News

Channel Business Management

• April 01, 2021 01 Apr'21

  Juniper prepared for market recovery

  Networking player has made channel improvements to support partners as customers look set to increase spending to support further digital transformation

• March 30, 2021 30 Mar'21

  Exertis joins GTDC ranks

  Distributor becomes latest to join the global organisation that promotes the second tier of the channel

• March 29, 2021 29 Mar'21

  Channel roundup: Who's gone where?

  Another busy few days across the industry, with executives on the move as firms seek growth

• March 29, 2021 29 Mar'21

  Cisco: Technology will play a role in hybrid working world

  Firm shares research revealing the good and bad of working from home and what customers need to do to keep their staff happy in the future

• March 26, 2021 26 Mar'21

  Arcserve and StorageCraft tie-up set to benefit channel partners

  More technology to sell and a larger range of customers to pitch to should mean the firm’s merger will be a positive one for its channel partners

• March 25, 2021 25 Mar'21

  Cisco launches partner apprenticeship programme

  Vendor looks to help its channel get access to more talent and help the wider ecosystem develop a pipeline of digital skills

• March 24, 2021 24 Mar'21

  BSL strategy accelerated by August

  Private equity has given the business a chance to seal its first acquisition and look at taking more market share in an evolving market

• March 24, 2021 24 Mar'21

  Bridewell Consulting attracts private equity backing

  Cyber security firm plans to put the funds into bolstering its managed services and expanding the business globally

• March 24, 2021 24 Mar'21

  Market growth strategy delivers for Softcat

  Channel player’s first-half results make it clear that its strategy is continuing to generate the numbers

• March 22, 2021 22 Mar'21

  Tech Data merges with Synnex

  Tie-up between Tech Data and Synnex would see a combined operation with more than $57bn revenues and a global reach

• March 22, 2021 22 Mar'21

  Executives increasingly open to external guidance from experts

  External expertise is something that is rising up the agenda for C-suite customers looking for thought leaders

• March 18, 2021 18 Mar'21

  Exclusive Networks charts a digital course

  Distributor's CEO provides update on progress made last year and ambitions for the rest of 2021

• March 16, 2021 16 Mar'21

  Workplace from Facebook looking for more channel growth

  Collaboration tools specialist has seen the channel increase its revenue and hopes an enhanced partner programme will entice more to get involved

• March 15, 2021 15 Mar'21

  Channel roundup: Who's gone where?

  It’s been another busy week in the personnel departments across the industry

• March 12, 2021 12 Mar'21

  Offices won’t be full for some time to come

  Channel will have a role in helping customers adjust to a hybrid working world, with many staff indicating they will continue to work from home

• March 09, 2021 09 Mar'21

  Bryant taking channel on NetApp’s journey to cloud

  The vendor’s recently appointed UK&I channel director, Denise Bryant, shares her immediate priorities as she looks to increase support for partners.

• March 08, 2021 08 Mar'21

  Sabio moves for Salesforce partner makepositive

  Customer experience specialist Sabio again turns to acquisition as a route to expanding its capabilities and market reach

• March 08, 2021 08 Mar'21

  Channel round-up: Who’s gone where?

  A Sophos EMEA channel appointment leads the list of personnel changes that have happened across the channel in the past week

• March 08, 2021 08 Mar'21

  International Women’s Day: The need for diversity continues

  Diversity in the channel has improved and Vivienne Francis, a senior channel executive at Motorola Solutions, is making sure that trend continues

• March 08, 2021 08 Mar'21

  Cherwell signals expanding ITSM opportunity

  Firm’s recent virtual Clear conference indicated that more customers were looking for employee development tools and no-code options

• March 04, 2021 04 Mar'21

  Dell gives authorised partners the chance to stand out with RISE

  Vendor ushers in EMEA programme to help partners work with distribution to earn more rewards

• March 03, 2021 03 Mar'21

  Budget: SME Help to Grow scheme could foster further cloud adoption

  The channel has focused in on the impact of the budget on the SME community with the chancellor of the exchequer looking to increase digital skills and technology adoption

• March 03, 2021 03 Mar'21

  Node4 welcomes fresh backers, and Radius buys again

  Fresh from an acquisition, MSP Node4 has attracted fresh backers, and Radius has sealed its eighth acquisition in the past two years

• March 01, 2021 01 Mar'21

  Channel roundup: Who's gone where?

