Opinion
Opinion
Channel Business Management
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Eight tips to lead your prospect from discovery to purchase
With stronger competition than ever, it can be difficult for the channel to help their teams succeed in their sales proposals – here are eight tips to help you on your way Continue Reading
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The channel is really big business
Channel revenues at Dell have gained the attention of quite a few industry watchers, Billy MacInnes included Continue Reading
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What has the channel ever done for digital transformation?
How the channel can play an important role in the drive for digital transformation Continue Reading
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Drive that growth through the channel
Avaya’s comments about increasing revenues via partners have got the thumbs-up from Billy MacInnes, who hopes it will act as an example to others Continue Reading
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Channelling the cloud – building healthy CSP relationships
Creating a successful relationship with cloud service providers is essential for channel partners looking to increase their cloud portfolio. iLand 's director of channel sales has five tips to make the most of the opportunity Continue Reading
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Insight 2019 technology predictions
Michael Guggemos, CIO of Insight, shares his thoughts about what will be the key issues for the channel in the months ahead Continue Reading
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Combatting deal slippage in the channel
Rene Stuiver, Finance Solutions Manager EMEA, Tech Data has some advice for those facing this channel problem Continue Reading
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Enhancing the role of the channel essential for the tech industry
Ben Boswell, Vice President for Europe at World Wide Technology (WWT), discusses how vendors and the channel need to work together to ensure outstanding outcomes for customers Continue Reading
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Partners the key to unlocking SME sales
Vendors want to increase SME sales and Billy MacInnes knows that working with the channel is the only way to achieve that goal Continue Reading
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Does the digital services tax idea add up?
An idea that emerged at the recent Conservative Party conference has sparked some thoughts from Billy MacInnes Continue Reading
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Does the IT industry think diversity and Dyslexia Awareness is just for one week in October?
Amazon, the Prince’s Trust and Nuance all do their bit to make the IT industry more accessible. But is there really a diversity dividend wonders Nick Booth Continue Reading
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The need to keep women from falling out of the IT world
The discovery that women often fall into IT is one that got the attention of Billy MacInnes who hopes that more can be convinced to stay Continue Reading
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Could YouView save our home from surveillance marketing by the Big Browser brigade
The IoT-connected home is becoming a location for commercial opportunities for the channel finds Nick Booth Continue Reading
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Looking overseas through Brexit tinted glasses
The idea that UK resellers want to expand internationally caught the interest of Billy MacInnes who found that Brexit was having an impact on those dreams Continue Reading
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Veritas reveals channel’s role in growth strategy
The vendor is “on a mission” to drive channel sales in midmarket and enterprise Continue Reading
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DataDirect Networks keeps the Tintri channel going
Billy MacInnes is impressed with the proactive channel approach being taken by DDN Continue Reading
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The hidden costs of doing business with vendors
Technology is starting to shed light on more of the mechanics of how the channel works with vendors and Nick Booth finds out about one of the latest offerings Continue Reading
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Shouting over the gender gap
Things are being done but the shouting over the gender gap is far from over says Billy MacInnes Continue Reading
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When it comes to privacy, technology is only part of the story
Philippe Ortodoro, VP EMEA Channel Sales, TrustArc, explains why the coming two years are going to be a business bonanza for the channel Continue Reading
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Who wants to be number one?
Vendors have an obsession with being number one in their market but is it really that important wonders Billy MacInnes Continue Reading
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Coming back to the channel: why it’s time to rethink reselling
Neil Robertson, CEO of Compleat Software, shares the motivation for the firm's re-engagement with the channel Continue Reading
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Considerations on a European channel strategy
Brad Parks, VP of business development at Morpheus Data, shares some of the thoughts that go through then mind of a vendor looking at increasing European channel coverage Continue Reading
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CAE and i-Storage have something to market
A couple of British firms caught the eye of Nick Booth with both deserving recognition Continue Reading
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The bland leading the bland
Maybe technology has a role to play in helping customers find out what a solution can really deliver argues Nick Booth Continue Reading
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Dell builds on the incumbency programme
The flurry of announcements coming out of the partner shindig in Las Vegas have included indications, picked up by Billy MacInnes, that the vendor is building on past work it has carried out with partners Continue Reading
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If you hated GDPR you may like the African Continental Free Trade Area
For those struggling with GDPR there is a new $2.5 trillion target market that Nick Booth thinks is worth looking into Continue Reading
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The difference between profits and revenues
With numbers thrown around making revenue look like the main achievement Billy MacInnes turns his attention to profits Continue Reading
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GDPR: securing data is more than just a technology fix, it’s about understanding human behaviour
Neal Lillywhite, VP EMEA Channel at Forcepoint, argues GDPR is about people and processes as well as technology Continue Reading
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IT departments, LOB and more to come?
The channel is having to get used to lines of business spending more than the traditional IT buyers but Billy MacInnes wonders if change will stop there Continue Reading
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Brexit Tracker helps chart the confidence
In these uncertain days Nick Booth is interested to find a technology that can give a little bit more clarity Continue Reading
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Twilio says it's time you gave your listening muscles a Flex
Most corporations use omni-channels for talking but they’ve got too little time for listening. Nick Booth thinks there’s plenty of scope for improvement Continue Reading
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Dell is deadly serious about the channel
Things have changed at the once mighty direct giant and Billy MacInnes comments on a firm now heavily targeted on the channel Continue Reading
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Women in Tech – How long can we wait?
Inspiring the next generation into IT is clearly important, but says Zoe Cunningham, Managing Director, Softwire, the skills gap and gender imbalance will never be addressed without some radical thinking Continue Reading
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Is it worth taking out a file on WekaIO? It seems to be disrupting the data industry
The artificial intelligence data player is on the hunt for channel partners and Nick Booth thinks the firm is worth a closer look Continue Reading
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The rise of the millennials
The rise of millennials will drive disruption and innovation in the channel points out Steve Bailey, commercial director of Agilitas Continue Reading
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Setting up a business is like jumping out of a plane at 12,000 feet
When he decided to set up his own business the IBC Group it reminded Ian Birch of the feelings he had when skydiving Continue Reading
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Innovate or die?
The well worn phrase has Billy MacInnes wondering if it is still as popular as it once was in the channel Continue Reading
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The price of happiness
What happens when people are happy in their work? Or rather, what happens when too many people are too happy in their work? Continue Reading
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There will be change but the channel is constant
Plenty of vendors are changing their partner programmes but as Billy MacInnes looks at recent examples he concludes all are looking for a long future relationship with partners Continue Reading
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Are Claromentis and Iconfirm putting in enough decent crosses for their strikers?
Dealing with customer data is already a challenge and as Nick Booth finds out it is going to get even harder with GDPR coming Continue Reading
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Why the UK’s Industrial Strategy needs the channel
Ben Boswell, VP Europe for World Wide Technology, discusses the role of channel players in boosting innovation in the UK, particularly post-Brexit Continue Reading
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The rise of the robots
The robots are coming for jobs and Billy MacInnes wonders what that means for us all Continue Reading
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Four tips for successful digital transformation
Nicola Downing, CFO, Ricoh Europe, has some advice for those looking to help customers carry out a successful digital transformation project 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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Blame for NHS's £12 billion IT disaster identified
No evidence of corruption has been found in the NHS IT cock up that has cost the UK taxpayer £12.8 billion. Continue Reading
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"We're not a broadliner anymore," says C2000 boss. So what are you?
Computer 2000 is not a generalist distributor. Has everybody got that? You at the back, did you hear it? Continue Reading