Opinion
Opinion
Channel Business Management
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Don't fear the robots right now
Visions of robots taking over might still be the stuff of science fiction with the channel finding a role to play helping customers use the AI and automation tools that are around now Continue Reading
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I never said the channel is dying
Don't shoot the messenger but turn the criticism on those who like to spout the message that the channel has no future Continue Reading
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A touch of simplicity in a complex world
Karen Falcone, principal director of European channel sales and programs, Sungard AS has some advice for those looking to chart a course through an increasingly connected world Continue Reading
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There’s a massive disconnect in British business
UK businesses think they’re great communicators - but that’s because they’re bad listeners argues Nick Booth Continue Reading
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Barracuda taking positive steps in revenue hunt
Barracuda is looking to double its revenue and has been recruiting partners to help, a move which has got the support of Billy MacInnes Continue Reading
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The diversity shame in the industry
The recent views from a former Google employee have highlighted the work that still needs to be done around diversity with Billy MacInnes scratching his head over why the problem is still such a big one in IT Continue Reading
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Bridging the channel’s future-proofing skills gap
Dan Milo, head of SME strategy and IT consultant, Targus, discusses why training shouldn’t just help channel partners sell, but give them a vision of the future Continue Reading
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The channel are critical change agents for digitally transformation
The channel’s role goes beyond providing tech and systems integration services. It has a responsibility to consult on ways businesses can save money via improved efficiency and collaboration, argues Simon Skellon, vice president, Mitel, UK Continue Reading
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UKFast takes the right steps to help the next generation
The move by UKFast to help its graduates pay off some of their student loans has got the thumbs up from Billy MacInnes Continue Reading
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In praise of the power of partnerships
Some of the most famous partnerships have changed the world, just look at Lennon and McCartney, and the same can be true in the tech world Billy MacInnes discovers Continue Reading
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Why wouldn't you support apprenticeships?
The decision to reduce funding for firms providing apprenticeships has got Billy MacInnes scratching his head over the strategy Continue Reading
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Let's hope uncertain times leads to more IT spending
The views of Claranet that the spending on digital transformation has increased as the economic and political landscape has become more uncertain has intrigued Billy MacInnes Continue Reading
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Will it be a Brexit through the gift shop for your EU competitors?
Some fanatics are passionate about failure for the UK IT industry. Nick Booth wonders if they will be disappointed. Continue Reading
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Going direct will not provide the complete solution
Buying directly from the vendor might sound like an attractive idea but it is unlikely to provide the end result customers are looking for, argues Billy MacInnes Continue Reading
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Unpicking the claims behind the attention grabbing headline
The claim that small firms without a web site were losing substantial amounts of money attracted the attentions of Billy MacInnes who wanted to work out just where the numbers had come from Continue Reading
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Getting the degree was the easy bit
Life for graduates is increasingly difficult and Billy MacInnes discovers that some are starting to wonder if it's not better to just get involved with the IT industry at the earliest opportunity Continue Reading
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A surprising number of SMEs blamed a lack of finance for stalling growth
Revelations that a lack of finance is holding back some SMEs surprised Billy MacInnes in terms of the volume of firms expressing problems Continue Reading
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Dell EMC turns it up to 11
Spinal Tap liked to push the speakers as far as they would go and Dell EMC looks like it might be trying to do the same, according to Billy MacInnes, with its partner programme Continue Reading
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How many channel partners are too many?
It is an almost unanswerable question but Billy MacInnes wonders just how many channel partners are too many Continue Reading
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Patents = innovation? Maybe not
Just because a company files lots of patents does not necessarily mean that innovation is alive and well argues Billy MacInnes Continue Reading
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What IT leaders should be putting on their Christmas wish list
Gary Bell, executive director - outsourcing, Civica shares his advice about just what technologies customers should be looking to invest in to make sure they start of 2017 with a bang Continue Reading
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Business has to stand for something
With so much happening in the political world at the moment it is hard for business leaders to keep silent on their views, notes Billy Macinnes Continue Reading
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Channel people still play a vital role
Hearing that channel firms are growing is welcome news for Billy MacInnes and he wonders just what is driving that success Continue Reading
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Five tips for managing currency risk ahead of the US election
With the US election only three weeks away, Alex Edwards, head of the corporate desk at UKForex, gives his five top tips for managing currency risk, whatever the outcome Continue Reading
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Who can hold out against price rises?
