Channel Business Management

Why consultation helps IT service providers keep customers for longer

Managed service providers need to focus on the ‘partner’ aspect of their role, says Mav Turner, group vice-president of products for SolarWinds MSP Continue Reading

By

• Mav Turner, SolarWinds MSP

Samsung arms partners with tools to support greater mobility

Firm’s UK channel boss explains the thinking behind the recent launch of Samsung One and why it wants existing partners to benefit from its investments Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who's gone where?

We look at more moves taking place across the industry, with some senior appointments being made in the hunt for growth Continue Reading

By

• Simon Quicke, Microscope Editor

Redcentric ends sale discussions without deal

MSP Redcentric reveals that discussions with potential suitors have terminated without a sale Continue Reading

By

• Simon Quicke, Microscope Editor

DCC Technology delivers revenue growth in H1 2020

Exertis owner navigates the challenges of the coronavirus and indicates that the quarter has seen improvements in its B2B portfolio Continue Reading

By

• Simon Quicke, Microscope Editor

GTDC praises distribution’s response to the pandemic

The industry group has held its annual summit, with CEO Frank Vitagliano highlighting just how well distribution has navigated the challenges of Covid-19 Continue Reading

By

• Simon Quicke, Microscope Editor

ConnectWise makes double security acquisition

MSP specialist moves to make life easier for those trying to manage threat detection and prevention Continue Reading

By

• Simon Quicke, Microscope Editor

Covid-19 pandemic highlights a crisis of data

Paul Evans, CEO of Redstor, shares his views about why he feels the ‘new normal’ offers unprecedented opportunities Continue Reading

By

• Paul Evans, Redstor

HPE rolls out partner programme enhancements

Vendor keen to drive as-a-service and increase activity in the SME market among its partner base Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat: Coronavirus impacting customer tech priorities

Firm’s research shines a light on where enterprise users are looking to shore up their IT capabilities Continue Reading

By

• Simon Quicke, Microscope Editor

Centreon looks for UK growth via the channel

Software player shares an ambition to grow its business here and to do so by working with resellers and MSPs Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Simplify the path to partner programmes

In this issue, discover how to navigate the complexity of channel partner programmes to best foster relationships, how business intelligence software is helping companies look beyond Covid-19, and why leaders are looking forward to 2021 Continue Reading

The challenge of solving the partner programme puzzle

 Continue Reading

Samsung One launches with emphasis on mobility

Vendor increases mobile tools for the channel as it launches a fresh partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Dynabook increases digital support for partners

Mobility specialist has reacted to the pandemic with partner programme enhancements and increased online support Continue Reading

By

• Simon Quicke, Microscope Editor

Bytes signals flotation ambitions

Channel player Bytes looks to split from South African owners and go it alone as a public company Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco CEO outlines channel relationship in cloud-first era

Cisco and partners must ‘think differently’ about how to coexist, says Chuck Robbins Continue Reading

By

• Christine Horton

Managed print channel upbeat over year ahead

Despite the ongoing pandemic, Quocirca found that many in the managed print world are looking to 2021 with better expectations Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Personnel moves that will interest the channel at Citrix, Mimecast, CyberGuard Technologies and ITS Continue Reading

By

• Simon Quicke, Microscope Editor

Datto CEO talks of increased support for partners post-IPO

MSP specialist plans to beef up its engineers, product and support staff after becoming a public company Continue Reading

By

• Simon Quicke, Microscope Editor

Tech is at the forefront of customer needs

The channel has had a good year so far and there are reasons to be optimistic about that continuing into 2021 Continue Reading

By

• Simon Quicke, Microscope Editor

Sophos and Splunk register spikes in channel activity

Vendors share details of increased activity on the channel front over the course of the coronavirus pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat delivers growth through the pandemic

Softcat’s FY20 numbers show that the channel player continued to succeed in growing its bottom line despite the coronavirus Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

It’s been a busy couple of weeks across the industry as more hires are made to support growth ambitions Continue Reading

By

• Simon Quicke, Microscope Editor

MSP channel gets more programmes, tie-ups and products

Sharp UK, Barracuda MSP and Toshiba Tec, and Cherwell are all taking steps to enhance their offerings and positions in the managed services market Continue Reading

By

• Simon Quicke, Microscope Editor

NetSuite upbeat over channel progress

Cloud ERP specialist has seen partner numbers increase in the 18 months since it launched its latest channel programme Continue Reading

