Channel Partner Programmes

  • July 13, 2012 13 Jul'12

    Westcon links up with snom

    Westcon Convergence has signed a new distribution agreement with endpoint device specialist snom to supply its IP and Lync optimised SIP-based phones across EMEA.

  • July 13, 2012 13 Jul'12

    Siemens lavishes funding on potential UC VARs

    Siemens Enterprise Communications (SEC) is offering a range of incentives to entice new partners into its unified communications channel programme.

  • July 12, 2012 12 Jul'12

    Fujitsu doubles channel PC rebates

    Fujitsu is to double the rebates partners are able to claim on its Lifebook notebook and Esprimo desktop lines under its Client Pay4Performance promotion.

  • July 11, 2012 11 Jul'12

    McAfee consolidates reseller rewards programme

    McAfee has consolidated its global profitability programmes into a single scheme to provide partners with greater rewards

  • July 10, 2012 10 Jul'12

    Western Digital urges VARs to sell beyond HDD price, capacity

    Western Digital is promising to address some of the channel’s frustrations around being able to effectively market HDD technology.

  • July 10, 2012 10 Jul'12

    On Direct powers up cloud services expansion

    Cloud services provider On Direct has embarked on a partner recruitment drive as it prepares to deliver a series of enhancements to its Cloud Direct offering.

  • July 09, 2012 09 Jul'12

    Quest unveils phase two of partner system

    Quest Software has taken the wraps off the second phase of its Partner Circle extending the benefits it has offered resellers to service providers and global players

  • July 08, 2012 08 Jul'12

    MicroScope's top stories, week ending 6 July 2012

    Our weekly round-up of the top 10 most read stories here on

  • July 06, 2012 06 Jul'12

    'Reseller' description losing value in the channel

    Consultants and total solution providers are the labels that channel players prefer to use as they move away from using the well worn phrase 'reseller'

  • July 06, 2012 06 Jul'12

    NGD to fill South Wales datacentre with hosted VARs

    Datacentre operator Next Generation Data (NGD) has hired former Mitel and VegaStream man Steve Davis to spearhead recruitment of channel cloud service providers and hosting specialists.

  • July 05, 2012 05 Jul'12

    Exclusive joins Aruba Networks distie line-up

    Exclusive Networks has signed on to drive channel sales of Aruba Networks' ClearPass Network Access Control solutions.

  • July 05, 2012 05 Jul'12

    ZyXEL finance scheme targets SME channel sales

    ZyXEL has launched a new financing scheme to target channel deals worth between £5,000 and £200,000.

  • July 05, 2012 05 Jul'12

    Nimans gets extra Aastra clout

    Unified comms distributor Nimans has expanded its relationship with Aastra to include Microsoft Lync handsets.

  • July 03, 2012 03 Jul'12

    Westcon may be open to Symantec reconciliation

    Westcon has hinted it is open to expanding its UK vendor portfolio in the wake of its acquisition of Afina, which may include a reconciliation with Symantec.

  • July 03, 2012 03 Jul'12

    Embotics V-Commander VARs in services push

    Virtualisation and automated cloud management specialist Embotics has rolled out a new programme to help its partner community build a services business around its flagship V-Commander product.

  • July 02, 2012 02 Jul'12

    C2000 keeps focus on public sector

    Computer 2000 continues its push on the public sector arming resellers with tendering skills as it targets the education market

  • July 01, 2012 01 Jul'12

    MicroScope's Top Stories, week ending 29 June 2012

    Our weekly run-down of the most viewed stories on

  • June 29, 2012 29 Jun'12

    TSG claims Sage CRM Developer first

    TSG has become the first Sage partner to achieve the software vendor's CRM Developer Accreditation.

  • June 27, 2012 27 Jun'12

    Welcome to the new look MicroScope

    Welcome to the new look MicroScope. All the news, analysis and opinions updating you on the latest channel developments are here on a freshly redesigned web site.

  • June 26, 2012 26 Jun'12

    Comstor plants flag in Cisco, NetApp FlexPod environment

    Cisco-specialist Comstor has revealed it is to sell Cisco and NetApp's FlexPod datacentre architecture in EMEA after being handed distribution rights to the converged networking, server and storage solution.

  • June 26, 2012 26 Jun'12

    Resellers to give Daisy partner programme the once-over

    Daisy Group partners have been invited to kick the tyres of the firm's indirect partner programme at its 'Evolve' relaunch event to be held this week in the Midlands.

  • June 26, 2012 26 Jun'12

    Avnet freshens up Microsoft partner programme

    Avnet Technology Solutions has launched a Microsoft initiative designed to enhance partner expertise around critical elements of its solution set, including SharePoint, SQL and Systems Centre.

