Channel Business Management

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

DCC Q1 update paints a picture of improving conditions

Exertis parent updates investors ahead of AGM, with signs of trading performance improving as the weeks progress Continue Reading

By

• Simon Quicke, Microscope Editor

Sellers adapting to a digital world

There are signs that channel sales staff are getting more comfortable with a digital approach Continue Reading

As IT moves deeper into the factory the channel should follow

Schneider Electric is urging partners to get involved with the convergence happening between the operational technology and information technology worlds Continue Reading

By

• Simon Quicke, Microscope Editor

HP looks to Amplify partner relationships

Vendor announces significant changes to its partner programme due to come into effect towards the end of the year Continue Reading

By

• Simon Quicke, Microscope Editor

Commvault rolls out enhanced partner programme

As promised by the Commvault’s channel boss earlier in 2020, steps have been taken to make life easier and more profitable for partners Continue Reading

By

• Simon Quicke, Microscope Editor

Mullen calls time on her spell as Dell channel chief

After more than two decades at the vendor, Joyce Mullen has decided the time is right for a fresh challenge Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks brings the curtain down on its festival

Distributor has spent the week educating and entertaining partners through its online festival Continue Reading

By

• Simon Quicke, Microscope Editor

Vectra, Sumo Logic, Konica Minolta and HP work on partner programmes

Vendors continue to enhance channel progammes and sign up more resellers to the fold Continue Reading

By

• Simon Quicke, Microscope Editor

Kaspersky: Now is not the time to pitch a fresh strategy

Security vendor Kaspersky advises its channel base to focus on helping customers with current problems Continue Reading

By

• Simon Quicke, Microscope Editor

GTDC: Distribution shines during the pandemic

Cloud sales increased, as did as-a-service demands, but a snapshot into the past few months from the Global Technology Distribution Council found disties were more than able to react to the changes Continue Reading

By

• Simon Quicke, Microscope Editor

Cato makes senior channel hire and rolls out support accreditation

Cato aims to keep channel momentum going with addition of global partner executive and technical support programme Continue Reading

By

• Simon Quicke, Microscope Editor

TalkTalk Business adds partner MDF to Homeworker package

Firm follows up on launch of business-grade connectivity offering, with details of how it plans to support its channel partners Continue Reading

By

• Simon Quicke, Microscope Editor

Insight promotes from within for next UK boss

Darren Hedley will step into Emma de Sousa’s role as Insight’s UK senior vice-president from the start of next year Continue Reading

By

• Simon Quicke, Microscope Editor

What will the ‘new normal’ look like?

With thoughts starting to turn to a post-coronavirus world, the channel is trying to work out what changes made in the past few months will stick Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: MSPs lend a helping hand

In this issue, read about how the Covid-19 pandemic has allowed for managed services players to show their worth, and discover how the use of collaborative tools has made businesses consider how to make conference calls more engaging Continue Reading

Interview: Bob Bailkoski, CEO of Logicalis

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Resellers overcoming resistance to agent model

Avaya has seen its channel partners change their position on the master agent model as the vendor has led more of them through the process Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data flexes financial muscles after Apollo deal

Deal to acquire the distributor finally closes and the channel player is quick to show off what the benefits of private ownership will involve Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam channel becoming ‘calmer’ about alliances approach

Vendor has worked to increase transparency and encourage resellers to tap into the strong network of alliances it has struck Continue Reading

By

• Simon Quicke, Microscope Editor

No Glastonbury? Try the Exclusive Networks festival

Resellers can register for the festival, running all of next week, to gain insights, get entertained and get into gear on future plans from the distributor Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Senior changes at Lenovo and the emergence of a fresh employer in the shape of Nebulon are just a couple of the highlights this week Continue Reading

By

• Simon Quicke, Microscope Editor

Four disciplines for maintaining staff productivity to meet service level agreements in pandemic

Datto’s vice-president of engineering for remote monitoring and management, Ian van Reenen, shares some views about productivity during the current crisis Continue Reading

By

• Ian van Reenan, Datto

HPE CEO: We won’t grow the business without the channel

HPE kicks off its Discover event with a range of enhancements for the channel around its GreenLake proposition Continue Reading

By

• Simon Quicke, Microscope Editor

Cancom UK boss urges offices to reopen

The office environment has an important to to play, and staff are starting to return as the coronavirus lockdown eases. Cancom's UK boss is encouraging others to open their offices once more Continue Reading

By

• Simon Quicke, Microscope Editor

Dell and Rackspace strengthen edge pitch

Vendors launch fresh products and services to make sure the channel has the answers that customers are increasingly looking for Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco: Partners heading in the right direction

The coronavirus pandemic has not knocked Cisco’s existing strategy off course, with the vendor convinced its channel is able to tackle current and future problems Continue Reading

By

• Simon Quicke, Microscope Editor

Now is the time for traditional partners to change

Cisco warns those resisting a move to services and software-led business that the coronavirus pandemic could hit them hard Continue Reading

