News

Sales and Customer Management

• February 24, 2023 24 Feb'23

  Ricoh exposes gap in workplace transformation experiences

  Channel alerted to disconnect between employers’ views of tech success and disappointed staff responses

• February 17, 2023 17 Feb'23

  CIOs look to the channel as they increase their strategic role

  Logicalis shines a light on the changing demands on IT leaders and the increasing reliance many have on partners

• February 14, 2023 14 Feb'23

  TD Synnex shares report on ESG progress

  Distributor outlines the steps it’s taken in the past year, as well as the targets it’s committed to in the future

• February 10, 2023 10 Feb'23

  Shift to Partner Plus more than a programme refresh for IBM

  Big Blue’s recent update to its channel programme was a couple of years in the making, and is about more than the usual tiers, rebates and enablement

• January 12, 2023 12 Jan'23

  Channel marketers looking to work more closely together

  Collaboration seen as a key way for marketers to improve their ability to deal with key issues emerging in 2023

• December 19, 2022 19 Dec'22

  Need to be green stretching across the industry

  It’s clear that sustainability is going to be one of the key areas the channel and IT vendors will need to focus on next year

• December 06, 2022 06 Dec'22

  Logicalis CEO: Sustainability is non-negotiable

  The future of the planet is uncertain, but more efforts are being made across the channel to ensure the IT industry is taking positive steps to improve the situation

• December 01, 2022 01 Dec'22

  Westcon-Comstor on its journey to decarbonise

  Distributor has invested in its ESG team and is committed to making a positive difference

• November 14, 2022 14 Nov'22

  TD SYNNEX: Security and services driving growth

  Distributor shares research that shines a light on the current state of the European channel

• November 10, 2022 10 Nov'22

  Cisco supporting partners with digital marketing shift

  Vendor shares numbers that underline the positive impact of its Lifecycle Advantage programme

• November 08, 2022 08 Nov'22

  SCC Academy launched to boost digital skills across Midlands

  Channel player invests in training hub to give thousands the chance to gain digital skills

• October 31, 2022 31 Oct'22

  Westcoast merges with German player Komsa

  The alliance between Westcoast and Komsa will create an operation that covers the UK, Ireland, France and Germany

• October 27, 2022 27 Oct'22

  MicroScope at 40: Antonio Neri, HPE

  President and CEO of HPE shares his thoughts about the past and future of the channel as MicroScope marks its 40th anniversary

• October 26, 2022 26 Oct'22

  Softcat continues to push sustainability efforts

  Firm’s CFO and designated next CEO provides an update on the channel player’s progress

• October 21, 2022 21 Oct'22

  Schneider Electric: Sustainability is a team sport

  Vendor Schneider Electric vows to do its bit to help partners get up to speed on establishing a green strategy, and to help customers to meet their own ESG objectives

• October 19, 2022 19 Oct'22

  Canalys: Partners have the power

  The channel has got to a size and a position where it is a serious industry in its own right – and that will have an impact on ecosystem relationships

• October 17, 2022 17 Oct'22

  Goodbye Tech Data, hello TD SYNNEX

  With the merger completed, the rebranding of the distributor takes effect across most of the world

• October 17, 2022 17 Oct'22

  Context: Resellers value relationship with distribution

  Latest tranche of findings from channel watcher reveal a solid partnership between the two tiers

• October 03, 2022 03 Oct'22

  MicroScope at 40: Rola Dagher, Dell Technologies

  Dell’s channel chief shares her thoughts about the past and future of the channel as MicroScope marks its anniversary

• September 29, 2022 29 Sep'22

  The evolution of distribution

  To mark the 40th anniversary of MicroScope, Frank Vitagliano, CEO at GTDC, shares his thoughts on the journey that the channel has been on for the last four decades and beyond

• September 28, 2022 28 Sep'22

  BT Wholesale reveals channel marketing concerns

  Comms player shares research that reveals worries across the industry about the ability to market brand and capabilities effectively

• September 05, 2022 05 Sep'22

  Paul Eccleston lands Exclusive Networks UK&I MD role

  Distributor fills vacant leadership position with an experienced figure who has a strong channel background

• August 25, 2022 25 Aug'22

  Gaining ESG skills a rising motivation for M&A activity

  The need to have a good story around environmental, social and governance (ESG) is driving more mergers and acquisitions

• August 24, 2022 24 Aug'22

  Transition continuing at K3 Business Technology

  Channel player updates investors on progress made in its fiscal H1 as it looks to build a business serving the retail sector

• August 17, 2022 17 Aug'22

  Partners will walk away from vendors if experience drops short

  Research from CompTIA has revealed that partner experience is a key factor in determining the strength of a relationship between partners and their vendors

