News

Channel Business Management

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
April 24, 2020 24 Apr'20
Coronavirus: HPE adds to list of vendors offering financial aid

HPE has outlined a number of initiatives designed to help partners get through the Covid-19 coronavirus crisis
April 23, 2020 23 Apr'20
Computacenter provides some cheer with robust Q1 trading

One of the first set of numbers to include some lockdown trading has come out of the channel
April 22, 2020 22 Apr'20
Coronavirus: Dell offers channel access to $9bn in financing

Vendor continues to make moves to support partners that are trying to keep business as normal as possible during the Covid-19 crisis
April 20, 2020 20 Apr'20
Coronavirus: Extreme Networks adds LEAP to support partners

Vendor builds on previous moves to ease certifications and increase access to training with financial help for resellers
April 20, 2020 20 Apr'20
Exclusive Networks adds more muscle to executive team

Distributor hires a head of professional services as it continues to bolster its management ranks
April 17, 2020 17 Apr'20
How Covid-19 has turned the IT events calendar on its head

With coronavirus restrictions in place, IT vendors are replacing their conferences with digital events. What does this mean for the channel?
April 17, 2020 17 Apr'20
Certification exams move online

Training bodies have reacted to the lockdown with moves to make it easier for resellers brushing up on their skills to sit exams
April 16, 2020 16 Apr'20
No pause for the funding rounds

Over the past few days, there have been a few lucky firms securing more investment to bulk up their growth ambitions
April 16, 2020 16 Apr'20
Coronavirus: e92plus increasing practical support for resellers

Distributor e92plus increases financial aid for partners that want to keep the customer orders flowing
April 15, 2020 15 Apr'20
SecureAge and ITQuoter on the hunt for partners

The Covid-19 coronavirus pandemic has not stopped some fresh arrivals landing in the UK with the intention of building up a channel base
April 15, 2020 15 Apr'20
Coronavirus: Dell makes moves to ease channel finances

With the current challenges caused by Covid-19, the supplier has made changes to its MDF programmes to make life easier for the channel
April 09, 2020 09 Apr'20
Helping existing customers is key for Forcepoint channel

Recently appointed EMEA vice-president of sales shares his view of how Forcepoint channel will get through the coronavirus and grow in the future
April 08, 2020 08 Apr'20
F5 on the hunt for DevOps channel specialists

Security player is keen to make sure it has the resellers signed up to support its recent acquisitions
April 07, 2020 07 Apr'20
SonicWall enhances MSSP proposition

Security player continues to develop the support it can provide to the growing managed security services provider community
April 07, 2020 07 Apr'20
Coronavirus: BT’s response to maintain service levels

Telecoms player is taking steps to arm partners with more support and minimise risks for those still working in the field
April 07, 2020 07 Apr'20
Computacenter bosses sacrifice pay in solidarity with workers

Leaders of the channel giant decide to go without pay for the next three months to stand shoulder-to-shoulder with furloughed staff
April 06, 2020 06 Apr'20
Channel round-up: Who’s gone where?

The job appointments keep coming, despite the lockdown, with some movement across the industry in the past week
April 06, 2020 06 Apr'20
Exclusive Networks sets up coronavirus support hub

Distributor steps up support it can provide resellers during these difficult times
April 03, 2020 03 Apr'20
Coronavirus: Extreme makes partner programme changes to up support

Extreme Networks has become the latest vendor to use the tools in its partner programme to increase the support it can give resellers in this difficult time
April 02, 2020 02 Apr'20
Coronavirus: HP increases partner support

Vendor reacts to the ongoing pandemic with moves designed to make life easier for partners and their customers
April 01, 2020 01 Apr'20
Softcat weighs up furry choice

Channel player raises thousands for Mind as part of its April’s Fool campaign
March 31, 2020 31 Mar'20
Coronavirus: Distributors can take a lead

Head of the Global Technology Distribution Council shares his thoughts on the Covid-19 crisis
March 30, 2020 30 Mar'20
Channel roundup: Who's gone where?

