Channel Business Management

  • April 22, 2010 22 Apr'10

    Pritchard gets global Comstor role

    Comstor executive vice president Jon Pritchard has been made worldwide president of the distributor to reinforce its relationship with its key vendor, networking giant Cisco.

  • April 22, 2010 22 Apr'10

    CIOs spend limited IT budget to sharpen competitive edge

    Enterprise IT budgets are expected to be flat in 2010 but CIOs should use those funds to adopt new technologies and solve daily operational irritants that detract from strategic, competitive projects.

  • April 21, 2010 21 Apr'10

    Capturing opportunities in education

    Ian Curtis, head of UK and Ireland for interactive learning technology provider Promethean, looks at how resellers can ensure they are best placed to capitalise on demand for educational technology.

  • April 21, 2010 21 Apr'10

    Symantec Hosted Services responds to calls for simplification

    Symantec Hosted Services, formerly MessageLabs, has responded to reseller requests for simplification in its channel programs and enhanced the deal registration rewards it gives partners.

  • April 19, 2010 19 Apr'10

    Investors lodge Bell lawsuit in US over Avnet acquisition

    A small group of disgruntled investors have lodged lawsuits in the US against Bell Microproducts' board of directors for alleged breaches of shareholder duty by selling to Avnet too cheaply and in an unfair manner.

  • April 19, 2010 19 Apr'10

    Trustmarque bolsters support for services specialists

    Just weeks after Trustmarque cut support for volume resellers failing to add value it has moved to increase support for those dealers that are concentrating on services.

  • April 16, 2010 16 Apr'10

    How consumer trends are shaping UC for business

    March's UCExpo trade show in London provided a forum for industry representatives and customers to come together and discuss the growing influence of unified communications (UC) on the working environment and learn how to take advantage of this ...

  • April 15, 2010 15 Apr'10

    Channel insolvencies dip in Q1 but uncertainty remains

    A slight spike in company failures at the end of last quarter could be a sign that predicted insolvency rises are materialising in the channel, Graydon UK has warned.

  • April 15, 2010 15 Apr'10

    Nimans inks leasing agreement

    Nimans has signed a new partnership with the leasing arm of French bank BNP Paribas to ease the current funding crisis in the networking channel.

  • April 14, 2010 14 Apr'10

    Record petrol prices to drive up freight charges in 2010

    Distributors are warning of an increase in freight costs after petrol prices hit a record high this week, with the prospect of further surges in the coming months.

  • April 13, 2010 13 Apr'10

    Outsourcing confidence rises but cost concerns persist

    The National Outsourcing Association (NOA) has released its quarterly Outsourcing Confidence Index and claimed that over 50% of end-users are more confident with using outsourcing to support their businesses than they were in 2009.

  • April 12, 2010 12 Apr'10

    Nimans grabs former Ingram sales boss

    Nimans and Rocom have hired Ingram Micro's former sales director James Perkins (pictured) to head up group sales at the distributor.

  • April 09, 2010 09 Apr'10

    UK lagging behind US in speed of tech recovery

    The UK and the rest of Europe are going to lag behind the rate of recovery in the IT market set to be enjoyed by the US and Asia Pacific regions.

  • April 09, 2010 09 Apr'10

    Tories plan £4bn savings with IT spending cuts

    The prospect of cuts to public sector IT programs if the Conservatives win the election has been revealed by one of the Tories key advisors.

  • April 09, 2010 09 Apr'10

    Buoyant first quarter builds channel optimism

    Opinion is divided over whether or not the recession is over, but the outlook for 2010 is positive overall, writes Steve Moyes.

  • April 09, 2010 09 Apr'10

    Managing assets in a virtual world

    IT managers need complete visibility of physical and virtual assets for control over costs and licensing, writes Matt Fisher, director of FrontRange Solutions With organisations increasingly investing in virtualisation, asset management is no ...

  • April 08, 2010 08 Apr'10

    Costs of Digital Economy Bill stack up for ISPs

    By Ian Grant Internet service providers (ISPs) face a host of extra coststhat could add up to £15m a year when provisions in the DigitalEconomy Bill become law. This emerged from a consultation document published by theDepartment of ...