By

• Simon Quicke, Microscope Editor

The challenge of solving the partner programme puzzle

Getting relationships with the channel is critical and many look to make that simple – but achieving it is a complex ambition Continue Reading

By

• Billy MacInnes

Training’s shift to virtual is a lasting legacy of the pandemic

CompTIA has shone the spotlight on how Covid-19 has changed the industry as it starts its EMEA partner event Continue Reading

By

• Simon Quicke, Microscope Editor

GTDC: Two-tier model offers vendors highest returns

Working with distribution and resellers rather than opting to go single-tier or direct is the best go-to-market strategy for vendors Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam will extend channel options with Kasten

The addition of container back-up options will give channel partners a wider solution to pitch, according to Veeam’s CTO Continue Reading

By

• Simon Quicke, Microscope Editor

Nutanix looks for GSI growth

Pressure is increasing to demonstrate to customers that cost savings can be realised quickly, according to the GSI leader at Nutanix UK Continue Reading

By

• Simon Quicke, Microscope Editor

Current conditions could foster further consolidation

Boss of SCC reveals that the company is considering some deals at a time when M&A activity is continuing across the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys: A profitable year for the channel

The channel has managed to navigate one of the most challenging years so far in a positive way Continue Reading

By

• Simon Quicke, Microscope Editor

Channel leaders cautiously optimistic about 2021

Challenges lie ahead, but the importance of technology is clear and steady, according to those responsible for supplying it to customers Continue Reading

By

• Simon Quicke, Microscope Editor

HPE boss looking for channel to bring SME growth

HPE is looking to reward those that bring in more business from small and medium-sized customers over the next year Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys: Pandemic has created winners and losers

As anyone in the channel serving vertical markets such as hospitality and travel will already know, there have been some real business victims of Covid-19 Continue Reading

By

• Simon Quicke, Microscope Editor

There is no one-size-fits-all

Vendors would like to think that they understand partners but as Billy MacInnes points out that is a hard challenge when so many are different from each other Continue Reading

By

• Billy MacInnes

Sabio adds more CX muscle with Anana

Customer experience specialist Sabio makes its fourth acquisition this year as it continues to back its ambition to become a major European player in the CX market Continue Reading

By

• Simon Quicke, Microscope Editor

Trolle eyes expansion at Exclusive Networks

New CEO is keen to bulk out global presence to make sure company increases its representation in more markets Continue Reading

By

• Simon Quicke, Microscope Editor

Pandemic sparks revenue climbs in unified comms and collaboration

IDC has shared its views of what happened in the market in the second quarter, with the shift to home working having a clear impact on demand Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Get in touch with remote network security

In this issue, find out how the security channel has been working to ensure the network safety of remote workers during the pandemic. Also read about how flash-based storage is being enhanced to include ground-breaking technology using helium and DNA, and discover how data is the key to encryption Continue Reading

WatchGuard swells channel with Panda partners

Three months after it completed the acquisition of endpoint player Panda Security, WatchGuard has significantly expanded its channel base Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam unveils VASPs

Data management specialist backs skilled channel specialists who can help solve customer problems Continue Reading

By

• Simon Quicke, Microscope Editor

Context: Distribution efforts through coronavirus appreciated

Resellers grateful for the help provided by distributors during Covid-19 pandemic but indicate they want more support in moving to a cloud services world Continue Reading

By

• Simon Quicke, Microscope Editor

HPE points distribution to everything as a service

Vendor holds its distribution event with a number of enhancements being rolled out to make it easier to sell services Continue Reading

By

• Simon Quicke, Microscope Editor

VMware continues to build on Partner Connect

Against a changing landscape, the vendor has stepped up efforts to ensure that its partner programme is delivering what the channel needs Continue Reading

By

• Simon Quicke, Microscope Editor

Cameyo, Dynatrace and Automation Anywhere launch partner programmes

The three vendors have all decided to enhance the programmes and certifications they can offer to partners Continue Reading

By

• Simon Quicke, Microscope Editor

Consenna sets sights on £10m revenues

Firm has seen growth ramp up over the past year and is now considering more international growth Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another busy few days, with – amongst other moves – Dell’s former channel chief popping up as US boss at Insight Continue Reading

