Channel Business Management

Sustainability remains the real challenge of our times

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The evolution of the channel partner: control the narrative to increase your sales

Johnny Carpenter, vice-president of EMEA sales at iland, shares some advice for partners looking to increase their sales in a post-pandemic world Continue Reading

By

• Johnny Carpenter, Iland

Unit4 reaches out to developers to support ERPx

Firm cuts the ribbon on its next-generation enterprise resource planning offering with a programme specifically designed to increase developer activity Continue Reading

By

• Simon Quicke, Microscope Editor

Digital transformation or digital evolution?

There is no doubt that customers are changing and moving to a more digital world – but perhaps this is better described as an evolution rather than a transformation? Continue Reading

By

• Billy MacInnes

Juniper prepared for market recovery

Networking player has made channel improvements to support partners as customers look set to increase spending to support further digital transformation Continue Reading

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• Simon Quicke, Microscope Editor

Exertis joins GTDC ranks

Distributor becomes latest to join the global organisation that promotes the second tier of the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy few days across the industry, with executives on the move as firms seek growth Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco: Technology will play a role in hybrid working world

Firm shares research revealing the good and bad of working from home and what customers need to do to keep their staff happy in the future Continue Reading

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• Simon Quicke, Microscope Editor

Arcserve and StorageCraft tie-up set to benefit channel partners

More technology to sell and a larger range of customers to pitch to should mean the firm’s merger will be a positive one for its channel partners Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco launches partner apprenticeship programme

Vendor looks to help its channel get access to more talent and help the wider ecosystem develop a pipeline of digital skills Continue Reading

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• Simon Quicke, Microscope Editor

BSL strategy accelerated by August

Private equity has given the business a chance to seal its first acquisition and look at taking more market share in an evolving market Continue Reading

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• Simon Quicke, Microscope Editor

Bridewell Consulting attracts private equity backing

Cyber security firm plans to put the funds into bolstering its managed services and expanding the business globally Continue Reading

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• Simon Quicke, Microscope Editor

Market growth strategy delivers for Softcat

Channel player’s first-half results make it clear that its strategy is continuing to generate the numbers Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Nick Offin, Dynabook

Dynabook’s Northern Europe division leader, Nick Offin, is the latest to share some personal insights Continue Reading

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• Nick Offin, Dynabook Northern Europe

Tech Data merges with Synnex

Tie-up between Tech Data and Synnex would see a combined operation with more than $57bn revenues and a global reach Continue Reading

By

• Simon Quicke, Microscope Editor

Executives increasingly open to external guidance from experts

External expertise is something that is rising up the agenda for C-suite customers looking for thought leaders Continue Reading

By

• Simon Quicke, Microscope Editor

Sustainability remains the real challenge of our times

The coronavirus might have dominated a lot of the headlines, but climate change remains a real threat to mankind Continue Reading

By

• Billy MacInnes

Exclusive Networks charts a digital course

Distributor's CEO provides update on progress made last year and ambitions for the rest of 2021 Continue Reading

By

• Simon Quicke, Microscope Editor

How to address Covid-19 in the long run and maintain a healthy business

Christian Alvarez, senior vice-president of worldwide channels at Nutanix, shares his advice around adapting to the challenges posed by the coronavirus pandemic Continue Reading

By

• Christian Alvarez, Nutanix

Workplace from Facebook looking for more channel growth

Collaboration tools specialist has seen the channel increase its revenue and hopes an enhanced partner programme will entice more to get involved Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

It’s been another busy week in the personnel departments across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

Offices won’t be full for some time to come

Channel will have a role in helping customers adjust to a hybrid working world, with many staff indicating they will continue to work from home Continue Reading

By

• Simon Quicke, Microscope Editor

Bryant taking channel on NetApp’s journey to cloud

The vendor’s recently appointed UK&I channel director, Denise Bryant, shares her immediate priorities as she looks to increase support for partners. Continue Reading

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• Simon Quicke, Microscope Editor

Sabio moves for Salesforce partner makepositive

Customer experience specialist Sabio again turns to acquisition as a route to expanding its capabilities and market reach Continue Reading

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• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

A Sophos EMEA channel appointment leads the list of personnel changes that have happened across the channel in the past week Continue Reading

By

• Simon Quicke, Microscope Editor

International Women’s Day: The need for diversity continues

Diversity in the channel has improved and Vivienne Francis, a senior channel executive at Motorola Solutions, is making sure that trend continues Continue Reading

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• Simon Quicke, Microscope Editor

Cherwell signals expanding ITSM opportunity

Firm’s recent virtual Clear conference indicated that more customers were looking for employee development tools and no-code options Continue Reading