  • April 07, 2010 07 Apr'10

    Channel talks of recovery and return to growth

    Ever since the recession started the hunt has been on for green shoots but with the first quarter completed those quizzed by MicroScope paint a picture of continuing customer deliberations over purchasing but a return to spending.

  • April 06, 2010 06 Apr'10

    MicroScope ACEs Golf Challenge reaches quarter final stage

    The MicroScope ACEs Golf Challenge in association with VADition and Fortinet has reached the quarter final stage. The final eight competitors have emerged after the original field of 76, which entered the competition last November, have been ...

  • April 06, 2010 06 Apr'10

    Carbon Reduction compliance catches firms unaware

    The industry is calling for more clarification over the impact of the government's little-publicised Carbon Reduction Commitment cap-and-trade scheme, which came into effect on 1 April.

  • April 01, 2010 01 Apr'10

    Sugar asked to help set up credit adjudication service

    Enterprise champion Lord Alan Sugar has been called on by the government to get directly involved in its efforts to improve the flow of credit to SMEs.

  • April 01, 2010 01 Apr'10

    Phone as well as web needed to seal deals

    A lack of integration between phone and web is undermining some reseller's chances of providing a good service to customers. With most of the emphasis going into web activities firms have overlooked the need to ensure that those investments are ...

  • March 31, 2010 31 Mar'10

    Avnet looking for $60m annual savings following Bell purchase

    Avnet is looking to make cost savings of $50-60m a year from its acquisition of Bell Microproducts by minimising overlapping operations.

  • March 30, 2010 30 Mar'10

    Reseller opportunity as IT professionals leave skill gaps

    The customers that resellers sell into are set to lean even more heavily on dealers with specialist skills in the future as they pull back from carrying out a large number of IT tasks in-house.

  • March 30, 2010 30 Mar'10

    Kendall Law Group to investigate Bell sale

    A US based law firm involved in complex national securities litigation is looking into yesterday's sale of Bell Microproducts to Avnet to ascertain if shareholders got the best ROI and if the processes employed prior to the deal were fair.

  • March 30, 2010 30 Mar'10

    Darling defends credit adjudication service

    The Chancellor Alistair Darling has restated his view that a credit adjudication service is one of the best ways to help SMEs get their hands on funds.

  • March 29, 2010 29 Mar'10

    Bell Microproducts sold to Avnet for $594m

    Avnet has acquired Bell Microproducts in an all cash merger for $7 per share, valuing the distributor at $594m (£396.6m). The deal is based on an equity value of around $252m and Bell's debt position, at face value and net of cash, of $342m at...

  • March 29, 2010 29 Mar'10

    Editor's comment: Consolidation makes it a memorable Monday

    When people come to look back over this year they will remember this week not just for being the one before Easter but also as the moment when consolidation really went up a notch in the channel.

  • March 29, 2010 29 Mar'10

    Customer retention rather than just cost cutting CEO priorities

    Using IT to hold onto customers is emerging as the main priority for users ahead of the determination to lean on technology to support corporate cost cutting.

  • March 26, 2010 26 Mar'10

    C2000 to set up Dublin office, migrates UK growth programme

    Computer 2000 is setting up a Dublin office to serve Irish resellers and plans to take across some growth programmes it has launched in the UK.

  • March 26, 2010 26 Mar'10

    IT sector payment times improving

    As the recovery starts to kick-in the amount of time it takes companies to pay invoices has continued to improve. According to the latest figures from Experian the IT sector is taking just shy of 15 days longer than terms to cough up payment but ...

  • March 25, 2010 25 Mar'10

    Budget 2010: Destination of IT spending cuts still vague

    The consequences for future public sector IT spending remain far from clear after the Budget, with £250m of cuts promised but still left unexplained.

  • March 25, 2010 25 Mar'10

    High-street sales continue to recover

    Sales on the high street continued to rebound from the low points of last year as confidence trickled back into spending habits with non-food retailing performing strongly.