  Until the robots take over, the best chance of gaining growth is to reach out to an experienced and skilled person. More across the industry have done just that in the past week

• February 25, 2021 25 Feb'21

  SAP looking for ambitious channel growth

  Vendor keen to ramp up revenues from partners over the next few years as it takes steps to increase support for the channel

• February 23, 2021 23 Feb'21

  Trustwave holds out a helping hand to security starters

  Security players referral programme will help those without security skills to still provide support for their customers

• February 22, 2021 22 Feb'21

  Channel roundup: Who's gone where?

  Another busy week in the world of channel recruitment, with security personnel changes emerging as one of the themes of the past seven days

• February 22, 2021 22 Feb'21

  Nuvias Group adds to sense of a positive year ahead

  Distributor Nuvias Group shares channel research that reveals many are expecting decent growth in 2021

• February 17, 2021 17 Feb'21

  Channel is key to supporting CyberGRX UK ambitions

  Risk assessment specialist says partners will play a crucial role in its development in the market

• February 15, 2021 15 Feb'21

  Channel roundup: Who’s gone where?

  Those seeking growth and a chance to breathe some fresh life into their channel relationships have been recruiting over the past week

• February 12, 2021 12 Feb'21

  Northamber looks to build on H1 2020

  Distributor issues an update detailing how it fared in the last six months of 2020, with coronavirus and Brexit both having an impact on the business

• February 11, 2021 11 Feb'21

  Microsoft encourages more co-sell in programme updates

  Vendor is keen to unify its programmes and put more partners in front of each other and customers

• February 10, 2021 10 Feb'21

  Vendors court managed service community with enhancements and programmes

  Schneider, Datto, Secureworks, Group-IB and SecureDrives have all made moves to reach out to a wider channel base

• February 10, 2021 10 Feb'21

  Trend Micro makes Softcat its first UK platinum partner

  Security player has deemed that the time is right to unveil its first highest-tiered partner in the country

• February 08, 2021 08 Feb'21

  Channel roundup: Who’s gone where?

  It has been a busy last seven days across the industry on the recruitment and promotion front

• February 05, 2021 05 Feb'21

  DXC Technology staying on turnaround course

  Days after the firm rebuffed the Atos takeover approach, DXC Technology shares Q3 numbers

• February 04, 2021 04 Feb'21

  After finance, digital marketing is a key demand

  The channel has reached out to vendors for digital marketing support with Dell sharing some of the progress it has made on that front

• February 04, 2021 04 Feb'21

  Dell rolls out increased rewards for cross-selling

  Vendor announces enhancements to its global partner programme, with incentives for top partners to sell more

• February 01, 2021 01 Feb'21

  Imperva and Acronis boost channel support

  Data protection players roll out enhancements for partners to reach more customers and give MSPs increased support

• February 01, 2021 01 Feb'21

  Watts steps into Gass role at Tech Data

  Distributor promotes its current UK&I managing director to take on even more responsibility

• January 29, 2021 29 Jan'21

  Spectra Logic increases digital marketing support

  Storage vendor Spectra Logic enhances channel programme with more support on offer for those who want to take the sales conversation online

• January 26, 2021 26 Jan'21

  Versa Networks rolls out more formal channel approach

  Global partner programme replaces an ad-hoc approach and comes at a time when both SASE and SD-WAN are surfing a wave of demand

• January 25, 2021 25 Jan'21

  Channel roundup: Who's gone where?

  Another week of movement across the channel, with vendors and partners hiring for growth

• January 22, 2021 22 Jan'21

  Computacenter adds to picture of strong Q4

  Channel player issues trading update that adds to a growing list of evidence that H2 and the last few months of last year were robust for the channel

• January 21, 2021 21 Jan'21

  Sectigo launches programme and bolsters channel training

  Security firm Sectigo is stepping up its channel support with a programme and portal designed to provide more access to training and marketing

• January 19, 2021 19 Jan'21

  ‘Sticking plasters’ applied in first lockdown leave users vulnerable

  Channel urged to make sure customers are not left using inadequate products that they acquired in March last year to get them through the pandemic

• January 18, 2021 18 Jan'21

  Channel roundup: Who’s gone where?

