News

Channel Business Management

• 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

• July 03, 2018 03 Jul'18

  Quadient and Quertum working on CX opportunity

  Growth in the customer experience market means that those providing the tools for banks and utilities to communicate with users are experiencing healthy market conditions

• July 02, 2018 02 Jul'18

  Channel roundup: Who's gone where?

  No time for applying the sun cream and firing up the BBQ for those working in personnel departments in the channel

• June 29, 2018 29 Jun'18

  Maintel picks up Atos contracts

  The managed services specialist has spent millions to acquire Atos contracts

• June 27, 2018 27 Jun'18

  Scale Computing rolls out MSP programme

  The hyper converged player has stepped up the support it can offer to managed service providers

• June 26, 2018 26 Jun'18

  Nutanix and SonicWall hand partners tools to target the mid-market

  Both vendors have launched programmes that will help their channel partners increase sales in the mid-market customer segment

• June 21, 2018 21 Jun'18

  Fujitsu extends support for service providers

  The vendor has built on steps taken to make life easier for MSPs in the UK last month with a wider European programme

• June 21, 2018 21 Jun'18

  Thoughtonomy on track for 90% channel business target

  The intelligent automation specialist has rolled out a fresh partner portal as it looks to increase channel revenues

• June 21, 2018 21 Jun'18

  Dixons Carphone challenges will take some time to overcome

  The retailer has indicated that headwinds in the mobile market and the electricals space have taken a toll on the financials

• June 20, 2018 20 Jun'18

  Channel could plug 'digital dexterity' gap

  On World Productivity Day Gartner has warned that any companies are not in a position to deliver the sort of flexibility that staff are looking for

• June 19, 2018 19 Jun'18

  Change at the top of Comms-care

  With the business now a fully functioning part of Ingram Micro the managing director has opted to leave the services specialist

• June 15, 2018 15 Jun'18

  Managed service sell-off last action for RedstoneConnect boss

  Just weeks after the firm sold off its managed services and SI units the firm's CEO has decided it is time to move on

• June 15, 2018 15 Jun'18

  Channel roundup: Who's gone where?

  Another busy week for personnel departments as more fresh faces arrive determined to shake things up for the better

• June 14, 2018 14 Jun'18

  Security world showing plenty of channel interest

  The recent InfoSec show underlined just how many vendors are keen to work with the channel and build their presence in the market

• June 11, 2018 11 Jun'18

  Impartner strengthens partner relationship management portfolio

  The PRM specialist has made an acquisition that will give it more muscle in the social media space

• June 08, 2018 08 Jun'18

  Channel roundup: Who's gone where?

  The quest for growth means the channel never sleeps and talent is always in demand leading to another busy few days of personnel moves

• June 08, 2018 08 Jun'18

  Extreme Networks could acquire again to strengthen portfolio

  The firm made three big acquisitions over the course of the last 18 months and has indicated it could spend again to strengthen its portfolio

• June 07, 2018 07 Jun'18

  Canon refreshes partner programme

  A unified offering should make it easier for partners to sell across more of the vendor's portfolio

• June 06, 2018 06 Jun'18

  Interview: Miriam Murphy, senior vice president, Advanced Solutions, Europe, Tech Data

  It has been just over four months since she was handed the chance to run the Advanced Solutions business across Europe and the focus is on next generation opportunities

• June 04, 2018 04 Jun'18

  Tech Data steps up security commitment

  Distributor aims to double headcount in security operation and open a centre of excellence in Warrington

• May 31, 2018 31 May'18

  Pure Storage issues demand for partner commitment

  The vendor has cut the ribbon on a fresh partner programme and revealed an ultimatum for partners

• May 30, 2018 30 May'18

  Fortinet increases MSSP support

  The security player continues to add depth to the options it can offer those providing managed security services

• May 30, 2018 30 May'18

  MXC Capital leads efforts to support IDE Group

  The managed services player has found life tough but its largest shareholder has come to the rescue

• May 29, 2018 29 May'18

  Compleat Software makes channel return

  After a break the accountancy software player is back in the channel with a solution built from scratch with partners in mind

• May 25, 2018 25 May'18

  Pure Storage considers EMEA partner cull

  Storage vendor may replicate North America partner cutbacks within Europe

• May 24, 2018 24 May'18

  Vohkus gains Dell EMC Titanium partner status

  The channel player has moved into the higher end of the vendor's partner programme

• May 23, 2018 23 May'18

  Vendor service needs to improve

  Firms quizzed by Cogeco Peer 1 have expressed frustration with the level of service currently being offered by vendors

• May 23, 2018 23 May'18

  Softcat finishing its fiscal year strongly

  The channel player has provided a Q3 update that indicates it will finish the year ahead of expectations

• May 21, 2018 21 May'18

  Channel roundup: Who's gone where?

