News

Channel Business Management

• December 12, 2018 12 Dec'18

  Strong demand pushes Fujitsu MSP pilot programme live

  The idea had been to start small and run a pilot but strong demand from partners meant that the vendor has gone live with its MSP programme

• December 12, 2018 12 Dec'18

  Fujitsu getting closer to 90% channel business target

  The vendor has made strides this year to put itself in a position to get 90% of its revenues coming via the channel in 2019

• December 10, 2018 10 Dec'18

  Nutanix enhances channel charter for disties and SIs

  The vendor has added more depth to the channel model it launched in the summer

• December 10, 2018 10 Dec'18

  Channel roundup: Who's gone where?

  Banish thoughts of a Christmas slowdown in the recruitment world with plenty going on over the last week in the channel

• December 07, 2018 07 Dec'18

  Cogeco Peer 1 targeting VAR community

  The hosting specialist has identified a group of resellers that it plans to start working with

• December 04, 2018 04 Dec'18

  Commvault channel chief delivering on the vision

  Earlier this year Owen Taraniuk talked about how he planned to make life better for partners and change the approach Commvault was taking and he has been true to his word

• December 03, 2018 03 Dec'18

  Channel roundup: Who's gone where?

  Another busy seven days in the channel with a few weeks left in the year for some fresh faces to start to make an impression

• December 03, 2018 03 Dec'18

  Sabio looks East for latest acquisition

  Customer experience player makes a second purchase this year adding both technology and a wider geographical footprint

• November 27, 2018 27 Nov'18

  AWS CEO Andy Jassy highlights untapped cloud growth opportunities for channel partners

  AWS CEO Andy Jassy used the Global Partner Keynote at re:Invent 2018 to highlight how helping enterprises migrate to the cloud now could have follow-on business benefits for channel partners for many years to come

• November 27, 2018 27 Nov'18

  Spectrami latest to join list of UK VADs

  The UAE based channel player is looking to ramp up its activity across Europe with an independent operation opening in the UK

• November 22, 2018 22 Nov'18

  CAE bosses push forward MBO

  The CEO and COO at the channel player have started a fresh chapter in the history of the Cisco gold partner's story

• November 22, 2018 22 Nov'18

  Disappointing H1 costs Redcentric chief executive his position

  Managed service player reacts swiftly to take steps to get the firm back to growth

• November 20, 2018 20 Nov'18

  SME customers changing before the channel's eyes

  Digital transformation is changing the SME customer base according to Ricoh and CIOs are struggling with it finds InterSystems

• November 19, 2018 19 Nov'18

  Channel roundup: Who's gone where?

  Another busy few days in the channel with movement across all levels as firms get some fresh talent in while there is still some time to make a dent in Q4

• November 15, 2018 15 Nov'18

  Cloudian thanks resellers as revenues climb

  Object storage specialist provides commentary on how the first three fiscal quarters have gone and the channel has played a big part in its growth

• November 14, 2018 14 Nov'18

  Exclusive Group increases cloud training options with Arcitura Education

  The distributor has been signed up to provide cloud training from Arcitura Education

• November 12, 2018 12 Nov'18

  Channel roundup: Who's gone where?

  Another week brings some fresh faces into senior roles tasked with increasing channel support and sales

• November 09, 2018 09 Nov'18

  Distribution set for a solid year as growth continues through Q3

  A market analysis of how distribution across Europe has fared in Q3 from Context indicates that it has all been good so far in 2018

• November 08, 2018 08 Nov'18

  VMware on a journey to rebuild partner programme

  The vendor's recently appointed channel chief has shared her plans for rebuilding the firm's partner programme

• November 07, 2018 07 Nov'18

  Services the area of focus for VMware channel partners

  The vendor is keen to make sure that the channel can deliver services around its portfolio

• November 07, 2018 07 Nov'18

  Silver Peak revamps partner programme

  Vendor makes changes in response to partner calls for more predictability around pay-outs

• November 07, 2018 07 Nov'18

  Tech must be a force for good

  VMware CEO shares his belief that the industry has a responsibility to use technology as a positive force in society

• November 05, 2018 05 Nov'18

  Muller all set for top job at expanding MSP Timico

  Former Daisy boss revealed as incoming CEO at managed service player just days after the firm strikes an acquisition

• November 05, 2018 05 Nov'18

  WDC: The channel needs to view us as a technology company

  The storage player has expanded its portfolio over recent years and has more infrastructure products to sell via partners

• November 02, 2018 02 Nov'18

  Customers want more automation and better data

  A global Cisco study has found that customers looking to innovate need to take the pressure off the IT budget by getting better at predicting where problems might occur