  Another busy week in HR departments across the industry with some significant channel appointments being made

• January 15, 2021 15 Jan'21

  CrowdStrike backing top partners

  Security player will deepen investment in its top-level partners as it looks to reward those who have invested in the firm

• January 15, 2021 15 Jan'21

  Commvault’s channel chief outlines a busy year ahead

  Recently appointed John Tavares has plans to reach out to MSPs, get more partners involved with SaaS and has a partner programme to launch in Q2

• January 14, 2021 14 Jan'21

  Kaseya CEO: MSPs stopped an SME catastrophe

  The managed service community has kept many small and medium-sized enterprises going throughout the course of the pandemic, says Kaseya CEO

• January 14, 2021 14 Jan'21

  Distribution comes through pandemic year strongly

  Record sales and a rapid response to the changing demands caused by the coronavirus pandemic helped the channel get through 2020

• January 13, 2021 13 Jan'21

  Tech Data launches hardware apprenticeship

  Distributor plans to offer more support to resellers as staff sign up to increase their technical knowledge

• January 12, 2021 12 Jan'21

  Exertis increases efforts to drive diversity and inclusion

  Channel player keen to increase its appeal across the globe as a diverse and inclusive employer

• January 11, 2021 11 Jan'21

  Channel round-up: Who’s gone where?

  The first working week of 2021 saw a few personnel moves across the industry

• January 11, 2021 11 Jan'21

  Agilitas opens Euro logistics hub to sidestep Brexit issues

  Channel player will have stock in the Netherlands to keep supplying its customers spread across the EU

• January 08, 2021 08 Jan'21

  Intel unifies partner programmes

  Vendor hoping simplicity and increased support in a fresh partner programme will benefit its channel

• January 07, 2021 07 Jan'21

  Sapphire, Charterhouse and Pax8 strike deals

  Appetite for acquisitions across the channel shows no sign of abating, with a few deals struck already this week

• January 06, 2021 06 Jan'21

  Commvault ushers in fresh channel chief

  Former Dell EMC executive takes up the challenge of strengthening Commvault’s global partner base

• January 05, 2021 05 Jan'21

  TelcoSwitch plans to use funding to boost channel

  Unified communications specialist TelcoSwitch gains access to a few million pounds in a funding round that should provide more support for its partners

• January 04, 2021 04 Jan'21

  Softcat bolsters public sector efforts with major hire

  Channel player turns to former VMware staffer to take charge of its public sector division

• December 16, 2020 16 Dec'20

  Supply delays hitting some customers

  Brexit is looming and there are delays at the ports – and that is having an impact in the channel and among its customers

• December 16, 2020 16 Dec'20

  Canalys recognises vendor leadership through pandemic

  Analyst firm’s latest Channel Leadership Matrix picks up on those vendors that have given partners excellent support

• December 15, 2020 15 Dec'20

  Fujitsu puts ecosystem platform at heart of channel approach

  Vendor is adding partners to its collaborative platform that launched last month to encourage more cross-channel partnerships

• December 14, 2020 14 Dec'20

  Veeam ending the year with growth across the channel

  The backup software vendor has seen demand rising from customers of all sizes, with its partners able to tap into those market conditions

• December 11, 2020 11 Dec'20

  Bytes IPO over subscribed

  Business valued at approximately £646.6m as it marks a successful IPO with conditional trading starting on the LSE

• December 10, 2020 10 Dec'20

  Insight UK boss on taking the positives from a challenging year

  Darren Hedley opens up about the impact the current pandemic has had on his relatively short time in the UK&I managing director role at Insight

• December 09, 2020 09 Dec'20

  Ingram Micro ends Chinese adventure with $7.2bn sale

  Distributor Ingram Micro has been picked up by US private equity player Platinum Equity, ending four years under the ownership of the HNA Group

• December 08, 2020 08 Dec'20

  Denise Bryant gets UKI channel role at NetApp

  Well-known channel figure Denise Bryant takes lead role for indirect business at cloud and data management specialist NetApp

• December 07, 2020 07 Dec'20

  Channel round-up: Who’s gone where?

