News

Channel Business Management

• October 07, 2019 07 Oct'19

  Channel roundup: Who's gone where?

  Another busy week in the industry and time for the channel to get familiar with a few fresh names

• October 03, 2019 03 Oct'19

  Telstra looking for channel growth after turning purple

  The recent launch of Telstra Purple will give the comms specialist the opportunity to provide the channel with more support

• October 03, 2019 03 Oct'19

  Nuvias putting the emphasis on value

  Distributor kicks off a campaign around adding value for resellers that will run for the next few months

• October 02, 2019 02 Oct'19

  HPE points distribution towards the growing as a service opportunity

  Vendor is sitting down with distributors this week to talk about as a service, SMEs and its channel programmes

• October 01, 2019 01 Oct'19

  Maintel turns to former Avaya boss to step into CEO shoes

  It's only taken a few weeks for the managed services player to settle on its choice of who will be its next chief executive

• September 30, 2019 30 Sep'19

  Channel roundup: Who's gone where?

  Another busy week for those working in HR departments, including one of those getting a fresh head, over the past week

• September 27, 2019 27 Sep'19

  Veeam looking to get more partners to gold

  Vendor is keeping the focus on skilling up its partner base and getting them to higher levels in its programme

• September 24, 2019 24 Sep'19

  WatchGuard focusing on verticals as MSP numbers swell

  Security player has seen its managed service provider relationships grow since it reached out to that segment of the channel community

• September 24, 2019 24 Sep'19

  Extreme Networks bringing Aerohive partners into unified programme

  Plans to bring Aerohive partners into a unified programme are close to being made public by Extreme Networks

• September 23, 2019 23 Sep'19

  Channel roundup; Who's gone where?

  Another busy few days with some of the great and the good in the industry getting a chance to make a fresh impression in senior roles

• September 20, 2019 20 Sep'19

  ScanSource paints a picture of a digital future

  Just weeks after it revealed plans to divest its hardware operation the firm has updated UK partners on the strategy

• September 19, 2019 19 Sep'19

  Quest and SecureAuth look for growth through the channel

  If you have ambitious targets to meet then there is no better way of cranking up the sales activity than deepening relationships with the channel

• September 18, 2019 18 Sep'19

  Channel has to help customers with confidence crisis

  Those trying to go through the IT buying process are struggling with too much information and trying to make sense of vendor marketing messages

• September 17, 2019 17 Sep'19

  Agilitas chairman Kelly awarded OBE

  Channel veteran is recognised for his efforts working in the ICT community in Wales

• September 16, 2019 16 Sep'19

  Channel roundup: Who's gone where?

  Time for the weekly roundup of personnel moves across the industry with several senior roles being filled in the last seven days

• September 12, 2019 12 Sep'19

  LogMeIn looking for channel to support UCC suite

  Firm is looking to get partners behind its latest product releases as it increases the focus its on comms and collaboration suite

• September 12, 2019 12 Sep'19

  Datto challenging MSP sales and marketing assumptions

  Firm is using an event in London to challenge existing views of sales and marketing and provide advice for those looking to devise their own strategy

• September 11, 2019 11 Sep'19

  Are accreditations and certifications channel essentials, or simply nice to have?

  We investigate how important it is for channel businesses to gain industry and vendor certificates

• September 10, 2019 10 Sep'19

  Cyxtera building channel base

  As the business evolves and becomes increasingly indirect the data and security player is keen to work with more resellers

• September 10, 2019 10 Sep'19

  Time to skill up and deepen customer relationships

  The fourth quarter is a key time on the sales front but there are other activities that resellers should engage in to get themselves in a stronger position come the year end

• September 09, 2019 09 Sep'19

  Channel roundup: Who's gone where?

  Plenty of movement in the industry this week as firm's look for experts that can help deliver growth

• September 09, 2019 09 Sep'19

  Ivanti steps up channel investment

  Firm makes a raft of improvements designed to increase partner support and increase indirect revenues

• September 05, 2019 05 Sep'19

  Asolvi set for further UK expansion after landing fresh investment backers

  Nordic firm has already acquired three UK firms this year and looks like more will be on the agenda after it has a fresh majority investor on board

• September 04, 2019 04 Sep'19

  CenturyLink expands channel programme across EMEA

  Firm is looking for resellers to sign up after it rolls out a major expansion in the area covered by its channel programme

• September 04, 2019 04 Sep'19

  Users struggling to get hold of digital skills

  Research has found that a lot of customers are not able to take advantage of the latest technology because they do not have the in-house expertise needed to adapt and adopt it

• September 02, 2019 02 Sep'19

  Channel roundup: Who's gone where?

