News

Channel Business Management

October 16, 2017 16 Oct'17
Kenna Security hires industry veteran to drive channel recruitment

Symantec-RisqIQ veteran Trevor Crompton has been hired to replicate the success he had in the past for Kenna Security
October 16, 2017 16 Oct'17
NetSuite looking for developer and reseller growth

NetSuite has used its Next--Ready Business event to outline ambitions to work with more ISVs as well as continuing to recruit more partners in the UK
October 13, 2017 13 Oct'17
Buying process aping the consumer approach

Research from Forrester has revealed that the approaches of the past are no longer going to work with customers now holding much more control
October 12, 2017 12 Oct'17
Spiceworks gets personal with IT pros

Spiceworks unveils data-driven approach to its technology platform at annual conference

October 10, 2017 10 Oct'17
Dell advises partners to turn the focus on higher education

Universities are businesses now competing for students and that means investing in more technology to try and tempt more young people through the lecture room doors
October 10, 2017 10 Oct'17
AI need not be a threat to call centre jobs

A fear of AI and automation costing people their jobs is not the response being found on the shop floor with staff more confident about the impact of technology
October 09, 2017 09 Oct'17
Misco boss: Channel can compete against e-tailers

Seven months into the Misco turnaround the firm has invested in a fresh CRM system and is viewing the competition with greater confidence
October 06, 2017 06 Oct'17
Distributor consolidation causing some reseller price concerns

The distribution world has been shrinking in terms of the number of players as the big get bigger and that has raised some reseller worries about price and procurement issues
October 04, 2017 04 Oct'17
Dell EMC partners selling more of the unified portfolio

Following the launch of its unified partner programme Dell EMC partners have increased selling more products from the vendor
October 03, 2017 03 Oct'17
Skills are an area where the channel can add value

Customers want help with digital transformation and technology and those in the channel investing in skills will be best placed to serve them

October 03, 2017 03 Oct'17
Computacenter shuffles UK management pack

There is a new name above the door in the UK managing director's office at Computacenter
October 02, 2017 02 Oct'17
Late payments hurting channel customers

SMEs are struggling to cope with a culture of late payments that means some are delaying settling up with suppliers
September 29, 2017 29 Sep'17
Bytes expands UK footprint with Phoenix Software buy

Bytes has boosted its position in the North and the public sector with the move to acquire Phoenix Software
September 28, 2017 28 Sep'17
GDPR and SaaS knowledge ingredients for a top security partner

Kaspersky Lab has announced its partner of the year giving an insight into what makes a solid security provider
September 28, 2017 28 Sep'17
Accenture warns vendors over channel disconnect

A lack of visibility into partner activities, a failure to meet customer expectations and a focus on recruiting too many resellers are just some of the issues exposed by Accenture
September 22, 2017 22 Sep'17
Brexit continues to take a toll on PC prices

It's been slightly more than a year and we still don't know much about the details of Brexit but what is already clear is that PCs cost a lot more as a result
September 21, 2017 21 Sep'17
SonicWall still enjoying widespread channel interest

The security vendor has found that ever since going independent the channel has been very keen to work with the firm and it is still open to working with more partners
September 20, 2017 20 Sep'17
Huawei leaning on Exertis to reach enterprise resellers

An event next month organised by the vendor and its distributor is designed to recruit more enterprise partners to the fold
September 18, 2017 18 Sep'17
Channel first approach working for Snow Software

Since it announced plans to be a channel-first organisation the SAM specialist has seen plenty of interest from resellers
September 15, 2017 15 Sep'17
Microsoft relationship driving partners into the arms of Citrix

Cross fertilisation of each other's channel rosters has been one of the benefits of working more closely together on the cloud
September 15, 2017 15 Sep'17
Check Point reaching out to more end point channel specialists

Check Point is using its SandBlast channel programme to bring fresh faces to its reseller network
September 14, 2017 14 Sep'17
Smaller customers pulling up the drawbridge on finance

Resellers pitching finance as a means of supporting customers growth are going to struggle to convince smaller firms to go for that option
September 13, 2017 13 Sep'17
DevOps player ECS Digital snaps up QAWorks

Growing its indirect channel relationships is one of the aims of the move by ECS Digital to acquire QAWorks
September 13, 2017 13 Sep'17
VMware expecting subscription licensing shift

The firm might be largely a perpetual licensing business but the CEO is expecting that to change in the next couple of years
September 12, 2017 12 Sep'17
Rubrik extends MSP support

Data management player taking steps to ensure its partners are equipped to serve the market of the future
September 12, 2017 12 Sep'17
VMware rolls out cloud provider trust mark

VMworld 2017 has included details of its cloud provider programme which includes a trust mark to identify those that have really got to grips with the technology
September 08, 2017 08 Sep'17
Channel roundup: Who's gone where?