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• Simon Quicke, Microscope Editor

MicroScope: The 5G opportunity

Experts predict that 2021 is meant to be the year of 5G, but what does that mean for the channel? In this issue, discover what 5G technology could bring to the reseller community, learn about how smart buildings are influencing the way we live, and discover how remote working is shaping the way we work Continue Reading

Dell gives authorised partners the chance to stand out with RISE

Vendor ushers in EMEA programme to help partners work with distribution to earn more rewards Continue Reading

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• Simon Quicke, Microscope Editor

Budget: SME Help to Grow scheme could foster further cloud adoption

The channel has focused in on the impact of the budget on the SME community with the chancellor of the exchequer looking to increase digital skills and technology adoption Continue Reading

By

• Simon Quicke, Microscope Editor

Node4 welcomes fresh backers, and Radius buys again

Fresh from an acquisition, MSP Node4 has attracted fresh backers, and Radius has sealed its eighth acquisition in the past two years Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Matt Nicholson, Trustwave

Matt Nicholson, EMEA channel manager at Trustwave, tells MicroScope about his early start in the channel but reveals he’s not a natural early riser Continue Reading

Channel roundup: Who's gone where?

Until the robots take over, the best chance of gaining growth is to reach out to an experienced and skilled person. More across the industry have done just that in the past week Continue Reading

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• Simon Quicke, Microscope Editor

SAP looking for ambitious channel growth

Vendor keen to ramp up revenues from partners over the next few years as it takes steps to increase support for the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Trustwave holds out a helping hand to security starters

Security players referral programme will help those without security skills to still provide support for their customers Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy week in the world of channel recruitment, with security personnel changes emerging as one of the themes of the past seven days Continue Reading

By

• Simon Quicke, Microscope Editor

Nuvias Group adds to sense of a positive year ahead

Distributor Nuvias Group shares channel research that reveals many are expecting decent growth in 2021 Continue Reading

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• Simon Quicke, Microscope Editor

Channel is key to supporting CyberGRX UK ambitions

Risk assessment specialist says partners will play a crucial role in its development in the market Continue Reading

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• Simon Quicke, Microscope Editor

Is virtual learning the future of work?

The way we all consume learning has changed significantly over the past year thanks to Covid-19, and it might never quite be the same again Continue Reading

By

• Andrew Richardson, Mediaworks

Channel roundup: Who’s gone where?

Those seeking growth and a chance to breathe some fresh life into their channel relationships have been recruiting over the past week Continue Reading

By

• Simon Quicke, Microscope Editor

Smart buildings: Shaping how we live and work in 2021

Changes are coming in the way that people work, says Matthew Margetts, director of sales and marketing at Smarter Technologies Continue Reading

By

• Matthew Margetts

Northamber looks to build on H1 2020

Distributor issues an update detailing how it fared in the last six months of 2020, with coronavirus and Brexit both having an impact on the business Continue Reading

By

• Simon Quicke, Microscope Editor

Microsoft encourages more co-sell in programme updates

Vendor is keen to unify its programmes and put more partners in front of each other and customers Continue Reading

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• Simon Quicke, Microscope Editor

Vendors court managed service community with enhancements and programmes

Schneider, Datto, Secureworks, Group-IB and SecureDrives have all made moves to reach out to a wider channel base Continue Reading

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• Simon Quicke, Microscope Editor

Trend Micro makes Softcat its first UK platinum partner

Security player has deemed that the time is right to unveil its first highest-tiered partner in the country Continue Reading

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• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

It has been a busy last seven days across the industry on the recruitment and promotion front Continue Reading

By

• Simon Quicke, Microscope Editor

Service providers should ask more questions

Nick Booth catches up with Barracuda and hears how it wants its channel to ask much more about the everyday stuff of life Continue Reading

By

• Nick Booth

DXC Technology staying on turnaround course

Days after the firm rebuffed the Atos takeover approach, DXC Technology shares Q3 numbers Continue Reading

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• Simon Quicke, Microscope Editor

MicroScope – February 2021: The forecast on channel security

MicroScope asks experts to share their opinions on what lies ahead for the channel in the security market, along with their predictions for what upcoming threats to expect. Also read about how the managed service community helped to keep SMEs afloat during Covid-19, and how to arm the business with the best IAM tools for remote working Continue Reading

After finance, digital marketing is a key demand

The channel has reached out to vendors for digital marketing support with Dell sharing some of the progress it has made on that front Continue Reading

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• Simon Quicke, Microscope Editor

Dell rolls out increased rewards for cross-selling

Vendor announces enhancements to its global partner programme, with incentives for top partners to sell more Continue Reading