By

• Simon Quicke, Microscope Editor

As-a-service offers take centre stage at HP Reinvent

HP shares details of more services that partners can take out to those working at home during the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Silver Peak launches certified deployment programme

SD-WAN specialist looking to get more global partners in a position to deliver the networking technology Continue Reading

By

• Simon Quicke, Microscope Editor

HP looks for channel to make a positive difference

Vendor launches Amplify Impact programme to encourage more diversity and inclusion across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

It’s not personal

Billy MacInnes shares a few thoughts on the industry’s love of the word ‘consumer’ Continue Reading

By

• Billy MacInnes

Change at the top of Exclusive Networks

Distributor welcomes a fresh CEO to take the helm and keep the firm’s growth coming Continue Reading

By

• Simon Quicke, Microscope Editor

Renew your selling system and make digital marketing effective

Chris Davies, managing director of Sandler Training, has some sound advice for those in the channel trying to ramp up their digital marketing efforts Continue Reading

By

• Chris Davies, Sandler Training

Nutanix ditches ‘cumbersome’ partner programme

Nutanix has replaced its partner programme with a paired-down version that rewards competencies over deal volume Continue Reading

By

• Christine Horton

SentinelOne thanks channel for delivering growth

Security player SentinelOne has seen its efforts to expand distribution and increase support for partners pay off in the revenue numbers Continue Reading

By

• Simon Quicke, Microscope Editor

Fintechs ramping up efforts to get loans into SME hands

With the deadline for the government-backed coronavirus loan scheme looming, efforts are being made to try to get those small firms looking for financial aid logged onto the system Continue Reading

By

• Simon Quicke, Microscope Editor

Exertis extends £10m in credit to AV partners

Distributor Exertis is increasing funds for audiovisual product and services resellers as a sign of support against a backdrop of Covid-19 Continue Reading

By

• Simon Quicke, Microscope Editor

Cloud Distribution heads to Moon to support growth

Distributor keen to increase opportunities for fresh business opportunities, making a couple of promotions to back up that aim Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy week across the industry, with there being no signs of slowdown in the volume of hires Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Reach out to resellers

In this issue, discover how the channel is making sure the human touch is maintained during the pandemic, with insight into how closer bonds can be developed and on how to maintain productivity. Also read about how 'hybrid working' is set to shape the future of the workplace Continue Reading

Buying and selling: this time, it’s personal

 Continue Reading

Is the channel missing the ‘human touch’?

 Continue Reading

How can technology businesses make a safe return to business?

Miriam Murphy, senior vice-president at Tech Data Advanced Solutions, shares her thoughts about how we can start to get back to more normal working practices Continue Reading

By

• Miriam Murphy, Tech Data

Computacenter ‘materially above’ expectations and Redcentric exploring sale

Tech investors have received some cheer from Computacenter and some guidance around a possible sale from MSP Redcentric Continue Reading

By

• Simon Quicke, Microscope Editor

Context: Toner sales reveal slow return to offices

Analyst house Context has found that it is able to reveal the different reactions across Europe to working back in the office by charting the sales of toner Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data shows expansion ambitions with APAC buy

With the backing of its new owners, the distributor has begun to flex its muscles and has picked an acquisition target to bolster its Asian presence Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data gearing up for more familiar Q4

As life gets ever closer to returning to a more normal state, the distributor has noticed enterprise projects coming back Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Darren Laurie, Versa Networks

It’s time for another channel executive to share some details about their life and career Continue Reading

Coronavirus accelerates digital transformation

The changes that have happened over the last six months have seen many customers make a dramatic shift in their stance on digital transformation Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another busy few days across the IT world with some fresh names for partners to add to their contacts book Continue Reading

By

• Simon Quicke, Microscope Editor

How the GSI partner model has supported customers with distributed workforces

Adam Tarbox, director of the global system integrator business for EMEA at Nutanix, shares his thoughts about the impact of the pandemic and the GSI partner model Continue Reading

By

• Adam Tarbox, Nutanix

Hitachi Vantara aims to double channel base

Storage player has transformed its indirect approach under its current leadership and is looking to keep that momentum going Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam partners building on wave of fresh customers

Vendor has seen users turn to its technology during the pandemic and is keen to make sure they remain there for the long-term Continue Reading