• October 31, 2018 31 Oct'18

  Microsoft sounds AI warning

  Those customers that do not take an interest in artificial intelligence face losing ground and missing out on the benefits

• October 31, 2018 31 Oct'18

  UK delivers double digit revenue growth for CDW

  It has been a good Q3 and a decent first nine months of the year for CDW's operations in the UK

• October 31, 2018 31 Oct'18

  Weak UK market conditions impact Computacenter's Q3

  After a strong first half the third quarter has been more subdued for the channel player

• October 29, 2018 29 Oct'18

  High street dealers get Budget relief

  Chancellor indicates that those struggling with business rates will get help in the face of mounting online competition

• October 26, 2018 26 Oct'18

  Extreme Networks announces $50m channel investment

  Extreme Networks investing in building up its channel after going through a challenging year

• October 24, 2018 24 Oct'18

  Exertis shuffles its management pack

  The distributor has made a raft of changes to its management team to support its international ambitions

• October 24, 2018 24 Oct'18

  Vendors failing to develop a solid channel relationship in danger of losing ground

  Those suppliers that fail to deliver the best possible channel experience face losing ground on rivals that are better

• October 18, 2018 18 Oct'18

  Skills gap causing issues for both employers and staff

  Research from both CompTIA and Ingram Micro shows how the skills issue is impacting both those running IT firms and those wanting to work for one

• October 17, 2018 17 Oct'18

  CompTIA: Channel leaders must have one eye on the future

  The industry organisation has used its UK community event to talk of the need to look to the future as well as the present

• October 17, 2018 17 Oct'18

  Exceptional market conditions boost Softcat

  Chanel player reaches revenue milestone and heralds strong 2018 with a slight note of caution about what lies ahead

• October 16, 2018 16 Oct'18

  SMB the focus for Lenovo's fresh UK channel boss

  Even after a few days it has become clear to Lenovo's UK channel boss that the firm's commitment to working with partners to reach the small business market will remain a priority

• October 16, 2018 16 Oct'18

  Equinix looks to take channel revenues past 20%

  The data centre specialist has been working with the channel to increase its enterprise market share and wants that to continue

• October 15, 2018 15 Oct'18

  Exertis plugs Hoover into electricals operation

  Plans to grow its position in the small domestic appliance market have been given a boost with the signing of household name Hoover

• October 15, 2018 15 Oct'18

  Channel focus paying off for Agilitas IT Solutions

  The firm has seen a focus on a channel vision has been one of the major contributors to a decent rise in revenues

• October 15, 2018 15 Oct'18

  Spiceworks: Europe leads in emerging tech

  Europe adopting emerging tech in response to GDPR and rising cybersecurity threats

• October 12, 2018 12 Oct'18

  Services the key to fending off the Amazon Business threat

  The retail giant might hoover up the transactional business but those resellers that can provide services will have more chances of retaining customers

• October 12, 2018 12 Oct'18

  Lenovo pledges to fix channel process issues

  The vendor came in for some criticism at the Canalys Channels Forum but responded by vowing to fix the problems in the next six months

• October 11, 2018 11 Oct'18

  A hard Brexit would hurt distribution

  Canalys boss Steve Brazier paints a grim picture of how a hard EU exit could impact the channel

• October 11, 2018 11 Oct'18

  Spiceworks using AI to matchmake customers and partners

  Spiceworks has unveiled AI capabilities to directly connect tech users with MSPs

• October 09, 2018 09 Oct'18

  Online retailers posing threat to distribution

  Fears about the likes of Amazon eating into channel revenues are well-grounded according to Context research

• October 08, 2018 08 Oct'18

  Brexit could hit enterprise investment plans

  Deloitte's latest quarterly quizzing of the CFO community makes sobering reading for those hoping that the good times will keep rolling

• October 05, 2018 05 Oct'18

  PRM a tool to identify next gen partners

  Gut feelings might have helped channel managers make decisions in the past but technology should make it easier and more precise

• October 03, 2018 03 Oct'18

  CensorNet makes return to distribution

  Security player decides the time is right to return to a two-tier model in the UK channel space

• October 02, 2018 02 Oct'18

  Kaseya CEO reveals 2019 IPO plans

  MSP platform vendor Kaseya talks IPO, acquisitions and developing home-grown products

• September 27, 2018 27 Sep'18

  DCC heralds impact of acquisitions on profits and makes another one

  The owner of Exertis has updated investors on how its first fiscal half has gone with acquisitions making an impact on the bottom line

• September 26, 2018 26 Sep'18

  Co-founder Dobson departs Cloud Distribution

  The time was right for Scott Dobson to leave the firm he founded in 2009 for new ventures

• September 26, 2018 26 Sep'18

  Cisco EMEAR svp talks digital transformation and channel opportunities

  The networking vendor has promoted its EMEAR partner boss into an svp position covering the region

• September 24, 2018 24 Sep'18

  Nadella calls for more 'tech intensity'

  It's an idea that the channel will have little argument with, that customers need to adopt and build the latest technology

• September 21, 2018 21 Sep'18

  Channel roundup: Who's gone where?