The beach, sun and surf are just memories now and the PR departments across the channel have got back in the swing of things over the past few days
September 07, 2017 07 Sep'17
HPE boss bemoans Brexit impact

Talking to analysts about the latest results HPE CEO Meg Whitman bemoaned the impact of Brexit
September 07, 2017 07 Sep'17
Huawei increases solution provider support

Comms vendor looking to make life easier with an integrated programme that is getting plenty of investment
September 07, 2017 07 Sep'17
KCOM welcomes fresh hires to keep enterprise growth going

KCOM has recruited more sales staff to make sure that its enterprise operation keeps delivering the growth it gained in the most recent fiscal year
September 06, 2017 06 Sep'17
Juniper Networks signs up Nuvias to bolster EMEA coverage

The networking vendor has signed up its second distributor this year to give it a chance to get to more of the channel
September 06, 2017 06 Sep'17
Avast rolls out combined AVG channel programme and products

A year after Avast acquired AVG the security player has combined the technology and channel programmes
September 06, 2017 06 Sep'17
HPE Next should make life simpler for partners

HPE CEO Meg Whitman used the firm's Q3 results as an opportunity to share more details about plans the firm is making to streamline its operations
September 05, 2017 05 Sep'17
Users happy to embrace automation

Far from viewing automation and AI as technologies that could threaten their jobs Ricoh has found that users are looking forward to exploiting the benefits
August 25, 2017 25 Aug'17
Getronics shuffles management pack following acquisition

The sale of Getronics last month by Bottega has been quickly followed by a reshuffle of the firm's senior management
August 25, 2017 25 Aug'17
Canon UK channel chief looking for growth

The appointment of a fresh partner boss at Canon UK comes at a time when the vendor is looking for growth from the channel
August 24, 2017 24 Aug'17
Barracuda almost doubles channel numbers to support growth ambitions

The security and data protection specialist wanted to double its growth in the UK and saw recruiting more partners as a key part of that process
August 24, 2017 24 Aug'17
SUSE appoints first UK&I top tier partner

Open source player SUSE has appointed its first top tier reseller rewarding a long standing partner that had shown commitment and expertise to the vendor and the technology
August 23, 2017 23 Aug'17
Secdo brings its channel friendly approach to the UK

Security vendor is on the hunt for more partners as it increases its presence in the UK
August 22, 2017 22 Aug'17
Dell EMC to distribute VMware

Dell EMC's top partners will be able to purchase VMware software from the vendor as part of a pilot programme running in the UK for the rest of this year
August 22, 2017 22 Aug'17
UKFast to increase apprentice numbers

The firm is looking to increase the number of apprentices working in the business significantly in the next year
August 18, 2017 18 Aug'17
Lenovo heralds channel role in data centre business

The vendor might have delivered its first quarterly result since 2015 but highlighted the investments it had made on the channel side in its data centre business
August 17, 2017 17 Aug'17
Nimans brings former Azlan Tech Data MD on board

The distributor has appointed an industry veteran to navigate its relationships with its major accounts
August 15, 2017 15 Aug'17
Webroot ups MSP traning following Securecast buy

The move by the vendor to acquire a security awareness training platform will give it a chance to increase the support it can provide MSPs
August 14, 2017 14 Aug'17
Resellers need to deepen links with local accountants

Companies are relying on accountants for help making financial decisions and resellers keen to prise open spending with finance offerings should improve relationships with local financial experts
August 10, 2017 10 Aug'17
Channel looking for a strong finish to the year

Attempts to iron out seasonal spikes in the channel have been partially successful but Q4 remains a crucial selling period and many are expecting a busy end to the year
August 10, 2017 10 Aug'17
PPT continues global expansion project after NCE Group acquisition

The move by PPT to increase its presence in the UK market has been boosted with the acquisition of NCE Group
July 31, 2017 31 Jul'17
Shoretel acquisition provides a chance to review Mitel partner activities

Mitel is going to use the acquisition of Shoretel as an opportunity to revise its partner programme and review its channel strategy
July 27, 2017 27 Jul'17
Whitman steps down from HP board

Two years after the split between HPE and HP Meg Whitman has decided the time is right to step down from being chairman at HP
July 27, 2017 27 Jul'17
Becrypt rolls out partner programme to meet GDPR opportunity

The security vendor has taken steps to help resellers sell data protection services to ease customer GDPR fears with it forming the main emphasis of its Touchstone partner programme
July 26, 2017 26 Jul'17
UKFast takes steps to ease graduate debt