By

• Simon Quicke, Microscope Editor

Channel pandemic response: Virtual events are king, but support could improve

Feedback from MicroScope’s virtual channel event reveals some insights into the current thinking in the industry, with the majority focusing on virtual events and stating they're happy with support – but nearly a quarter say more could be done Continue Reading

By

• Simon Quicke, Microscope Editor

HPE on the hunt for new channel chief

Paul Hunter heads to the US, leaving a vacancy at the top of the vendor’s channel organisation Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat on course for strong FY20

Channel player continues to deliver growth as it issues a trading update to cover its last fiscal quarter Continue Reading

By

• Simon Quicke, Microscope Editor

Dell welcomes former staffer Dagher as global channel chief

After a three-year spell running Cisco Canada, Rola Dagher returns to step into the shoes vacated by Joyce Mullen Continue Reading

By

• Simon Quicke, Microscope Editor

MSSPs the answer for fed-up SOC staff

Employees sitting in security operations centres are showing signs of cracking under increasing pressure Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

A fresh face is at the helm in the UK&I at IBM, while there have also been moves at Corelight and Adaptiv Networks Continue Reading

By

• Simon Quicke, Microscope Editor

Jackson marks anniversary at 8x8 with solid channel progress

8x8’s EMEA channel boss, Keith Jackson, has spent his first 12 months building a channel base to use as a platform for future growth Continue Reading

By

• Simon Quicke, Microscope Editor

Schneider Electric increases rewards for edge-selling partners

Vendor continues to encourage engagement with edge solutions, with margins and discounts on offer Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Jan Ursi, Rubrik

MicroScope asks another channel executive a series of questions designed to help you get to know them that little bit better Continue Reading

Event: Navigating a post-pandemic world

MicroScope is holding a virtual event to discuss the changes that Covid-19 has sparked across the channel, what comes next and how to be more effective at digital marketing Continue Reading

By

• Simon Quicke, Microscope Editor

Buying and selling: this time, it’s personal

People buy from people, so the saying goes, and the coronavirus pandemic has tested the channel’s ability to do just that Continue Reading

By

• Billy MacInnes

RingCentral sings praises of master agency model

Cloud comms player is the latest to voice support of an approach that is starting to gain more ground in the UK Continue Reading

By

• Simon Quicke, Microscope Editor

Channel eyes opportunities around hybrid working

There is a fresh two-word contender to challenge digital transformation for dominance in every channel conversation Continue Reading

By

• Simon Quicke, Microscope Editor

Trams celebrates 30 years

Reseller reaches milestone and reflects on its history, with its people getting the nod for helping the firm prosper over three decades Continue Reading

By

• Simon Quicke, Microscope Editor

Is the channel missing the ‘human touch’?

Research from Kaspersky suggests vendors need to improve their relationships with channel partners, with experts weighing in on how to develop a closer bond through programmes and education Continue Reading

By

• Christine Horton

Coronavirus has not knocked the sustainability pitch

Epson reports that channel partners and customers are still talking green even in the face of the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam, 8x8, Synaxon, Snom and Compodium reaching out to partners

This appears to be the week for many vendors to announce partner programme enhancements and changes Continue Reading

By

• Simon Quicke, Microscope Editor

Fujitsu changes approach to training

Vendor looks to end box-ticking exercise and deliver more customised support for partners Continue Reading

By

• Simon Quicke, Microscope Editor

NetApp looks to help partners stand out from the crowd

Vendor has made a series of enhancements to its partner programme in an effort to widen the base and improve life for those that are already signed up Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter enjoys profit growth in first half of 2020

Computacenter provides investors with some cheer after sharing an encouraging trading update for the first half of 2020 Continue Reading

By

• Simon Quicke, Microscope Editor

Channel ends Q2 2020 on a high across Western Europe

Analysis of the market from Context reveals that the end of the second quarter continued to deliver growth for many across Western Europe, in spite of the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Getronics gets fresh owner managers

Deal worth €200m sees Dutch channel player start life under a different owner Continue Reading

By

• Simon Quicke, Microscope Editor

Door opening wider for Canalys Channel Forum 2020

Analyst firm Canalys has moved its event online, which should give more people the chance to attend Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another busy few days across the industry, with some senior appointments being made Continue Reading

By

• Simon Quicke, Microscope Editor

Vectra targeting fresh customer base with partners

Security player has ambitions to make a mark in the mid-market and is looking to its channel to play a part Continue Reading

By

• Simon Quicke, Microscope Editor