  • March 24, 2010 24 Mar'10

    Budget 2010: Credit adjudication service to challenge denied loans

    The government has pledged to lean on the banks to offer more credit and will introduce an independent body that resellers can appeal to as a way of challenging non-lending decisions.

  • March 24, 2010 24 Mar'10

    Budget 2010: Labour would not rush public sector cuts

    The government has played down the speed with which public sector jobs should come into force. Speaking in his budget the Chancellor Alistair Darling talked about the need to keep spending plans on track and protect "front line services".

  • March 24, 2010 24 Mar'10

    Budget 2010: Economy set to grow through 2010

    The Chancellor has forecast that the recovery remains on track with the economy growing at 3 to 3.5% next year as it continues to "re-balance after the recession".

  • March 24, 2010 24 Mar'10

    Budget 2010: Business confidence remains fragile

    The recovery remains fragile with borrowing still not returning to pre-recessionary levels and spending remaining low. Speaking in his budget the Chancellor Alistair Darling, said that the banks had to do more but there was also a continued problem ...

  • March 24, 2010 24 Mar'10

    Budget 2010: UK economy coming out of recession

    The Chancellor has outlined plans to support the recovery and invest in businesses of the future. In the final budget before the election, the third delivered by the current Chancellor, the word recession featured heavily but with Alistair Darling ...

  • March 23, 2010 23 Mar'10

    Companies head to hosted services in full knowledge of risks

    Despite the apparent risks associated with cloud computing many customers are ploughing on with the technology regardless in an effort to unlock the promised savings and efficiencies on offer.

  • March 22, 2010 22 Mar'10

    Cost-effective business intelligence for mid-market companies

    New cost-effective business intelligence packages give mid-market companies the kind of analytical tools previously the preserve of large organisations, such as personalised desktop dashboards for each employee, writes Tony Glover.

  • March 22, 2010 22 Mar'10

    Government report accepts need to support SMEs

    The government is facing up to the requirement for better technology and business support for companies outside the capital.

  • March 19, 2010 19 Mar'10

    Unified comms message is still too complex

    It is some time since the concept of unified communications (UC) became generally known, but it is clear that there has been a lack of education around it because challenging questions are still being asked.

  • March 17, 2010 17 Mar'10

    Recession provides chance for skills gap to narrow

    The recession appears to have given the skills gap in the IT industry a chance to close up with the number of trained candidates outstripping the vacancies available. The skills crisis has been an on-going problem for the computer industry.

  • March 15, 2010 15 Mar'10

    Education fears of budget cuts edge closer to reality

    The fears expressed by education specialists at the start of the year at the BETT show around the prospect of losing funds this year are becoming a reality with the government potentially looking to slash £1bn off the budget.

  • March 15, 2010 15 Mar'10

    Tory plan to open up IT tenders plays well in Cameron constituency

    The plans by the Tories to open up large government IT contracts to more players have been welcomed by an IT specialist from David Cameron's own constituency.

  • March 15, 2010 15 Mar'10

    Political parties reminded of importance of IT sector

    With preparations for the election starting to gather momentum the IT industry is also moving to put in its wishes from the next government.

  • March 12, 2010 12 Mar'10

    Interactive marketing spend rising

    Those in the channel responsible for marketing appear to have grasped the message about the need to invest in interactive approaches to the market.

  • March 12, 2010 12 Mar'10

    Intrinsic develops services muscle

    Cisco and Avaya reseller Intrinsic Technology is bulking up its services team with two new business development managers to head up carrier, WAN and managed services and its new Fusion Managed Services unit respectively.

  • March 12, 2010 12 Mar'10

    Analysis: How important is the CEO?

    Just how important is the position of a CEO? It is a fair question to ask after watching SAP Part Company with its CEO Leo Apotheker after just seven months and bring back a dual CEO structure to replace him.

  • March 11, 2010 11 Mar'10

    Sales dip but profits hold firm at Computacenter in 2009

    Computacenter's exit from trade distribution pushed down 2009 revenues marginally but the march toward services continued as profits held their ground in the face of economic turmoil.