Moves announced by Microsoft to increase prices are perhaps inevitable concludes Billy MacInnes as he casts his eye over the post Brexit landscape Continue Reading
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Let's have a meeting in the echo chamber
There is a real danger, according to some research that has come to the attention of Billy MacInnes, that meetings are failing in their purpose Continue Reading
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Winning gold in the technology race
It has been a glorious summer for Olympians and Gary Bell, executive director - outsourcing at Civica draws some inspiration for IT users Continue Reading
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SMEs taking ownership of big IT contracts
IT Legal expert Louise Handley of Leeds-based law firm 3volution says IT SME contractors shouldn’t be afraid to scrutinise the small print when chasing deals with big clients Continue Reading
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Access, not ownership: financing software in the channel
Ownership does not have to be the be all and end all according to Tristan Watkins, CEO, BNP Paribas Leasing Solutions UK Continue Reading
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The Brexit phoney war
Ten weeks after Brexit and the world has not yet ended. Billy MacInnes casts his eye over the figures proclaiming it is all slightly better business as usual Continue Reading
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How to build a winning sales culture
Mark Banfield, Autotask's senior VP International, provides five proven strategies that will help you strengthen sales culture in your organisation Continue Reading
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Going for gold takes serious effort
Gold medal winners put in years of preparation and the same is true of those leading the way in the channel Continue Reading
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Living with skill shortages
The world is suffering from IT skill shortages but that might just be something we all have to get used to concludes Billy MacInnes Continue Reading
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8 tips for creating a successful sales methodology for IT services
Mark Banfield, senior vice president, International, Autotask, shares some advice about how to create a successful sales methodology Continue Reading
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Distribution deserves some credit for its positive moves
With Tech Data and Ingram Micro both increasing credit for SME focused partners Billy Macinnes applauds them for their positive steps Continue Reading
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No longer business as usual
There might be some happy to pretend that after Brexit it is business as usual but it is far from that according to Billy MacInnes Continue Reading
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The expensive LinkedIn dream
Microsoft might have big dreams of what life will be like after it completes the takeover of LinkedIn and Billy MacInnes wonders what they are Continue Reading
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The Hubspot story can be an inspiration to us all
Could you write a book about the IT industry as good as Disrupted? In your dreams, Steven King! Continue Reading
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Channel matchmaker: Consider Neo
In his ongoing mission to identify vendors that could benefit from working with the channel, Nick Booth has another firm to bring under the spotlight Continue Reading
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Channel matchmaker: Look over the otherside of the Channel
In his regular series highlighting potential partnership opportunities for resellers Nick Booth highlights some French options Continue Reading
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Scottish tech start ups looking for channel support
In his latest update of firms that are looking for channel supporters Nick Booth finds a couple of contenders North of the border Continue Reading
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You want systems for Retail? Well here is the detail
Nick Booth is back with another piece revealing partnering opportunities for resellers tempted by some foreign entrants to the UK Continue Reading
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The money makers need to talk more about data and security
There could come a time when data and security strategies start to matter as much to investors as the latest update on the P&L finds Billy MacInnes Continue Reading
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Speed and digital transformation might not be the best mix
Few would argue against the need for more customers to embrace digital transformation but Billy MacInnes warns against rushing that process Continue Reading
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Channel matchmaker: Two to take a look at
The firms looking for channel partners continue to keep coming with Nick Booth highlighting a couple of potential opportunities Continue Reading
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Is it Information Technology or Income Tax?
IT used to stand for one thing when it was associated with tech firms. But as Billy MacInnes argues it now has a different meaning for many Continue Reading
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So that's what Android is doing for Google
Billy MacInnes pores over recent details of the contribution that the Android OS is making to Google Continue Reading
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Is the golden age of disruptive technology coming to an end?