The channel player has set up a fund that is designed to help students that join its graduate scheme cut down on some of their debts
July 25, 2017 25 Jul'17
Digital transformation driving increased SME IT spending

An analysis of the global SME market from IDC has found that drives to increase productivity and unearth competitive gains are driving IT spending
July 25, 2017 25 Jul'17
Security still not getting through to the boardroom

The attitude towards cyber security still differs between the IT department and the rest of the boardroom and that is an issue the channel will need to be aware of and ideally help tackle
July 24, 2017 24 Jul'17
Civica snapped up by fresh private equity owner

Serial acquirer Civica finds itself signing the other line on a contract to be picked up by Partners Group
July 20, 2017 20 Jul'17
Dell EMC rolls out further channel programme enhancements

Dell EMC has updated its partner programme and launched its first exclusive distribution product line
July 19, 2017 19 Jul'17
Q&A: Nick Thurlow, UK&I managing director NetApp

Thurlow is enjoying his second spell at NetApp after returning from a spell in distribution to take up the country management role and reports on the progress made so far
July 17, 2017 17 Jul'17
Channel roundup: Who's gone where?

Another busy few days in the channel with several moves announced across the market
July 14, 2017 14 Jul'17
FSB moves to ease late payment pains for SMEs

Late payments can be a major headache for the channel and its customers and is an issue that the FSB is looking to tackle
July 13, 2017 13 Jul'17
Digital driving increased IT spending

Gartner is expecting global IT spending to rise and provide the channel with fresh opportunities to sell digital transformation solutions
July 12, 2017 12 Jul'17
Luminet on course to hit partnership target

The wireless ISP player has signed up in excess of 100 channel partnerships but is aiming for much more before the year is out
July 11, 2017 11 Jul'17
Nuvias expands Benelux reach with DCB buy

Distribution player Nuvias has added more European depth to its offering through the acquisition of Benelux firm DCB
July 11, 2017 11 Jul'17
Channel investing thousands in innovation

The channel is not standing still in a sea of digital transformation and is also investing in technology to ensure it has a better future
July 10, 2017 10 Jul'17
Channel roundup: Who's gone where?

Some might be starting to dream of the beach but for channel HR offices it has remained as busy a few days as usual
July 10, 2017 10 Jul'17
Microsoft looks to Inspire greater ISV involvement

Microsoft has opened its Inspire event boasting of its partner commitment and taking steps to make life even easier for developers
July 07, 2017 07 Jul'17
VMware's message to the channel goes beyond virtualisation

Although well known for its virtualisation roots VMware is able to offer a much wider portfolio these days and is hoping its channel will back more products
July 07, 2017 07 Jul'17
Exclusive Group flexes global muscles with US acquisition

The move by Exclusive Group to acquire a Silicon Valley based distributor gives the outfit representation in the US to add to EMEA and APAC
July 06, 2017 06 Jul'17
Getronics starts a fresh chapter with Bottega

The owners of IT services firm Getronics have sold up after a five year involvement with the business
July 06, 2017 06 Jul'17
Dell EMC heralds progress of its unified channel programme

It has been five months since the unified partner programme was launched, a chance to see a quarter's worth of business, and the vendor has been pleased with the results
July 06, 2017 06 Jul'17
Tech Data expands knowledge hub coverage

The distributor continues to add dedicated vendor and technology areas to its trusted advisor knowledge hub
July 06, 2017 06 Jul'17
Barracuda signs up CMS Distribution to support MSP growth

Barracuda Networks has signed up CMS Distribution to help it grow its managed service provider numbers
July 05, 2017 05 Jul'17
Q&A: Andrew Morrison, managing director UK&I Xerox

Xerox is a company driving innovation in the printing world and keen to do it hand in hand with partners
July 05, 2017 05 Jul'17
Channel vital to Xerox growth ambitions

Xerox has been actively reaching out to partners over the past few months and shows no signs of slowing down that activity as it looks to increase its reseller numbers
July 04, 2017 04 Jul'17
Microsoft sales reorg designed to add cloud services depth

Microsoft's global sales reorganisation is being pitched to staff as a move that will give it greater ability to deliver cloud services
July 04, 2017 04 Jul'17
Channel roundup: Who's gone where?