  • June 26, 2012 26 Jun'12

    Cisco and Citrix partners to get joint programme

    Cisco and Citrix have lifted the lid on a new channel venture designed to address demand for reseller skills around enterprise mobility and desktop virtualisation services.

  • June 25, 2012 25 Jun'12

    MicroScope's top stories, week ending 22 June 2012

    Our regular look back at the top 10 most read stories on from the past week.

  • June 21, 2012 21 Jun'12

    Magirus gets prescription for new VSPEX

    Magirus is to offer EMC's midmarket-focused VSPEX cloud infrastructure product alongside its own SME vBundle offering after extending its partnership with the firm, and will be launching two new channel-enablement programmes to help boost sales of ...

  • June 21, 2012 21 Jun'12

    CompTIA may turn to schools to plug skills gap

    Industry training organisation CompTIA is considering the possibility of targeting young people in secondary education with programmes and resources designed to tempt more people into ICT and channel careers.

  • June 21, 2012 21 Jun'12

    Toshiba talks up longevity in new channel growth push

    Toshiba has revealed it is planning to launch a refreshed reseller programme later in the summer, as it looks to make b2b growth of around 20%, a figure it claims it has already achieved comfortably in the first two months of the current financial ...

  • June 21, 2012 21 Jun'12

    Cisco worldwide channel chief Keith Goodwin to retire

    Cisco Worldwide Partner Organisation senior vice president Keith Goodwin is to retire at the end of the financial year after 13 years at the firm, seven of them spent running the channel.

  • June 21, 2012 21 Jun'12

    ATEC first video surveillance firm to claim HP Gold badge

    Video surveillance specialist ATEC Security has become the first UK partner to gain the HP Gold Registered Networking Specialist badge in a move it claims recognises the increasing importance of IP surveillance solutions.

  • June 20, 2012 20 Jun'12

    Siemens PLM looks to channel to drive growth

    Siemens PLM is looking for more resellers to support its growth ambitions with plans to allow them access to large direct accounts

  • June 19, 2012 19 Jun'12

    MicroScope ACEs winners revealed

    The full list of the MicroScope Awards for Channel Excellence has been revealed in the June digital magazine.

  • June 15, 2012 15 Jun'12

    ANS among first to nab elite Cisco NetApp FlexPod badge

    Networking and cloud integrator ANS has become one of the first Cisco and NetApp partners in the UK, alongside DiData and Logicalis, to be named to the vendors' joint FlexPod Premium Partner Framework.

  • June 15, 2012 15 Jun'12

    VAD concept effectively meaningless, says VAD

    The concept of the value added distributor (VAD) has been branded effectively meaningless by one of the term's most vocal advocates, self-styled SuperVAD Exclusive Networks.

  • June 14, 2012 14 Jun'12

    Dell to channel: resistance is futile

    Michael Dell has said that Dell's portfolio has grown so broad that there is now "not a question" of whether or not resellers are going to have a relationship with it but "a question of when and how".

  • June 14, 2012 14 Jun'12

    Interactive Ideas adds NetFort to UK line-up

    Software VAD Interactive Ideas has signed up to build out a channel for network monitoring software outfit NetFort as the Irish vendor seeks to formalise its UK business strategy.

  • June 08, 2012 08 Jun'12

    Comstor takes next step up Cisco training ladder

    Specialist network distie Comstor has taken another step along the road to becoming a true Cisco master after being designated a Cisco Authorised Business Acceleration Learning Partner (BALP).

  • May 18, 2012 18 May'12

    Resellers compete for pole position with Nimans

    Niman and Mills are encouraging resellers to compete for glory in a nationwide challenge - on the go-karting track, writes Linda Endersby. As official Fusion Data installation distributors, they have teamed up to launch the Formula Fusion 2012. The ...

  • May 17, 2012 17 May'12

    Motorola spin-off Cambium rubber stamps partner programme

    Motorola wireless spin-off Cambium Networks, which split from its owner last year with support from VC outfit Vector Capital, has announced its first dedicated reseller programme, with the emphasis on broadening and developing vertical markets.

  • May 16, 2012 16 May'12

    Midmarket channel deals high on Avaya agenda

    Avaya's new UK and Ireland managing director Simon Culmer has revealed he is weighing up the merits of putting in place a new horizontal midmarket tier to sit across the firm's vertically-oriented sales structure, and will be leaning on channel ...

  • May 15, 2012 15 May'12

    Dell launches social media training for partners

    Dell Premier and Certified partners are to get access to social media training sessions, with on-demand modules set to be added to Dell's Partner Direct portal in the near future.