  Changes in personnel worth noting this week at Googe Cloud, Lexmark, AOC/MMD and Qualitest

• August 29, 2019 29 Aug'19

  Tech Data CEO points to Q2 results as validation of strategy

  Rich Hume is keen to move the firm to higher value solutions and viewed the second quarter results as a sign that the strategy is delivering

• August 27, 2019 27 Aug'19

  Channel roundup: Who's gone where?

  The channel moves continue to stack up regardless of the summer holidays

• August 23, 2019 23 Aug'19

  Channel advice: How to spend the holiday weeks

  Staff might be coming and going topping up their tans but there is still plenty that the channel can do both internally and crucially externally with customers

• August 09, 2019 09 Aug'19

  Channel roundup: Who's gone where?

  Another busy week as some senior appointments are made across the channel

• August 07, 2019 07 Aug'19

  Digital transformation leadership a problem for users

  NTT research has highlighted issues around the expertise of those leading digital transformation efforts and Kyocera has highlighted the need to concentrate on people as well as technology

• August 07, 2019 07 Aug'19

  Higher margin business helps Insight in Q2

  Channel player might have seen sales remain flat but the CEO is remaining confident about the prospects for the second half

• August 05, 2019 05 Aug'19

  CybSafe reaps the benefits of turning to the channel

  The security firm has provided an update a year after it made its decision to go in-direct

• August 01, 2019 01 Aug'19

  Channel taking steps to improve customer experience

  CompTIA has found that resellers are starting to get on board with improving customer experience strategies to remain competitive

• August 01, 2019 01 Aug'19

  Skilled staff key to delivering CDW strategy

  Channel player's CEO opens up about the importance of having the staff to deliver its growth ambitions during a call discussing its Q2 results

• July 31, 2019 31 Jul'19

  Computacenter provides investor cheer with H1 update

  Channel player issues trading statement covering its first half revealing that the business is progressing well in fiscal 19

• July 30, 2019 30 Jul'19

  Cisco increasing channel digital marketing support

  Vendor brings together various marketing initiatives under one umbrella to help the channel reach out to customers more effectively

• July 29, 2019 29 Jul'19

  Channel roundup: Who's gone where?

  A fresh channel face at Vodafone and a new boss at LogRhythm are just a couple of the highlights from the past week

• July 25, 2019 25 Jul'19

  Softcat ahead of expectations

  Trading update from channel player indicates that its fiscal fourth quarter is going well

• July 22, 2019 22 Jul'19

  Channel roundup: Who's gone where?

  Another seven days that have seen personnel movement across the channel

• July 19, 2019 19 Jul'19

  Ethos Technology building on Pure signing

  Distributor has landed a relationship with Pure Storage and is looking to build on that moment over the rest of 2019

• July 18, 2019 18 Jul'19

  Nadella: Trust has to be earned every day

  Microsoft CEO uses Inspire keynote to cover the importance of building trusted relationships

• July 16, 2019 16 Jul'19

  Commvault doubles partner rewards with Advantage Programme

  Data management player increasing investment in supporting top partners with fresh channel programme

• July 12, 2019 12 Jul'19

  Microsoft climbs down over IUR changes

  Vendor performs a U-turn in the face of mounting partner opposition over plans to cut back software licenses for internal use

• July 12, 2019 12 Jul'19

  IUR row overshadowing Microsoft Inspire

  Vendor's honesty about the costs of providing partners with licenses dominating the Inspire build-up

• July 09, 2019 09 Jul'19

  K3 boss upbeat on business transformation progress

  The ERP specialist has indicated it continues to improve its fortunes, despite issuing some challenging H1 numbers

• July 08, 2019 08 Jul'19

  Channel roundup: Who's gone where?