Nick Booth casts an eye over some of the claims that are made by marketing types and wonders if things will change with technology supporting consensual data collection Continue Reading
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Trust is so crucial to the CIO relationship
A lot of CIOs still use gut instinct but also rely on the advice of their channel partner, which Billy MacInnes believes is good news Continue Reading
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Reducing staff turnover in IT and telecommunications
Kim Lewin, VP sales and operations EMEA, WorkForce Software, provides some advice for keeping staff happy Continue Reading
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Acer still has a way to go
Acer's CEO has talked of the firm getting back to the top of the PC market but as Billy MacInnes goes through the latest results it is clear work still needs to be done Continue Reading
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Does spending $67bn guarantee success?
Dell might have made history with its offer for EMC but as Billy MacInnes ponders over the deal it is far from clear that means it will be a success Continue Reading
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Dell resellers get to say 'I told you so'
Those resellers that embraced Dell when it returned to the channel almost eight years ago have even more reasons to think they made a wise decision Continue Reading
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If generation z wants change they better start voting for it
Generation z has expressed high expectations about what they want from the workplace but Billy MacInnes argues that those ambitions should inspire more action Continue Reading
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Can you speak business?
Simon Cuthbert, sales and marketing director of mobile data security company ExactTrak, advises resellers to sell on business issues Continue Reading
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Syscap boss pedalling to Paris
Syscap managing director Philip White is donning the Lycra and cycling 230 miles from London to Paris later this week to raise money for Help for Heroes Continue Reading
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Settling the anti-poaching quarrel
It has taken more than three years but finally arguments about poaching staff between Apple, Google, Intel, and Adobe have been settled Continue Reading
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Learning innovation – driving revenue growth in the IT world
Staff are already working as hard as possible so how can they be supported to work smarter? Ian Helps is a director of Consalia, and looks at the benefits of innovative thinking Continue Reading
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The right mixture of sun and breeze
Having just got back from Italy Billy MacInnes muses on how the channel is a bit like perfect summer weather Continue Reading
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Wearables – fad or function?
Dr Peter Chadha, CEO of DrPete Technology Experts, argues that wearable technology is here to stay Continue Reading
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Data that comes after a promise of responsibility
Some of the firms that harvest user data and exploit it can give the recruitment industry a bad name but Nick Booth thinks he has found an exception that could change things Continue Reading
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Press 5 if you want to speak to a human
With the spotlight on customer service Billy MacInnes bemoans the delays that customers can face navigating through automated phone systems Continue Reading
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The mis-alignment between customers and service providers
Recent findings from LogicNow revealed that many customers were not on the same page as their service providers and Billy MacInnes has some thoughts on why Continue Reading
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Managers need to get home working
There are several theories why home working has not yet taken off more widely but Billy MacInnes thinks some of the answer might be to do with the management Continue Reading
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Happy to talk to a website
The days when customers were keen to talk to people are being replaced by users clicking through websites Continue Reading
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Vendors waste millions on the NetNots of the channel
The problem with IT is it’s a people business – with rewards for those who are good at networking and notworking Continue Reading
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Time to take the Survey Monkey
Nick Booth got the chance to talk to the new managing director at Survey Monkey and presented him with an interview format he would be all too familiar with Continue Reading
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Planning for growth: The importance of a birds-eye view in service delivery
How can IT services ensure they are ready for what lies ahead? Jim Shulkin, VP of marketing at Changepoint, has some answers Continue Reading
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The danger of rising prices
HP's CEO admitted that as a result of exchange rates it will have to adjust prices but what if its competitors decide against it is a question on the mind of Billy MacInnes Continue Reading
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Minding your own business
When channel relationships change Billy MacInnes wonders if sometimes there is an urge from those distributors involved just to concentrate on their own activities Continue Reading
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The problem with meetings
Beware filling staff diaries with meetings as very few will thank you for it says Nick Booth Continue Reading
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Apple's billions and the questions it raises over tax
Apple's recent financial results once again put the issue of corporation tax back in the spotlight and provoked some thoughts from Billy MacInnes Continue Reading
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ICT matters but don't forget the three R's
Billy MacInnes is not too happy about the idea that somehow ICT now ranks above other subjects, including English and Maths Continue Reading
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Does your marketing machine need lubrication?