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• Simon Quicke, Microscope Editor

Imperva and Acronis boost channel support

Data protection players roll out enhancements for partners to reach more customers and give MSPs increased support Continue Reading

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• Simon Quicke, Microscope Editor

Watts steps into Gass role at Tech Data

Distributor promotes its current UK&I managing director to take on even more responsibility Continue Reading

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• Simon Quicke, Microscope Editor

Spectra Logic increases digital marketing support

Storage vendor Spectra Logic enhances channel programme with more support on offer for those who want to take the sales conversation online Continue Reading

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• Simon Quicke, Microscope Editor

Versa Networks rolls out more formal channel approach

Global partner programme replaces an ad-hoc approach and comes at a time when both SASE and SD-WAN are surfing a wave of demand Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another week of movement across the channel, with vendors and partners hiring for growth Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter adds to picture of strong Q4

Channel player issues trading update that adds to a growing list of evidence that H2 and the last few months of last year were robust for the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Sectigo launches programme and bolsters channel training

Security firm Sectigo is stepping up its channel support with a programme and portal designed to provide more access to training and marketing Continue Reading

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• Simon Quicke, Microscope Editor

‘Sticking plasters’ applied in first lockdown leave users vulnerable

Channel urged to make sure customers are not left using inadequate products that they acquired in March last year to get them through the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another busy week in HR departments across the industry with some significant channel appointments being made Continue Reading

By

• Simon Quicke, Microscope Editor

The cyber security channel – what’s in store for 2021?

Ben Richardson, head of channel EMEA at Forcepoint, shares his thoughts about what cyber security could look like in the year ahead Continue Reading

By

• Ben Richardson, Forcepoint

CrowdStrike backing top partners

Security player will deepen investment in its top-level partners as it looks to reward those who have invested in the firm Continue Reading

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• Simon Quicke, Microscope Editor

Commvault’s channel chief outlines a busy year ahead

Recently appointed John Tavares has plans to reach out to MSPs, get more partners involved with SaaS and has a partner programme to launch in Q2 Continue Reading

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• Simon Quicke, Microscope Editor

Kaseya CEO: MSPs stopped an SME catastrophe

The managed service community has kept many small and medium-sized enterprises going throughout the course of the pandemic, says Kaseya CEO Continue Reading

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• Simon Quicke, Microscope Editor

Distribution comes through pandemic year strongly

Record sales and a rapid response to the changing demands caused by the coronavirus pandemic helped the channel get through 2020 Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data launches hardware apprenticeship

Distributor plans to offer more support to resellers as staff sign up to increase their technical knowledge Continue Reading

By

• Simon Quicke, Microscope Editor

Exertis increases efforts to drive diversity and inclusion

Channel player keen to increase its appeal across the globe as a diverse and inclusive employer Continue Reading

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• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

The first working week of 2021 saw a few personnel moves across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

Agilitas opens Euro logistics hub to sidestep Brexit issues

Channel player will have stock in the Netherlands to keep supplying its customers spread across the EU Continue Reading

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• Simon Quicke, Microscope Editor

Intel unifies partner programmes

Vendor hoping simplicity and increased support in a fresh partner programme will benefit its channel Continue Reading

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• Simon Quicke, Microscope Editor

MicroScope – January 2021: Looking to the future

In this issue of MicroScope, take a look at what the year ahead holds for the channel after a largely positive 2020. Also discover why IAM technology is so important for post-pandemic cloud computing, and what approaches are fundamental to finding business success Continue Reading

Sapphire, Charterhouse and Pax8 strike deals

Appetite for acquisitions across the channel shows no sign of abating, with a few deals struck already this week Continue Reading

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• Simon Quicke, Microscope Editor

Commvault ushers in fresh channel chief

Former Dell EMC executive takes up the challenge of strengthening Commvault’s global partner base Continue Reading

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• Simon Quicke, Microscope Editor

TelcoSwitch plans to use funding to boost channel

Unified communications specialist TelcoSwitch gains access to a few million pounds in a funding round that should provide more support for its partners Continue Reading

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• Simon Quicke, Microscope Editor

Softcat bolsters public sector efforts with major hire

Channel player turns to former VMware staffer to take charge of its public sector division Continue Reading

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• Simon Quicke, Microscope Editor

Five-minute interview: Gerry Sheldrick, Exclusive Networks Ireland

Exclusive Networks Ireland’s country manager, Gerry Sheldrick, tells MicroScope about his career and ambitions, as well as some insight into what makes him tick Continue Reading