  There is still time in 2020 for some senior appointments to be made across the industry

• December 03, 2020 03 Dec'20

  Cisco channel prospects looking solid going into 2021

  Cisco is closing out the year with programme enhancements, an increasing focus on collaboration and strong evidence that its partner base has innovated through the pandemic

• December 01, 2020 01 Dec'20

  SME customers showing signs of coronavirus impact

  The pandemic has hit many small and medium-sized businesses and they are showing signs of caution and distress

• December 01, 2020 01 Dec'20

  Cloud Distribution masterclass series puts emphasis on sales

  Distributor extending the online support it can provide to partners keen to improve their sales skills

• November 30, 2020 30 Nov'20

  Channel round-up: Who’s gone where?

  It’s another busy week, with some well-known names popping up at different companies

• November 24, 2020 24 Nov'20

  Centreon goes channel-first to boost growth

  Firm is not alone in viewing the channel as a way to increase its growth prospects

• November 19, 2020 19 Nov'20

  Insight urges customers to examine costs closely before cutting jobs

  Channel player is concerned customers are laying off IT staff when savings could be made elsewhere in the business

• November 18, 2020 18 Nov'20

  Juniper to spend millions on the channel

  Juniper Networks uses partner conference to talk about bold moves to increase investment in the channel and take market share

• November 17, 2020 17 Nov'20

  Samsung arms partners with tools to support greater mobility

  Firm’s UK channel boss explains the thinking behind the recent launch of Samsung One and why it wants existing partners to benefit from its investments

• November 16, 2020 16 Nov'20

  Channel round-up: Who's gone where?

  We look at more moves taking place across the industry, with some senior appointments being made in the hunt for growth

• November 12, 2020 12 Nov'20

  Redcentric ends sale discussions without deal

  MSP Redcentric reveals that discussions with potential suitors have terminated without a sale

• November 11, 2020 11 Nov'20

  DCC Technology delivers revenue growth in H1 2020

  Exertis owner navigates the challenges of the coronavirus and indicates that the quarter has seen improvements in its B2B portfolio

• November 11, 2020 11 Nov'20

  GTDC praises distribution’s response to the pandemic

  The industry group has held its annual summit, with CEO Frank Vitagliano highlighting just how well distribution has navigated the challenges of Covid-19

• November 11, 2020 11 Nov'20

  ConnectWise makes double security acquisition

  MSP specialist moves to make life easier for those trying to manage threat detection and prevention

• November 09, 2020 09 Nov'20

  HPE rolls out partner programme enhancements

  Vendor keen to drive as-a-service and increase activity in the SME market among its partner base

• November 09, 2020 09 Nov'20

  Softcat: Coronavirus impacting customer tech priorities

  Firm’s research shines a light on where enterprise users are looking to shore up their IT capabilities

• November 06, 2020 06 Nov'20

  Centreon looks for UK growth via the channel

  Software player shares an ambition to grow its business here and to do so by working with resellers and MSPs

• November 05, 2020 05 Nov'20

  Samsung One launches with emphasis on mobility

  Vendor increases mobile tools for the channel as it launches a fresh partner programme

• November 04, 2020 04 Nov'20

  Dynabook increases digital support for partners

  Mobility specialist has reacted to the pandemic with partner programme enhancements and increased online support

• November 02, 2020 02 Nov'20

  Bytes signals flotation ambitions

  Channel player Bytes looks to split from South African owners and go it alone as a public company

• October 29, 2020 29 Oct'20

  Cisco CEO outlines channel relationship in cloud-first era

  Cisco and partners must ‘think differently’ about how to coexist, says Chuck Robbins

• October 27, 2020 27 Oct'20

  Managed print channel upbeat over year ahead

  Despite the ongoing pandemic, Quocirca found that many in the managed print world are looking to 2021 with better expectations

• October 26, 2020 26 Oct'20

  Channel roundup: Who's gone where?

  Personnel moves that will interest the channel at Citrix, Mimecast, CyberGuard Technologies and ITS

• October 23, 2020 23 Oct'20

  Datto CEO talks of increased support for partners post-IPO

  MSP specialist plans to beef up its engineers, product and support staff after becoming a public company

• 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