May 29, 2020 29 May'20
Citrix taking the channel to a digital workplace future

Citrix is moving beyond its virtualisation roots and is working to make sure it has the channel in place to support its ambitions
May 28, 2020 28 May'20
If we get funding now, our tech must be good

Those lucky enough to get investment against the backdrop of the coronavirus pandemic are highlighting what that might say about their offerings to the market
May 28, 2020 28 May'20
Tech Data weeks away from closing Apollo deal

Distributor shares first-quarter numbers and reveals it is close to sealing Apollo merger
May 26, 2020 26 May'20
Softcat shares details of ‘satisfactory’ Q3 trading

Channel player’s trading update reveals that the first few weeks of lockdown have not had too much impact on the numbers
May 22, 2020 22 May'20
Secureworks launches partner programme with a difference

Cyber security vendor replaces traditional tiered structure with performance-based model
May 22, 2020 22 May'20
Tech Data increases digital collaboration to reach out to resellers

Distributor’s lunchtime sessions have proved popular with resellers, who appreciate the chance to talk about a range of topics
May 21, 2020 21 May'20
Channel at the heart of SecureAge’s UK plans

Security vendor SecureAge is starting to build its UK presence with one of the priorities being to develop a partner network
May 20, 2020 20 May'20
Coronavirus: Fujitsu adds to list of vendors increasing support for partners

Fujitsu has indicated it is taking steps to support its Select partners, and Adobe has come up with a solution to keep partners and ISVs busy during Covid-19
May 19, 2020 19 May'20
Brexit uncertainty and coronavirus barely leave a dent on DCC

Exertis parent delivers its numbers for its fiscal 2019, indicating that it is weathering the storm
May 18, 2020 18 May'20
Channel roundup: Who’s gone where?

Another busy week across the channel, with some boardrooms opening the door to some fresh expertise
May 15, 2020 15 May'20
Computacenter business strengthens during lockdown trading

Channel giant issues a trading statement that will provide cheer not only to investors but also those keen to see the channel shake off the impact of the coronavirus
May 12, 2020 12 May'20
Check Point driving partners into growth areas

Security player Check Point has seen some success in the months since launching the latest incarnation of its partner programme
May 07, 2020 07 May'20
Marketing goes digital as resellers look to grow sales base

Sales teams are adapting to the coronavirus pandemic with the world making a shift to remote working
May 06, 2020 06 May'20
Bounce Back scheme backs £2bn of loans to small firms

The latest attempt by the government to ease the economic pain caused by the coronavirus has kicked off
May 06, 2020 06 May'20
Coronavirus: Existing customers key to getting through crisis

Keeping established relationships going is one way that the channel can weather what might be a challenging economic time ahead
May 05, 2020 05 May'20
IBM reaches out to MSPs and ISVs

Big Blue makes major enhancements to its partner programme with the aim of attracting and rewarding those that specialise in developing their own IP and providing services
May 05, 2020 05 May'20
Exclusive Networks gets closer to the startup community

Distributor forms partnership with Tomorrow Street to help startups get the chance to work with the channel
May 04, 2020 04 May'20
Channel round-up: Who’s gone where?

The country might have been in lockdown for the past few weeks, but that has not stopped the hires continuing across the industry
May 01, 2020 01 May'20
Veritas increases number and depth of support for top partners

Data protection and management player is looking to help more partners get to the top tier of its programme
April 30, 2020 30 Apr'20
Coronavirus: Print channel appeals for more vendor support

Research from Quocirca reveals that the print channel is having to cope with the pandemic and the challenges of moving to a “new normal”
April 29, 2020 29 Apr'20
SCC looks to ease lockdown with thermal imaging tech

Channel player sets up mobile thermal imaging at Bournemouth Airport as it looks for more verticals to adopt the technology
April 28, 2020 28 Apr'20
Chancellor hopes Bounce Back Loan scheme will deliver funds to small firms

Small businesses have so far faced a challenge in getting hold of funds during the coronavirus crisis, but a fresh scheme coming in next week should ease those problems
April 27, 2020 27 Apr'20
Softcat backing charity battling coronavirus-induced food poverty

Reseller Softcat is urging the rest of the channel to get behind a campaign aimed at helping to feed people who are struggling with hunger because of the Covid-19 coronavirus pandemic
April 27, 2020 27 Apr'20
Easter holidays and supply issues reverse some March gains

Research from Context has found that the growth rates experienced by the channel in March took a hit at the start of April