Nick Booth wonders if M2M mobile marketing could drive the channel 2 drink? Continue Reading
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Time for a different approach to Honours
Billy MacInnes probably scuppers his own chances of a knighthood as he calls for a fresh approach to rewarding good deeds Continue Reading
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BBC was wrong to single out Apple in Panorama investigation
The Panorama special accused Apple of not doing enough to look after workers in the supply chain. Sean McGrath argues that the investigation was flawed Continue Reading
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How to Influence the Influencers
One of the key components of the marketing mix is to get onto the radar of the leading industry analysts – a task that is not always easy Continue Reading
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Living within the means despite the credit on offer
More firms are viewing the economy as improving but not that many are leaping to take on more debt Continue Reading
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Mind the gap and find the right skills
Billy MacInnes looks back over some recent market coverage and exposes skills gaps at different ends of the market Continue Reading
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Value your relationships and you’ll go far
Christian Putz, Violin Memory vice president, EMEA channel sales, shares his views on just what makes a decent channel relationship Continue Reading
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Myth conceptions about IT
There are many myths and legendary figures in IT and as Nick Booth finds some are still around trying to pull their own sword out of the stone Continue Reading
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When ten miles is just too far
We are all being encouraged to work flexibly but as Billy MacInnes discovers a short move proved simply too much for Reddit's CEO Continue Reading
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The rise of the millennial heralds a golden age of IT
Todd Thibodeaux, CEO at CompTIA argues that, far from representing a threat, the rise of ‘Generation Y’ offers a golden opportunity for the channel to put IT at the heart of the HR function Continue Reading
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Could MozFest 2014 help create a more open web in the future?
The Internet has created a big revolution, creating a world that favours big data, big government and big corporations, but there’s still scope for the channel to sweat the small stuff. Continue Reading
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It's time to split
Billy Macinnes wonders just what it must feel like for those staff at HP and Symantec facing a future working for a split business Continue Reading
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Miliband might want more IT apprenticeships but will he get them?
The Labour Party leader Ed Miliband has called for more apprenticeships, particularly in the IT sector, but Billy MacInnes is doubtful changes will happen quickly Continue Reading
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The channel needs the right blend of youth and experience
Nick Booth believes that the emphasis on coding is a welcome move that could solve a looming skills crisis Continue Reading
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SMBs and the channel – one size doesn’t fit all
Neil Bramley, Northern Europe business unit director, B2B at Toshiba, believes that channel can make a strong play in the SME market as trusted advisors Continue Reading
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Listing the ingredients for a decent channel event
Vendors, distributors and resellers all like to get the message across at events. But not all seminars and roadshows go well and Simon Quicke has some thoughts on why Continue Reading
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Time to take a different financial approach
The way that SMEs look for finance is changing and Billy MacInnes believes that the channel will need to react Continue Reading
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Choosing the right vendors to accelerate a changing business
Getting hands on the budget is becoming an increasingly complex task and requires having a portfolio of varied vendor solutions argues Eric Jorgensen, VP sales EMEA, Virtual Instruments Continue Reading
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How to deliver a decent partner programme
There are several key mistakes that can undermine any partner programme and make life miserable for resellers and vendors Continue Reading
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Can you really motivate the channel with boot camps?
Stand by your beds! There’s a rash of military style training courses for the channel. But Nick Booth wonders if they work? Continue Reading
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The flexible meaning of BYOD
BYOD means many things to many people and that just might be the key to its success argues Billy MacInnes Continue Reading
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Garth Brooks highlights the limits of technology
The ticketing mess left after country music legend Garth Brooks cancelled his concerts is one that Billy MacInnes thinks would even fox the smartest IT Continue Reading
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Hardware support needs fixing up
Providers of technology maintenance and support services need to deliver more streamlined and connected services if they are to survive, writes Glyn Doddin Continue Reading
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Going commando on the sales pitch
Billy MacInnes wonders just what makes a decent channel sales pitch Continue Reading
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Time to avoid gut instinct
Making decisions just on your git instinct might not be the right way to seal channel partnerships finds Nick Booth Continue Reading
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The costs of failing to provide training
Overlooking training can have some pretty major implications as Billy MacInnes discovers Continue Reading
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The backlash over Snowden could hurt US firms
Those countries looking for an excuse to boost their own tech activities and criticise the US might use Snowden for those ends finds Billy MacInnes Continue Reading