  • May 09, 2012 09 May'12

    Cloud Distribution to expand Vyatta UK presence

    Cloud Distribution has announced a new partnership with Vyatta, vendor of software-based networking for virtual and cloud environments.

  • May 03, 2012 03 May'12

    Acer eyes corporate resellers with new channel programme

    Acer has revealed details of a new partner programme, launching in June, that it hopes will enable it to take a larger slice of the corporate market, while keeping focus on the SMB sector.

  • April 11, 2012 11 Apr'12

    Motorola puts emphasis on apps as VAR programme hits UK

    Motorola Solutions has been talking up the potential of application provision and development as its long-awaited Partner Empower reseller programme goes live across EMEA.

  • January 16, 2012 16 Jan'12

    Riverbed open to talks with Expand channel

    Following its acquisition of the defunct Expand Networks's IP last week, Riverbed has said it will be putting in place options for partners and is open to discussions with resellers over their future business.

  • October 26, 2011 26 Oct'11

    Value added distribution is key, says Citrix

    Citrix has stressed the importance of maintaining a value added distribution channel in the face of increasing pressure from larger distributor rivals. EMEA vice president of channel strategy Carsten Thomsen said it was one of Citrix's priorities to...

  • August 11, 2011 11 Aug'11

    Ipanema targets VAR market with new partner programme

    WAN governance and app-centric VPN services specialist Ipanema Technologies is branching out from its traditional routes-to-market and launching a partner programme to address a "green field" market among system integrators and VARs.

  • July 28, 2011 28 Jul'11

    UK government should open up IT contracts to SMEs, say MPs

    The UK government needs to beef up its in house IT skills, widen its supplier base and reduce its reliance on outsourcing after wasting "an obscene amount of public money" on IT projects.

  • June 22, 2011 22 Jun'11

    Five minute interviews

    Find out a little more about what makes some of your favourite channel folk tick with our probing interviews.

  • June 11, 2010 11 Jun'10

    Analysis: Time for the supply chain to improve for workers

    The question of how people are treated throughout the supply chain is one that is edging closer to being a significant issue as the developments with Foxconn's Shenzhen factory illustrate.

  • May 24, 2010 24 May'10

    Considerations for building a successful cloud offering

    Mark Williams, managing director at Pensar, pinpoints the areas resellers should focus on when building cloud services. There is no doubting that cloud computing is an impassioned topic within the channel.

  • 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.

  • 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 01, 2010 01 Jan'10

    Five minute interview: John Cruickshank, Hughes Europe

    Microscope puts its questions to John Cruickshank, sales director, Hughes Europe What is the best/worst advice you have received and from whom? Best: From my earliest mentor in sales - whatever the situation, never give up. Easy to say, hard to do ...

  • December 07, 2009 07 Dec'09

    Five minute interview: John Campbell, QlikTech UK

    MicroScope puts its questions to John Campbell, alliance director at QlikTech UK. What is the best book you have ever read? Anything by my favourite author, Frederick Forsyth. I've read all his books - I love the description, detail, and the ...

  • December 03, 2009 03 Dec'09

    In depth: Marketing matters

    Vendors, distributors and resellers discuss the ins and outs of marketing development funding programmes in a MicroScope virtual roundtable WHO'S WHO.

  • December 03, 2009 03 Dec'09

    Computer Channel and Computer Dealer News | MicroScope

    As many as 1,000 Hewlett-Packard staff will go on strike for one day this month to show their disapproval of pay freezes and job cuts at the company. The former EDS workers voted overwhelmingly to down tools and will walk out for one day on 10 ...

  • October 08, 2009 08 Oct'09

    Microsoft outlines ambitious R&D plans

    Microsoft has boasted of its plans to continue to invest billions into research and development to keep ahead of rivals.

  • September 07, 2009 07 Sep'09

    In depth: Tips for starting your own business

    There are three relatively easy ways to money: win it, marry it, or steal it. The passage of time should have taught you that there is almost no chance of winning it, it is probably too late for the second, and as for theft, prison is not an ...

  • July 03, 2009 03 Jul'09

    Analysis: The need to keep an eye on the future

    One of the potential problems with any downturn is that short-term thinking as firms go into survival mode gets in the way of long-term strategy.

  • May 12, 2009 12 May'09

    Worst of recession might be over for the UK

    Despite the cold water that several commentators are trying to pour over the hopes that the economy is reaching the bottom the evidence of a leveling out continues to stack up with the OECD the latest to make positive noises.

  • February 13, 2009 13 Feb'09

    Outsourcing group calls for calm in foreign workers row

    The National Outsourcing Association has called for calm in the current ongoing row about foreign jobs.