• August 02, 2022 02 Aug'22

  Arrow Smart Terms aims to protect partner liquidity

  Changing demands on partners and growing fears of inflation have led the distributor to come up with its own solution

• July 29, 2022 29 Jul'22

  Pandemic has changed the SaaS sales process

  The channel has a small window to pitch in and needs to make sure it is prepared if it is going to be successful

• July 14, 2022 14 Jul'22

  Westcon-Comstor boss increases support for partners and staff

  Distributor’s chief executive plans to ramp up partner support this year and is taking steps to protect staff from the cost-of-living crisis

• July 06, 2022 06 Jul'22

  Xerox bulks out digital services with Go Inspire

  The print and document specialist is back in the acquiring mood as it adds more depth to its services

• June 28, 2022 28 Jun'22

  Channel confidence holds firm

  Agilitas survey shines light on positive mood across IT channel as CloudCoCo H1 numbers add to evidence of growth

• June 17, 2022 17 Jun'22

  GTDC: Distribution has kept momentum going into 2022

  Industry group provides an update on where the channel is in Q1 after a couple of solid years of sales growth

• June 01, 2022 01 Jun'22

  Coterie launches channel marketing community

  Partner marketing agency looks to share best practice and trumpet the role of those running marketing campaigns across the industry

• May 31, 2022 31 May'22

  Schneider Electric steps up partner focus on sustainability

  Power player launches an initiative and a fresh range of greener products as it looks to help partners meet customers’ green expectations

• May 25, 2022 25 May'22

  Centreon still determined to grow channel considerably

  Vendor has set ambitious targets on the partner front to be realised in the next 12 months

• May 04, 2022 04 May'22

  NetApp: View the public sector as a series of sub-verticals

  A one-size-fits-all approach is not going to work effectively in the public sector, according to research and experience gained by the vendor

• April 27, 2022 27 Apr'22

  Computacenter races ahead with sustainability goals

  Firm updates its progress on carbon targets and indicates it is ahead of schedule as measures it has taken to reduce emissions start to deliver

• April 22, 2022 22 Apr'22

  Earth Day: The channel can make a difference

  As the focus settles on caring for the planet, the channel is being given opportunities to do its bit to help improve the situation

• April 21, 2022 21 Apr'22

  Dell steps up retail edge support, flags channel opportunity

  Vendor introduces more offerings for the retail sector, with UK channel boss urging partners to take a look at the market

• April 05, 2022 05 Apr'22

  Nuvias: Channel positive on growth but divided on hybrid working

  Distributor Nuvias shares its latest research into the state of the UK channel, with mixed views around hybrid working

• March 22, 2022 22 Mar'22

  Numerous factors supporting Softcat growth

  Channel player shares H1 numbers, with all the signs pointing to its momentum continuing

• March 21, 2022 21 Mar'22

  Productivity and customer experience main areas of channel focus

  Latest insights shared by Agilitas indicate where the priorities are for channel leaders as they look to react to customer needs

• March 15, 2022 15 Mar'22

  Face-to-face sales still vital, says Kyocera

  Print and document specialist Kyocera reminds partners that personal touch makes a difference and demos still help to close a sale

• March 14, 2022 14 Mar'22

  Consistency key to strong channel relationships

  NetApp and Canalys share their thoughts about what underpins strong vendor and partner relationships

• March 11, 2022 11 Mar'22

  SolarWinds CEO on life after Sunburst

  Last year was dominated by the cyber attack, but the firm has learnt from that experience and has a clear strategy for the future

• March 09, 2022 09 Mar'22

  Microsoft UK partners on path to net zero

  Vendor shares research that indicates the vast majority of its channel base are aiming to hit government sustainability targets

• March 04, 2022 04 Mar'22

  Channel advised to reach out for help with sustainability

  Trying to get into a carbon neutral position can be a daunting prospect, but an expert in the field advises leaning on support that will come from the partner ecosystem

• March 02, 2022 02 Mar'22

  Logicalis: The role of the CIO has changed

  There will be no going back to the world we all knew prior to the pandemic, with customers now looking for support delivering ever-faster innovation

• February 25, 2022 25 Feb'22

  Purechannels sets out to improve vendor and partners comms

  Marketing player Purechannels launches platform designed to give a more customised experience for partners

• February 09, 2022 09 Feb'22

  Tech Data UK boss navigating through shortages, skills and inflation issues

  An insight into what topics are on the mind of David Watts will echo across others in channel leadership positions

• February 02, 2022 02 Feb'22

  My channel take: Jeremy Nicholls, Neustar Security Services

  Neustar executive, Jeremy Nicholls, shares his channel career story and his thoughts about what the future holds