  • March 10, 2010 10 Mar'10

    Five minute interview: Jirina Yates, Avaya EMEA

    MicroScope puts its questions to Jirina Yates, director of field marketing at Avaya EMEA What is the best advice you have received and from whom? Treat people the way you wish to be treated. An old colleague of mine told me this and it is very true....

  • March 10, 2010 10 Mar'10

    Card fraud falls but CNP remains constant battle for etailers

    Losses from credit card fraud have fallen for the first time in three years as the myriad industry initiatives closed the net on those perpetrating the crimes However e-tailers in the UK continue to work hard to safeguard themselves against a rise...

  • March 10, 2010 10 Mar'10

    Fees from channel consultants holding up

    Those specialising in IT consultancy have seen their fees impacted by the downturn but they have avoided being as hard hit as other areas of the economy.

  • March 10, 2010 10 Mar'10

    How important is the role of CEO?

    Amro Gebreel reports on the diverse range of views of the top job from a cross-section of CEOs in the channel. Just how important is the position of a CEO?

  • March 10, 2010 10 Mar'10

    Tech sector valuations continue to recover

    The level of mergers and acquisition activity in the European IT and telco market dipped slightly last month compared to the start of the year but continues to be a cause for optimism.

  • March 09, 2010 09 Mar'10

    IT market across EU starts to recover slowly from recession

    Growth in the ICT market across Europe is going to be a couple of points of a percent as the market slowly climbs out of the recession. Growth in the EU this year is predicted to be a mere 0.2, around €303bn, compared to a decrease of 0.8% in ...

  • March 09, 2010 09 Mar'10

    Liquidity problems holding back private equity IT investment

    Problems getting hold of finance are going to undermine potential investment in the ICT sector as private equity firms struggle to get hold of funds.

  • March 08, 2010 08 Mar'10

    Industry veteran Dow sets up channel consultancy

    Former Westcoast director Andy Dow has set up a consultancy IT Channel Works to help vendors entering the UK or new markets within the territory establish a go-to-market model.

  • March 08, 2010 08 Mar'10

    Public sector buyers starting to react to prospect of cuts

    The public sector is starting to react to the numerous messages they have been bombarded with in the last few months about using IT to work more efficiently.

  • March 05, 2010 05 Mar'10

    MicroScope ACEs shortlist announced

    The MicroScope Awards for Channel Excellence (ACEs) shortlist has gone live with a large number of companies managing to move one step closer to winning an award.

  • March 04, 2010 04 Mar'10

    Comdex to return as a virtual event

    It might seem an off time to revive one of the largest IT show brands just as the tired feet walk the halls in CeBIT but Comdex is returning as an online event.

  • March 03, 2010 03 Mar'10

    Bell Microproducts Q4 sales and profits rebound

    The light at the end of the tunnel is shining more brightly for Bell Microproducts after it turned in a vastly improved set of Q4 financials. Things had looked a little bleak for the enterprise distributor which faced an expensive accountancy ...

  • March 02, 2010 02 Mar'10

    Tech Data says market share gains helped boost Q4 numbers

    Tech Data reckons it captured or held market share across all product categories in Europe during its fiscal Q4 which helped it record sales and profits gains.

  • March 02, 2010 02 Mar'10

    Government claims digital skilled workers will benefit industry

    The government has highlighted a potential benefit to the channel of its plans to increase internet and web skills in the population.

  • March 01, 2010 01 Mar'10

    IT has role to play in saving public sector jobs

    The pressure on the government to cut public sector costs does not have to translate into heavy job cuts if technology is used efficiently.

  • February 25, 2010 25 Feb'10

    Westcoast confirms departure of director Dow

    Westcoast has confirmed it has split with long serving director Andy Dow by "mutual agreement".

  • February 23, 2010 23 Feb'10

    Virtualisation skills gap could hold SMEs back

    SMEs face missing out on virtualisation because of a lack of skills with vendors failing to fill the knowledge gap. That warning has been sounded by a reseller at the chalk face providing small companies with virtualisation advice.