  A selection of personnel moves this week as firms turn to experience to help support growth ambitions

• July 08, 2019 08 Jul'19

  Brexit leading to increased customer caution

  CFOs and tech startup entrepreneurs are both showing risk aversion with Brexit the cause of most of the problems

• July 05, 2019 05 Jul'19

  Retail driving spending in CX market

  There have been examples of the channel gaining customer experience expertise in the past few weeks and no wonder given the IDC growth forecasts for the technology

• July 04, 2019 04 Jul'19

  Mimecast looking to harvest existing relationships

  Security player uses partner event to highlight the benefits of selling more products and services to existing customers

• July 03, 2019 03 Jul'19

  Aryaka looking at two-tier model

  SD-WAN specialist is keen to sign up distribution partners in the UK before the end of the year

• July 03, 2019 03 Jul'19

  Connect Managed Services and G3 Comms merge

  Customer Experience and Unified Comms players bought together to form a £55m revenue business

• July 01, 2019 01 Jul'19

  Amazon rolls out Business Prime offering

  Etailer continues to enhance the offering for commercial customers with the addition of Business Prime

• July 01, 2019 01 Jul'19

  Channel roundup: Who's gone where?

  Another busy week with executives shuffling into fresh roles across the channel

• June 28, 2019 28 Jun'19

  Adept4 showing progress during challenging H1

  Managed services provider updates investors on its half year indicating that although things remain down year on year it has been taking steps to remedy the situation

• June 26, 2019 26 Jun'19

  Channel delivers solid growth for Lenovo

  Firm aiming to build on the momentum of its last fiscal year with the channel playing a key role in delivering the growth

• June 24, 2019 24 Jun'19

  Channel roundup: Who's gone where?

  Another week with some senior executives deciding that the time is right for a fresh challenge

• June 24, 2019 24 Jun'19

  Insight adds muscle on both sides of the Atlantic with PCM buy

  Insight has forked out a significant amount to add IT products and services player PCM to the portfolio

• June 24, 2019 24 Jun'19

  IoT seen as key revenue and fresh business generator

  CompTIA has turned to its emerging technology community to ask what technologies are going to drive opportunities and for the second year IoT has topped the list

• June 21, 2019 21 Jun'19

  Betty Blocks rolls out UK channel programme

  Dutch firm has set up a formal programme for partners just six months after entering the UK market

• June 18, 2019 18 Jun'19

  DXC cuts the ribbon on London innovation centre

  Firm open to bringing in partners to work on cracking customer digital transformation challenges

• June 18, 2019 18 Jun'19

  HPE rolls out Pro series to encourage closer ties with partners

  Vendor hoping that giving the channel access to the same training and tools it provides internal staff will increase collaboration

• June 17, 2019 17 Jun'19

  Channel roundup: Who's gone where?

  UK resellers striking out for the US, board appointments at a couple of security players and a channel specialist at an AI player feature in this week's roundup

• June 14, 2019 14 Jun'19

  Advanced thanks channel for delivering growth

  Changing market conditions have played into the hands of software player Advanced and its partners

• June 13, 2019 13 Jun'19

  Splunk encouraging partners to look beyond security

  The vendor's recently appointed EMEA channel boss is keen to get partners selling its technology to more than just security customers

• June 13, 2019 13 Jun'19

  Veeam talks up importance of alliances

  The vendor has held a London partner event this week where the focus was partly on getting partners to appreciate the solutions the wider vendor ecosystem could help deliver

• June 13, 2019 13 Jun'19

  Modular channel approach working at Avaya

  The unified comms specialist has seen the channel engage with its blocks approach with many getting behind numerous specialisations

• June 10, 2019 10 Jun'19

  Channel roundup: Who's gone where?

  A bust few days in the channel as several executives come in and a lucky few get promoted to gain more responsibility

• June 10, 2019 10 Jun'19

  MSPs told to be wary of the CSP model

  A channel event in Canada will resonate with managed service players here who are worried about losing customer relationships

• June 07, 2019 07 Jun'19

  Edgescan aiming to drive channel growth with Ignite launch

  SaaS specialist has hired a channel executive and launched a programme to increase its indirect business

• May 30, 2019 30 May'19

  More AI education needed

  CompTIA finds that many firms are in the dark over the technology and would benefit from some guidance over its advantages

• May 29, 2019 29 May'19

  HPE adds depth to SME targeted solution

  Vendor looking to help SMEs with their digital transformation needs with server, storage and cloud software options

• May 28, 2019 28 May'19

  Barracuda opens up about channel overhaul

  The vendor has talked about a restructure of its channel and effects of simplifying partner programme

• May 23, 2019 23 May'19

  NetApp UK&I boss talks growth and channel opportunities

  Chris Greenwood has been given the chance to run the UK&I for the storage player and has stressed the importance of the firm's channel

• May 20, 2019 20 May'19

  Channel roundup: Who's gone where?