  Another busy time in the channel with various executive moves being made over the last seven days

• May 18, 2018 18 May'18

  Salesforce leaning on partners in enterprise push

  Channel thanked for the progress made so far but sizeable market opportunity is still there to address

• May 17, 2018 17 May'18

  Barracuda revises channel programme to increase simplicity

  Vendor takes steps to reduce the complexity in its channel partner programme

• May 16, 2018 16 May'18

  PA Consulting adds Sparkler to the mix

  Acquisition will strengthen the digital and brand strategy side of the business

• May 15, 2018 15 May'18

  Exertis delivers the growth to swell out DCC full year numbers

  The decision by Exertis to build a strong AV business is paying dividends with the firm's parent revealing decent numbers for the last fiscal year

• May 14, 2018 14 May'18

  Brighter steals a march with managedservices,co.uk launch

  Brighter Connections has cut the ribbon on a website designed to have a national appeal

• May 14, 2018 14 May'18

  Channel roundup: Who's gone where?

  Time for some of the industry veterans to shine as their knowledge is in high demand in firms operating across the channel

• May 11, 2018 11 May'18

  Huawei thanks partners for UK growth

  The firm has thanked its channel base for helping it gain more share in important vertical markets

• May 11, 2018 11 May'18

  AWS: The channel really matters

  The public cloud giant has been expanding its channel base and is keen to work with more resellers and ISVs

• May 10, 2018 10 May'18

  Exertis expands into electricals

  The distributor has hired a former Argos staffer and revealed intentions to build a reputation in the small domestic appliance market

• May 09, 2018 09 May'18

  Oracle encouraging partners to develop IP

  The vendor's UK channel chief is encouraging partners to add their own 'secret sauce' to its cloud portfolio

• May 08, 2018 08 May'18

  Silobreaker building on partner programme

  The security player is looking for more partners having recently launched a UK channel partner programme

• May 08, 2018 08 May'18

  GCI gets £60m warchest from fresh backer

  Serial acquisition deal maker GCI has changed its major shareholder and been given access to funds to continue to expand the business

• May 04, 2018 04 May'18

  Fujitsu steps up support for MSPs

  The vendor has launched a pilot programme that will give service providers the chance to co-create solutions

• May 02, 2018 02 May'18

  Poor websites costing resellers customers

  Plenty of resellers have yet to get their digital presence up to scratch and that could cost them business

• May 02, 2018 02 May'18

  Claranet adds Azure depth with Union buy

  The managed services player is again hitting the headlines for making an acquisition to bolster its cloud offering

• May 02, 2018 02 May'18

  Dell vows to be easier to work with

  One of the main tenets of its channel strategy is to be simple and the firm has introduced a framework to simplify engagement for channel partners

• May 02, 2018 02 May'18

  Dell talks up channel storage opportunity

  Dell continues to encourage more storage sales with additional programmes and rebates for partners

• May 02, 2018 02 May'18

  Dell EMC launches converged infrastructure programme

  Vendor hopes new programme will help partners to bundle, sell and build converged infrastructure solutions

• May 01, 2018 01 May'18

  Exclusive Group makes key hire to support growth plans

  Just a few weeks after getting backing from a private equity player the distributor has made an appointment that will support geographic expansion plans

• April 30, 2018 30 Apr'18

  Puppet signals channel opportunities as it extends ecosystem

  The DevOps specialist has indicated it is now working with a number of vendors with some of those offering its technology via the channel

• April 30, 2018 30 Apr'18

  Late payments hitting SME pockets

  The channel's main customer base is suffering because of late payments and its negative impact on cash flow

• April 27, 2018 27 Apr'18

  Year starts strongly for Computacenter

  A trading update from the channel player has indicated that Q1 was better than it had expected

• April 25, 2018 25 Apr'18

  Mitel channel should enjoy flexibility and pace after vendor goes private

  With Mitel looking to accept an offer that would take it private the message for the channel is that it's business as usual but there is the prospect of something even better coming after the deal closes

• April 24, 2018 24 Apr'18

  Mitel looking at life as a private entity

  The unified comms player has accepted an offer that would see it go into private hands