  • February 22, 2010 22 Feb'10

    Evolve or die IDC warns channel

    A failure to move toward the as-a-service sales model and other emerging technologies will have potentially dire consequences for traditional resellers, IDC's chief analyst has warned.

  • February 22, 2010 22 Feb'10

    Public sector IT cuts coming regardless of election result

    The threat of cuts in public spending IT are looming large on the horizon regardless of which party wins the election this summer. Over the past decade the importance of the public sector as a customer of IT goods and services has grown considerably...

  • February 22, 2010 22 Feb'10

    Marketing budgets to remain tight

    Marketing budgets are set to remain flat this year despite the worldwide economy pulling back out of recession. The prediction that the budgetary screws will remain tightly turned on marketing departments comes from Gartner, which expects 90% of ...

  • February 19, 2010 19 Feb'10

    IT insolvency rate improves again

    The underlying health of UK businesses is improving according to credit specialist Experian with the rate of insolvencies in January 2010 the lowest since June 2007 and IT company failures declining slightly.

  • February 18, 2010 18 Feb'10

    Ingram Micro Q4 sales and profits up

    Ingram Micro Q4 sales were lifted by a currency tailwind and dramatically improved IT spending in EMEA, which helped it break into year-on-year growth for the first time since the recession began.

  • February 18, 2010 18 Feb'10

    Northamber trims losses as H1 sales fall

    Northamber has managed to narrow first half pre-tax losses but sales fell as the "challenging" commercial environment continued to hit IT spending.

  • February 18, 2010 18 Feb'10

    Last call for reseller entries for the ACEs

    The landlord is on the brink of banging the bell for last orders. Resellers have just a matter of hours left to enter this year's MicroScope Awards for Channel Excellence (ACEs).

  • February 17, 2010 17 Feb'10

    Final call for reseller entries to the ACEs

    Resellers have just a matter of hours left to enter this year's MicroScope Awards for Channel Excellence (ACEs). The last call has gone out to encourage the channel to get its entries in for the 2010 ACEs which take place on 26 May at the Lancaster ...

  • February 17, 2010 17 Feb'10

    Atos Origin '09 cost cutting improves prospects for year ahead

    Cost cutting has helped Olympic games supplier Atos Origin reduce its debts and place itself in a stronger position for the year ahead.

  • February 15, 2010 15 Feb'10

    Public sector to be hit hard by job cuts, says HR body

    by Warwick Ashford One in four employers is planning to make redundancies in the first three months of 2010, a survey has revealed. Employers plan to cut an average of 6.2% of their workforce, according to the poll of 700 employers by the ...

  • February 15, 2010 15 Feb'10

    Windows 7 is good for business

    Overcoming application compatibility issues with Windows 7 will create opportunities for the channel, says John Tate The opportunities for Windows 7 are being widely discussed in the IT channel.

  • February 15, 2010 15 Feb'10

    M&A activity recovering on back of improved Q4

    Technology mergers and acquisitions in the UK fell by nearly one third last year but the recent signs of stability in the economy indicate more action will return in 2010.

  • February 15, 2010 15 Feb'10

    Reseller optimism rising across EMEA

    Resellers in the UK and Ireland believe the worst of the recession is over and this year will see continued improvement. According to a EMEA survey of channel partners carried out by CA 81% of those quizzed expect things to improve this year and a ...

  • February 12, 2010 12 Feb'10

    Five minute interview: Gary Newbold, Extreme Networks

    MicroScope puts its questions to Gary Newbold, regional director for the UK and Ireland at Extreme Networks What is the best/worst advice you have received and from whom? "Never ever give up", by my first sales manager. What is the best book you've ...

  • February 12, 2010 12 Feb'10

    M&A valuations start to rise

    The prospect for renewed activity in the mergers and acquisition space has been signalled by an increase in valuations of those tech firms looking to sell this year.

  • February 11, 2010 11 Feb'10

    Prepare for a year of consolidation

    One of the safest bets that can be made this year is that there will be further consolidation in the market and perhaps a few surprises in terms of buyers and sellers.