  Another week and there has been plenty of personnel movement across the channel with some senior channel appointments being made

• May 20, 2019 20 May'19

  Softcat provides investor cheer with Q3 update

  Channel player continues to deliver the goods with an upbeat third quarter trading update

• May 17, 2019 17 May'19

  Alibaba Cloud continues to expand partner ecosystem

  The cloud player continues to sign up partners as it gets ready to bring the message to the UK

• May 15, 2019 15 May'19

  Print players step up channel support

  Epson and Kyocera have both revealed intentions to make life easier for partners

• May 14, 2019 14 May'19

  Acquisitions fueling growth at Exertis

  DCC announces double acquisition on the day it shares its numbers for the last fiscal year

• May 14, 2019 14 May'19

  Millions generated and thousands of jobs the Huawei UK contribution

  Partners assembling for the vendor's event in London told that the firm is making a major contribution to the UK economy

• May 13, 2019 13 May'19

  Midwich indicates there could be more acquisitions

  Audio visual distributor updates on its progress at an AGM that indicates that acquisition remains an option

• May 13, 2019 13 May'19

  Channel roundup: Who's gone where?

  Even with a bank holiday last week the appointments kept coming in the channel

• May 09, 2019 09 May'19

  Open Systems charting a channel course

  SD-WAN specialist has decided that the time is right to become a channel first company and make a push into the UK market

• May 08, 2019 08 May'19

  IT vacancies continue to stack up

  There have always been vacancies in the IT world and Q1 has revealed the number of jobs out there

• May 07, 2019 07 May'19

  Channel roundup: Who's gone where?

  Another busy few days across the industry as firms serving various sectors look to bring some fresh expertise on board

• May 03, 2019 03 May'19

  Channel getting the transformation message

  Research from Agilitas IT has found that an increasing number of resellers are going through a transformation process

• May 03, 2019 03 May'19

  VMware getting UK partners ready for Connect

  The vendor is rolling out a revised partner programme next year and efforts are already under way to make sure the channel is ready for that development

• May 02, 2019 02 May'19

  Twilio aiming to build channel momentum

  Comms specialist has been on a partner recruitment drive and is looking to keep its indirect business moving forward over the course of this year

• May 01, 2019 01 May'19

  Channel hitting the SME market for Dropbox

  Partners delivered growth for the content and collaboration specialist last year and the foundations are building built to support future efforts

• May 01, 2019 01 May'19

  WatchGuard adds specialisations to partner programme

  The security player has taken steps to try and help partners increase their skill levels with three specialisations

• May 01, 2019 01 May'19

  Michael Dell: Customers need trusted advisors more than ever

  Channel will be “super important” for cutting through complexity, says CEO of the hardware giant

• April 30, 2019 30 Apr'19

  Incoming GTDC CEO stresses positive prospects for distribution

  The incoming boss of the body that represents distributors has spoken of his belief that the best is yet to come from that tier of the channel

• April 30, 2019 30 Apr'19

  Daisy combines and rebrands channel operation

  IT and telco player combines existing channel facing operations into a single entity to make life easier for partners

• April 30, 2019 30 Apr'19

  Dell gives partner programme a fresh look

  Dell Technologies re-brands programme, encourages cross-selling across portfolio

• April 29, 2019 29 Apr'19

  Channel roundup: Who's gone where?

  Another week of personnel movements to chart across the channel as some get a chance to make a mark in a fresh executive role

• April 29, 2019 29 Apr'19

  Computacenter gets off to a good start

  A trading update for Q1 reveals that the growth it enjoyed last year has continued into 2019

• April 25, 2019 25 Apr'19

  KCOM heading into private ownership

  Telco specialist indicates it is supporting an offer from a large pension fund player to take the business into private hands

• April 24, 2019 24 Apr'19

  Digital transformation spending flooding across all verticals

  IDC is forecasting strong customer investments in digital transformation projects but the channel needs to make sure the focus is on more than just spending on tech

• April 23, 2019 23 Apr'19

  SAP users get the chance to rate and compare resellers

  A TripAdvisor type system means that customers will be able to click through resellers looking for those with the best skills and ratings

• April 17, 2019 17 Apr'19

  Data projects failing thanks to skills shortages

  The channel should have a role to play in helping enterprise customers execute data initiatives