2021: What the channel thinks is coming next

This year has been a strange one, and the pandemic is going to linger into the next, along with Brexit and other unknowns, but the channel is ready for whatever comes Continue Reading

By

• Billy MacInnes

2020: A year of accelerated change in the channel

A look back over some of the main themes of a year that will be long remembered thanks to the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Supply delays hitting some customers

Brexit is looming and there are delays at the ports – and that is having an impact in the channel and among its customers Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys recognises vendor leadership through pandemic

Analyst firm’s latest Channel Leadership Matrix picks up on those vendors that have given partners excellent support Continue Reading

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• Simon Quicke, Microscope Editor

Fundamental principles for channel business success

Steven Santini, UK&I channel director of Schneider Electric, shares his thoughts around just what underpins a winning approach Continue Reading

By

• Steve Santini, APC by Schneider Electric

Fujitsu puts ecosystem platform at heart of channel approach

Vendor is adding partners to its collaborative platform that launched last month to encourage more cross-channel partnerships Continue Reading

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• Simon Quicke, Microscope Editor

Veeam ending the year with growth across the channel

The backup software vendor has seen demand rising from customers of all sizes, with its partners able to tap into those market conditions Continue Reading

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• Simon Quicke, Microscope Editor

Bytes IPO over subscribed

Business valued at approximately £646.6m as it marks a successful IPO with conditional trading starting on the LSE Continue Reading

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• Simon Quicke, Microscope Editor

Five-minute interview: Emanuel Salmona, Claroty

MicroScope speaks to Emanuel Salmona, vice-president of global partnerships at Claroty, to find out some details on his work and life Continue Reading

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• Simon Quicke, Microscope Editor

Insight UK boss on taking the positives from a challenging year

Darren Hedley opens up about the impact the current pandemic has had on his relatively short time in the UK&I managing director role at Insight Continue Reading

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• Simon Quicke, Microscope Editor

Ingram Micro ends Chinese adventure with $7.2bn sale

Distributor Ingram Micro has been picked up by US private equity player Platinum Equity, ending four years under the ownership of the HNA Group Continue Reading

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• Simon Quicke, Microscope Editor

Denise Bryant gets UKI channel role at NetApp

Well-known channel figure Denise Bryant takes lead role for indirect business at cloud and data management specialist NetApp Continue Reading

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• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

There is still time in 2020 for some senior appointments to be made across the industry Continue Reading

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• Simon Quicke, Microscope Editor

MicroScope: Reasons to be positive for 2021

In this issue, discover why the continued digital transformation trend means 2021 is looking good for the channel. Also read how business processes can be optimised by adding artificial intelligence to the mix, and how the channel is looking at the challenge of sustainability Continue Reading

Softcat: Coronavirus impacting customer tech priorities

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Cisco channel prospects looking solid going into 2021

Cisco is closing out the year with programme enhancements, an increasing focus on collaboration and strong evidence that its partner base has innovated through the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

SME customers showing signs of coronavirus impact

The pandemic has hit many small and medium-sized businesses and they are showing signs of caution and distress Continue Reading

By

• Simon Quicke, Microscope Editor

Cloud Distribution masterclass series puts emphasis on sales

Distributor extending the online support it can provide to partners keen to improve their sales skills Continue Reading

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• Simon Quicke, Microscope Editor

The channel in the pandemic, datacentres for investors – Computer Weekly Downtime Upload podcast

In this episode of the Computer Weekly Downtime Upload podcast, Simon Quicke joins Caroline Donnelly, Clare McDonald and Brian McKenna to discuss how the IT channel has fared in the pandemic, how datacentres have evolved as investment assets, STEM education for children, and data strategy at Guide Dogs Continue Reading

By

• Simon Quicke, Microscope Editor
• Caroline Donnelly, Senior Editor, UK
• Brian McKenna, Enterprise Applications Editor

Channel round-up: Who’s gone where?

It’s another busy week, with some well-known names popping up at different companies Continue Reading

By

• Simon Quicke, Microscope Editor

Centreon goes channel-first to boost growth

Firm is not alone in viewing the channel as a way to increase its growth prospects Continue Reading

By

• Simon Quicke, Microscope Editor

Insight urges customers to examine costs closely before cutting jobs

Channel player is concerned customers are laying off IT staff when savings could be made elsewhere in the business Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Olen Scott, Aryaka Networks

In this interview, MicroScope asks Olen Scott, senior vice-president of worldwide channels at Aryaka Networks, about his life, career and inspirations Continue Reading

Juniper to spend millions on the channel

Juniper Networks uses partner conference to talk about bold moves to increase investment in the channel and take market share Continue Reading

By

• Simon Quicke, Microscope Editor