No matter where the human resources departments are operating from, the need to keep actively hiring fresh talent continues unabated
March 30, 2020 30 Mar'20
Coronavirus: Partners add value as customers adapt to lockdown

Face-to-face meetings might not be an option, but the channel can still help users as they adapt to a new reality
March 27, 2020 27 Mar'20
Coronavirus: Channel braces for challenging second quarter

There are growing signs that it is getting harder for partners and vendors to predict what will come next
March 25, 2020 25 Mar'20
Brown to step down at Softcat as Hockin emerges at Arcserve

Softcat managing director announces his intention to step down at the end of the reseller’s current fiscal year
March 25, 2020 25 Mar'20
Computacenter buying and Tech Data fighting in France

There is plenty going on over the other side of the Channel at the moment as Computacenter looks to expand and Tech Data and Ingram counter fines dished out by the French authorities
March 20, 2020 20 Mar'20
Cherwell extends platform depth with developer support

IT services management specialist Cherwell has launched its Marketplace as it looks to extend the options in its CORE platform
March 20, 2020 20 Mar'20
Tech bosses share messages of support with channel partners

A raft of CEOs from the largest vendors have assured partners that they are working to protect supplies during the coronavirus crisis
March 19, 2020 19 Mar'20
Fortinet offers partner flexibility with Engage programme

Security player Fortinet has launched its partner programme with a conscious move to provide several options for partners looking to work with the vendor
March 18, 2020 18 Mar'20
Covid-19: Suppliers arm the channel with free options

A range of suppliers have responded to the spread of coronavirus by making their technology free for partners to deliver for a limited time
March 18, 2020 18 Mar'20
Atlas Cloud secures significant investment

North-East-based managed services specialist gains backing to expand the business
March 18, 2020 18 Mar'20
Covid-19: Chancellor offers further financial support to SMEs

Government ramping up support for firms struggling with cash flow problems amid the growing impact of coronavirus
March 17, 2020 17 Mar'20
Maplin boss looking to extend supply chain

The managing director of online electronics retailer Maplin is looking to grow the business, accepting that it will need to widen its supplier network
March 16, 2020 16 Mar'20
Channel round-up: Who’s gone where?

A few executives on the move as firms look to bring on board expertise to support growth ambitions
March 13, 2020 13 Mar'20
Coronavirus sparks remote working demand

The channel is in a prime position to help customers keep going through the coronavirus crisis by enabling more flexible working methods
March 12, 2020 12 Mar'20
StorageCraft and eSentire increase channel focus

Vendors StorageCraft and eSentire have indicated that they will double-down on channel efforts as they look for more growth across the rest of 2020
March 12, 2020 12 Mar'20
Stritt appointment adds to momentum at SentinelOne

Endpoint security specialist continues to add depth to its EMEA operations with the introduction of a seasoned channel chief
March 12, 2020 12 Mar'20
Computacenter boss shares coronavirus concerns after solid 2019

Last year was a solid one for Computacenter, but the firm's CEO has indicated that Covid-19 is making forecasting for 2020 a challenge
March 11, 2020 11 Mar'20
Budget: SMEs given support in the face of Covid-19

The chancellor announces measures in the Spring Budget to help small to medium-sized enterprises that could be hit hard by further spread of coronavirus Covid-19
March 11, 2020 11 Mar'20
Cloud security concerns remain an issue

The argument that cloud security has been dealt with appear premature, according to research
March 10, 2020 10 Mar'20
HPE marks a year of the Tech Pro Community

Vendor shares progress on growth numbers and interactions within its tech community
March 10, 2020 10 Mar'20
Giacom, Renewtrak and Apstra reach out to partners

Activity to reach out to partners continues as distributors and vendors look to extend market influence
March 09, 2020 09 Mar'20
Dell Technologies World joins growing list of events hit by Covid-19

Dell opts to turn its annual Vegas shindig into a virtual event as Covid-19 coronavirus continues to wreak havoc on the industry calendar