  • January 29, 2009 29 Jan'09

    Mitel launches financing programme

    Mitel has formally launched a revamped version of its financing programme designed to allow its resellers to offer complete communications managed services to their customers at a significantly lower cost of ownership.

  • January 22, 2009 22 Jan'09

    Resellers encouraged to keep sight of green message

    One of the potential victims of the downturn is the green message. The idea of spending money to save the planet will not seal many deals in the current climate.

  • January 09, 2009 09 Jan'09

    Green IT and infrastructure projects victims of downturn

    If there is one question dominating channel minds it is what the year ahead holds. Most agree that 2009 is going to be tough and that thinking beyond the end of this month is guesswork for most financial planners.

  • January 06, 2009 06 Jan'09

    Buyers market for IT talent in 2009

    Recruiters will face a buyers market during the next few months when it comes to scooping IT talent, according to research analysts at Gartner.

  • December 02, 2008 02 Dec'08

    Euler issues profit warning on back of Woolies collapse

    Euler Hermes, the largest credit insurer in the channel has issued a profit warning after being hit by the bankruptcy of Woolworths and a steep rise in claims that will drag down its profits for the year.

  • November 07, 2008 07 Nov'08

    HP partners cheer ProCurve move

    Hewlett-Packard's announcement that it is folding HP ProCurve's channel into its Solution Partners Organisation (SPO) has been greeted by partners as a step towards making HP easier to deal with.

  • October 06, 2008 06 Oct'08

    FSC turns to train to avoid air freight

    In a move that could set an example to other vendors Fujitsu Siemens Computers has completed its first shipment from China to Germany by train. The vendor has switched to rail because it is a greener alternative to air travel, cheaper than air and ...

  • September 12, 2008 12 Sep'08

    Dell to incentivise direct team to increase channel sales

    In a move that would have been unthinkable in the not-too-distant past, Dell's direct sales force will soon be knocking on the doors of resellers when a pilot kicks in that ties part of their bonuses to channel sales.

  • August 29, 2008 29 Aug'08

    Services market dominated by largest players

    IDC has released a piece of research that will come as little surprise to channel service specialists battling for business with the larger suppliers. According to the analyst house more than half of the European services market last year was ...

  • August 29, 2008 29 Aug'08

    More than a flash in the pan

    When the announcement came over the wires that Norwegian business software specialist Mamut was the buyer of the UK operations of MYOB, the name might have been unfamiliar to a few people in the channel.

  • August 26, 2008 26 Aug'08

    Dell gives assurances over Premier Pages service

    Dell has assured MicroScope that the system error that caused a disturbance to its Premier Pages online pricing system have been fixed. Partners reported experiencing problems last month with the online system that caused them to give customers ...

  • August 01, 2008 01 Aug'08

    The return of 3Com

    As far as the networking industry is concerned, there is a huge elephant in the room, and it's named Cisco Systems Incorporated. Admired, respected and feared in equal measure, in the wake of the 2001 dotcom crash Cisco executed a note perfect ...

  • August 01, 2008 01 Aug'08

    Acer gets the message

    Five years ago when selling through the channel was less than fashionable, Acer kept faith with its indirect only sales model.

  • July 28, 2008 28 Jul'08

    Microsoft's Barclay prepares for new challenges

    Working with the channel is always going to be a challenge when you are employed by one of the world's largest software vendors. It becomes even trickier when the message coming out of global HQ is that resellers need to make changes to take ...

  • July 28, 2008 28 Jul'08

    Ease targets, vendors urged

    The channel has called for vendors to start factoring the economic slowdown into their sales forecasts, as sales are on average five to 10 per cent below expectations, according to industry sources.

  • July 24, 2008 24 Jul'08

    Dell investigates partner web tool calamity

    Dell is investigating an error on its web-based ordering mechanism that caused the system to crash leaving reseller partners with invalid quotes for customers.

  • April 04, 2008 04 Apr'08

    Cisco unveils plans to drive server farm programme

    The influence of the internet is changing the timetable of large software releases, forcing vendors to brief resellers at a much earlier stage.

  • April 03, 2008 03 Apr'08

    Motorola addresses concerns over splits

    Motorola has assured its business partners they have nothing to fear from the imminent break-up of the communications giant. The company announced it was to divest itself of the struggling and unprofitable mobile handset division at the end of March.

  • April 02, 2008 02 Apr'08

    Dell looks to get into bed with John Lewis

    Dell is locked in negotiations with a premium high-street brand as part of its ongoing retail expansion strategy, according to sources close to the vendor.

  • November 19, 2007 19 Nov'07

    Public sector shuts out small firms

    Many small businesses are being shut out of Government contracts because of the cost and complexity of a tendering process which favours larger companies.