  • February 11, 2010 11 Feb'10

    Click here to enter the ACEs 2010

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  • February 10, 2010 10 Feb'10

    Channel insolvencies flat in '09 but spike predicted

    The number of channel firms going to the wall in 2009 fell marginally on the previous year according to Graydon UK data. However, the credit reference agency has forecast a hike in insolvencies in the post recessionary environment as it suspects ...

  • February 09, 2010 09 Feb'10

    How to succeed in Managed Services

    MicroScope, in association with Kaseya, will be holding a complimentary seminar at the exceptional Sofitel London St James hotel on the 18 March. We'd like to invite you to attend this industry event which will give you an insight to succeeding in ...

  • February 09, 2010 09 Feb'10

    ACEs 2009: A night to remember

    A look back at 2009's Aces Some photos to remind you of a wonderful evening of winning, fun and entertainment. We look forward to seeing you at this year's event in May. -1) { var key = parms[i].substring(0,pos); var val = parms[i].substring(pos+1...

  • February 08, 2010 08 Feb'10

    Five minute interview: David Blackman, Acronis

    MicroScope puts its questions to David Blackman, general manager, northern Europe, at Acronis. What is the best/worst advice you have received and from whom? Best: you will never go wrong taking a profit - my father.

  • February 05, 2010 05 Feb'10

    Insolvencies slow in Q4 as recession eases

    The number of insolvencies fell in the last quarter with those directly connected with the computer sector showing signs of resilience in the recession.

  • February 04, 2010 04 Feb'10

    Arrow Electronics sales and profits up in Q4

    Large scale projects in the enterprise arena continue to face delays but momentum is building in the worldwide IT components market, according to Arrow Electronics.

  • February 03, 2010 03 Feb'10

    Phoenix IT Group acquires KCOM network break fix arm

    Phoenix IT Group has confirmed that it has acquired the contracts held by KCOM's network maintenance arm for £1.8m.

  • February 03, 2010 03 Feb'10

    IT jobs market continues improvement

    The IT job market has remained buoyant in January despite some other sectors of the economy slowing up compared to a strong finish to last year.

  • February 01, 2010 01 Feb'10

    To 'give to get' emerging as IT marketing strategy

    The idea of resellers giving away free consultancy advice to customers emerged as one of the responses during the recession to secure loyalty but has emerged as a marketing strategy.

  • February 01, 2010 01 Feb'10

    Five minute interview: Simon Rixon, BT Engage IT

    What is the best/worst advice you have received and from whom? The best advice I have received are the values my parents instilled in me. The worst was my school career service which told me that I would never get a job in IT. What is the best book ...

  • January 29, 2010 29 Jan'10

    Northamber sales and marketing director Chatterton exits

    Northamber is on the hunt for a new sales and marketing director following the departure of previous incumbent Mark Chatterton after six months in the role.

  • January 28, 2010 28 Jan'10

    Avnet fiscal Q2 sales boosted by economic uplift

    A healthier global economy helped Avnet grow fiscal Q2 sales above the seasonal norm but favourable currency translations also lent a hand.

  • January 28, 2010 28 Jan'10

    Graydon names Norton as head of intelligence

    Graydon UK is about to welcome Alan Norton back on board as head of the IT intelligence unit. As revealed last month, the previous incumbent Mark Ancell left the credit reference agency to join Computer 2000 as general manager for risk and ...

  • January 28, 2010 28 Jan'10

    Expansys boss Butterworth steps down despite upturn in sales

    Expansys chief executive Roger Butterworth has today left the Manchester-based mobility e-tailer more than a decade after setting it up.

  • January 28, 2010 28 Jan'10

    Opinion: Time for channel to chase fame in Twitter limelight

    When Twitter went down for an afternoon - or what felt like eons to those used to permanently switch on communications - Bill Gates was at one point singled out as a probable cause.

  • January 27, 2010 27 Jan'10

    IT jobs continue to recover

    The number of IT jobs continues to rise with strong demand in particular for contract positions in the last quarter of 2009.