Opinion

Opinion

Salesforce Management

• What’s in a name? Inside sales versus telesales

  Inside sales seems much the same as telesales, only dressed up for the modern age. What's brought the change about and is it really so different from what we already know?  Continue Reading

• Westcoast and iland present a tale of two disties

  Talking to just a couple of distributors reveals the evolution and determination from those firms to remain ahead of the market  Continue Reading

• How to train channel staff

  Having trained staff leads to better growth for your business and is something the channel needs to focus on – but how to go about it?  Continue Reading

• How to make channel sales work

  To be effective in channel sales, you have to be a great project manager, able to influence without formal organisational power and operate effectively at every level in an organisation. Read on for advice on how to succeed  Continue Reading

• A bridge too VAR

  The expedition from VAR to MSP is not short of challenges but, equipped with the right map, ambitious companies can feel more confident in getting past first base. In the second part of his series, Predatar CEO Alistair Mackenzie takes a closer look...  Continue Reading

• Help us to help you – how the customer-first model helps you empower your business

  We are in the middle of the fourth industrial revolution, with technologies such as the internet of things, data analytics, artificial intelligence and cloud-based business management tools a regular talking point. But technology alone won’t solve ...  Continue Reading

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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