  What do Lenovo, NTT Security, Redstor and Red Box, to name a few, have in common? They have all recruited some fresh faces this week

• September 21, 2018 21 Sep'18

  Rubrik emphasises competencies with global partner programme

  Backup and data protection specialist launches first global partner programme with plans to reward those partners that gain certifications

• September 19, 2018 19 Sep'18

  SonicWall flags firewall upgrade opportunity

  The security vendor has used its partner event as a forum to encourage resellers to talk to customers using ageing technology

• September 19, 2018 19 Sep'18

  MTI cranking up services revenues

  The channel player has shared its first set of numbers since it was taken over by Endless last year

• September 18, 2018 18 Sep'18

  Commvault reveals EMEA distribution rationalisation

  Commvault evaluating distributor relationships as part of sweeping changes to channel organisation

• September 17, 2018 17 Sep'18

  Context: Channel enjoys growth in H1

  The analyst house has shared the headline findings from its extensive channel survey and found that distribution in particular is in rude health

• September 14, 2018 14 Sep'18

  Channel roundup: Who's gone where?

  A fair few appointments have caught the eye with quite a lot of shuffling at the very highest levels of management in some cases over the past week

• September 13, 2018 13 Sep'18

  CompTIA flags emerging tech the channel needs to get to grips with

  The industry organisation has shared the top ten emerging technologies that are set to have an impact on the channel and users

• September 12, 2018 12 Sep'18

  BlackBerry building partner base and working with Check Point

  The software firm has used its Security Summit in London to outline channel growth and reveal an ISV relationship with Check Point

• September 10, 2018 10 Sep'18

  Veeam cranking up public sector focus

  One of the areas the vendor is looking to put the time in is around helping partners sell into the public sector

• September 10, 2018 10 Sep'18

  Clear Licensing Campaign turns the focus on maintenance contracts

  Customers are often paying maintenance without giving it much thought and as a result could be spending too much

• September 07, 2018 07 Sep'18

  Knowledge and speed the key to a channel chief's first 180 days

  A guide to those looking to make an impact at a vendor in the channel management role has some advice about what to do in the first few months

• September 06, 2018 06 Sep'18

  Rackspace ramping up channel business

  The cloud player has been looking to ramp up its channel over the course of this year and those efforts are continuing

• September 05, 2018 05 Sep'18

  Many in the UK channel looking at international expansion

  The idea of setting up a bridgehead overseas appeals to a fair few people in the channel

• September 04, 2018 04 Sep'18

  Tomlin in at Dell to run UK channel

  The distribution veteran has been given the chance to make an impact at the vendor replacing Sarah Shields after she moved to a European role

• September 03, 2018 03 Sep'18

  Canalys: Vendor's beware partner programmes don't lose relevance

  The analyst house has found that more resellers are reporting issues with the programmes that they are offered by vendors

• September 03, 2018 03 Sep'18

  Computacenter expands European footprint with Misco buy

  Misco's operation in the Netherlands becomes part of the Computacenter family after the UK player expands its European reach even further

• August 28, 2018 28 Aug'18

  Multi-cloud the theme at VMWorld

  An acquisition and some partner programmes have underlined the commitment of VMware to carve out more share in the multi-cloud market

• August 24, 2018 24 Aug'18

  Computacenter delivers more market cheer with strong H1

  The firm's investors are getting used to the channel player providing them with decent revenue growth

• August 22, 2018 22 Aug'18

  Silver Peak increases SD-WAN support for partners

  The vendor has rolled out a programme that will provide those looking to get to grips with SD-WAN with training and certification

• August 22, 2018 22 Aug'18

  Peach and Getronics add to summer of consolidation

  Peach IT and Getronics have both struck acquisitions adding to a growing list of deals that have been made over the last few weeks

• August 20, 2018 20 Aug'18

  CompTIA issues mixed channel report

  The industry group has found that the channel is facing some constraints in its mission to grow

• August 16, 2018 16 Aug'18

  Vendors under pressure to generate better channel data

  The information that a lot of vendors have around rebate, MDF and marketing programmes is nowhere near as good as it should be

• August 10, 2018 10 Aug'18

  Dell EMC launches Enterprise Preferred Channel Programme

  Dell EMC take collaborative approach to channel enterprise sales with new programme

• August 10, 2018 10 Aug'18

  Channel roundup: Who's gone where?