It's been a busy few days on the personnel front with a fair few changes happening across all levels of the channel
June 30, 2017 30 Jun'17
Intronis brings fresh channel blood to Barracuda

The managed services business has seen its partner base expand, with many being fresh to the security player
June 29, 2017 29 Jun'17
Redcentric getting back on track

Full year numbers from the MSP show it is winning business and getting on top of issues that led to accounting misstatement problems
June 26, 2017 26 Jun'17
Intel EC case could be getting close to a conclusion

It's been years but there are indications that 2018 might be the moment when the Intel appeal against its massive EC fine gets dealt with
June 26, 2017 26 Jun'17
Xerox hands partners tools to generate future of work debate

Having held its own Future of Work forums in Cities round the world Xerox is encouraging partners to hold their own customer events
June 23, 2017 23 Jun'17
CompTIA raises concerns over apprentice cuts

The IT industry lobby group has highlighted the dangers that apprenticeships could get cut as government support dwindles
June 21, 2017 21 Jun'17
Qlik offers simple and rewarding message to partners

Trying to stand out in a crowded business intelligence market is a challenge for resellers and something that the global head of partners at Qlik is wrestling with
June 20, 2017 20 Jun'17
Tech Data extends C2FO relationship

Distributor extends the relationship with finance specialist for another five years to support vendor relationships across Europe
June 19, 2017 19 Jun'17
Pure Storage to keep distance from ‘low touch, no touch’ deals

“Just go sell” is the message from Pure Storage's EMEA vice president to distribution
June 16, 2017 16 Jun'17
Extreme boss reaches out to partners following Avaya Networking deal

With Extreme Networks on track to close the $100m acquisition of Avaya's networking business in a few weeks the firm's CEO has reached out to partners to explain what happens next
June 15, 2017 15 Jun'17
GTDC: European distribution enjoys Q1 sales surge

Distributors across EMEA have seen sales grow faster than their counterparts on the other side of the Atlantic according to the Global Technology Distribution Council
June 15, 2017 15 Jun'17
PCs and data centre the focus in Lenovo global partner programme

Lenovo is rolling out a global partner programme from next month with the emphasis on making it simple and rewarding
June 14, 2017 14 Jun'17
Digital spending growing despite geo political landscape

It might be tempting to think that given all the economic and political issues of the year so far customers might have slowed down digital spending, but the reverse seems to be the case
June 14, 2017 14 Jun'17
Tech Data puts more muscle into consumer operation

The distributor has continued to strengthen its position in the consumer technology space with a trio of appointments
June 12, 2017 12 Jun'17
K3 looks for funds to support resources review

A share offer and a public placing should raise millions to help K3 at a time when the firm is undergoing a business review
June 09, 2017 09 Jun'17
Election result leaves the channel facing more uncertainty

A hung parliament and the prospect of more uncertainty is the last thing most in the channel would have wanted
June 06, 2017 06 Jun'17
HPE increases competencies and channel support

The first set of announcements coming out of HPE Discover have included plenty of content for the channel to chew over
June 06, 2017 06 Jun'17
Synnex snaps up US operations at Westcon-Comstor

US distributor also takes a minority stake in the international business as it is chosen as the partner to take Westcon-Comstor forward in the Americas
June 02, 2017 02 Jun'17
Lines of business buyers can spark channel opportunities

The purchasing power might be shifting away from the IT department but as WatchGuard has found that can be a positive for the channel
May 31, 2017 31 May'17
Claranet orders a triple as it mounts European push

The managed services provider has acquired firms in the UK, France and Portugal as it moves to become a major player across the continent
May 31, 2017 31 May'17
Malwarebytes swerves revenue approach with partner programme

The usual focus on revenue has been avoided by the security vendor keen to reward those partners that generate new business and work with existing customers
May 30, 2017 30 May'17
SonicWall looks for closer ties with European distributors

SonicWall continues to build on its channel expanding activities of the last few months bringing a fresh European partner chief on board
May 25, 2017 25 May'17
Targeted analytics could drive the next wave of channel innovation

Zyme is looking to increase optimisation in the channel as it outlines plans to help vendors get a more accurate insight into what is happening with partners
May 24, 2017 24 May'17
Hellawell decides the time is right for a change at the top of Softcat

Martin Hellawell has revealed plans to step down from his position as CEO of Softcat sparking a search for a replacement
May 18, 2017 18 May'17
More competencies coming at HPE partner event

Next month's HPE partner event in the US is going to be the venue for partners to hear about the next wave of competencies that resellers can sign up for
May 18, 2017 18 May'17
Industry election wish list includes more support for digital transformation

As the election draws closer industry groups, including FAST and techUK, have issued their manifesto wish lists for the next government
May 17, 2017 17 May'17
HPE channel chief preparing for transformation

The recently appointed global channel chief at HPE is working on ways to ensure the firm is helping partners navigate through an era of digital transformation