  Summer holidays might be in full swing but that does not stop the channel appointments coming thick and fast

• August 09, 2018 09 Aug'18

  NTT bringing comms, security and Dimension Data together

  The Japanese based firm hopes that by bringing its various operations under one roof it can pitch harder for digital transformation business

• August 09, 2018 09 Aug'18

  Nutanix says fresh programme will benefit more partners

  Nutanix drops ‘one-size-fits-all’ programme and rewards partner investment over revenue targets

• August 08, 2018 08 Aug'18

  Users feel restricted by vendor contracts and tech choices

  There seems to be a gap between the vendor ambitions to make everything simple and what is happening on the ground

• August 07, 2018 07 Aug'18

  Elite Group talks acquisitions after securing refinancing

  The unified comms specialist is looking to expand the business further after getting more backing from Lloyds

• August 07, 2018 07 Aug'18

  Mode Print Solutions gets private investment backing for MBO

  The print management specialist has capped off five decent years of growth with an MBO

• August 06, 2018 06 Aug'18

  Channel should use the summer to improve strategy planning

  There is plenty that could be done in the summer weeks when business is traditionally that bit slower

• August 01, 2018 01 Aug'18

  SMEs changing the bundles approach

  Bundles have often been a bit hit and miss but thanks to the need to cater them for SME customers things are improving

• July 25, 2018 25 Jul'18

  BlueJeans extends channel programme

  The video conferencing specialist has increased the incentives and rewards for those prepared to meet the requirements of its revised partner programme

• July 23, 2018 23 Jul'18

  Channel roundup: Who's gone where?

  A busy week with senior executives being appointed at a number of firms to help steer the ship and get more out of channel relationships

• July 17, 2018 17 Jul'18

  Customers don't have the skilled staff to man the security barricades

  Gartner has warned that two thirds of users do not have the in house staff able to deal with security issues as the ongoing skills crisis continues to hit firms globally

• July 16, 2018 16 Jul'18

  Channel roundup: Who's gone where?

  Holidays are for wimps and those working in the HR departments across the channel never take a break with the appointments continuing to clock up

• July 13, 2018 13 Jul'18

  Microsoft flagging channel Azure MSP experts

  Ahead of the Inspire event the vendor has made it easier for those who are experts at Azure managed services to stand out from the crowd

• July 12, 2018 12 Jul'18

  Exertis brings in former Dell UK boss for next chapter

  The distributor has made a change at the top as it looks for more growth with an industry veteran getting a chance to make a mark on the channel player

• July 12, 2018 12 Jul'18

  Computacenter looking at a strong 2018

  The channel player has issued a Q2 trading update that refers to growth, momentum and the prospects for the second half of the year

• July 11, 2018 11 Jul'18

  SonicWall determined to gain share in the mid-market

  Security vendor stepping up support for partners as it sets out an ambition to replicate SME efforts in the mid-market space

• July 11, 2018 11 Jul'18

  Vodafone pointing partners towards IoT and 5G opportunities

  The comms firm has been getting its channel ready for the next wave of innovation

• July 10, 2018 10 Jul'18

  Softcat delivers investor cheer with profit beating update

  The channel player has issued a trading update indicating that its Q4 is ending even more strongly than it had expected

• July 09, 2018 09 Jul'18

  Excalibur keeps it local and acquires in Swindon

  The firm is no stranger to using acquisition as a way of extending its reach but for its latest target has looked very close to home

• July 09, 2018 09 Jul'18

  Channel roundup: Who's gone where?

  Board room, business development and cyber security were some of the job roles where firms chose to make some changes across the channel last week

• July 06, 2018 06 Jul'18

  Keeping up with pace of IT change a growing problem for customers

  Digital transformation might be the aim but getting there is not proving to be easy and that should spell a major opportunity for the channel

• July 04, 2018 04 Jul'18

  Ingram signals modern workplace as a channel target

  Research from the distributor and Microsoft exposes the struggles that IT directors are facing trying to satisfy staff demands for flexibility

• July 03, 2018 03 Jul'18

  Automation a major focus at UKFast

  UKFast has created a chief technology officer role to ensure it can continue to automate more processes across its business