By

• Simon Quicke, Microscope Editor

Security rises to the top of the MSP agenda

Research from Datto and IT Glue provides a snapshot of how managed service players are reacting to the coronavirus Continue Reading

By

• Simon Quicke, Microscope Editor

Ingram Cloud Summit shares thoughts on the long view

Sessions at the distributor's virtual conference look beyond the current demands of the pandemic to what will be coming next Continue Reading

By

• Simon Quicke, Microscope Editor

Westcon named ‘master agent’ for Avaya UCaaS offering

Westcon will help take Avaya’s first joint offering with RingCentral to the channel in Europe Continue Reading

By

• Christine Horton

Channel crying out for the ‘human touch’

Research from Kaspersky reveals that distributors and resellers want much more contact with vendors Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another week of personnel movement across the industry as firms seek the expertise that will help drive growth Continue Reading

By

• Simon Quicke, Microscope Editor

Agilitas extends reach into security market

Firm signs up as a Fortinet partner as it looks to make more of an impact in the cyber security space Continue Reading

By

• Simon Quicke, Microscope Editor

RM hopes trading will be boosted by schools reopening

Education specialist shares a first-half trading update that shows the impact of the coronavirus Continue Reading

By

• Simon Quicke, Microscope Editor

Context charting a rising channel optimism

Analyst house Context has been following the impact of the coronavirus through the course of the pandemic and has found that the sentiment across the European channel has improving since late May Continue Reading

By

• Simon Quicke, Microscope Editor

Juniper filling up Enterprise+ ranks

Networking player Juniper is not far off completing its recruitment process to get partners signed up for its enterprise targeting scheme Continue Reading

By

• Simon Quicke, Microscope Editor

IT pros struggling to juggle Covid-19 demands with innovation agenda

The current coronavirus crisis is making life increasingly difficult for those tasked with keeping the lights on at IT departments Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Remco Postma, Tufin

Remco Postma, director, channel sales EMEA at Tufin, takes the questions and reveals what gets him up in the morning and shares his ice-skating credentials Continue Reading

Enhancing the conference call experience

The use of collaborative tools has exploded – and so have efforts to make sure staff don’t fall asleep during the calls Continue Reading

By

• Nick Booth

Channel roundup: Who’s gone where?

Talent already in the building has been discovered and rewarded by a few firms this week Continue Reading

By

• Simon Quicke, Microscope Editor

All to gain: Unlocking the potential of a diverse and inclusive workforce

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Coronavirus: How Covid-19 kick-started a shift to home working

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MicroScope: The surge in home working

The shift by many to home working has created opportunities and challenges for the channel as it looks to help customers through the changes. Also discover the importance of diversity in your workforce, and how Covid-19 is affecting IT events Continue Reading

How Covid-19 has turned the IT events calendar on its head

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Channel starts considering the legacy of the coronavirus

As lockdown starts to ease, considerations are turning to what the “new normal” will look like, and how it will impact the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Partner programme launches continue to stack up

Not only are those running vendor channel teams busy supporting current partners, but some have found the time and focus to devise fresh channel programmes Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Some fresh names for the channel to add to their contacts books as there is more personnel movement across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

Channel increases digital marketing efforts

Veeam is the latest to notice an increase in demand from partners for digital marketing support Continue Reading

By

• Simon Quicke, Microscope Editor

Citrix taking the channel to a digital workplace future

Citrix is moving beyond its virtualisation roots and is working to make sure it has the channel in place to support its ambitions Continue Reading

By

• Simon Quicke, Microscope Editor

If we get funding now, our tech must be good

Those lucky enough to get investment against the backdrop of the coronavirus pandemic are highlighting what that might say about their offerings to the market Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data weeks away from closing Apollo deal

Distributor shares first-quarter numbers and reveals it is close to sealing Apollo merger Continue Reading

By

• Simon Quicke, Microscope Editor

Building the workplace of the future

Technology has evolved in the office, but are companies prepared for the next step? Continue Reading

By

• Lieven Bertier, Barco ClickShare

Softcat shares details of ‘satisfactory’ Q3 trading

Channel player’s trading update reveals that the first few weeks of lockdown have not had too much impact on the numbers Continue Reading

By

• Simon Quicke, Microscope Editor

Secureworks launches partner programme with a difference

Cyber security vendor replaces traditional tiered structure with performance-based model Continue Reading

By

• Christine Horton

Tech Data increases digital collaboration to reach out to resellers

Distributor’s lunchtime sessions have proved popular with resellers, who appreciate the chance to talk about a range of topics Continue Reading

By

• Simon Quicke, Microscope Editor

Channel at the heart of SecureAge’s UK plans

Security vendor SecureAge is starting to build its UK presence with one of the priorities being to develop a partner network Continue Reading

By

• Simon Quicke, Microscope Editor

Coronavirus: Fujitsu adds to list of vendors increasing support for partners

Fujitsu has indicated it is taking steps to support its Select partners, and Adobe has come up with a solution to keep partners and ISVs busy during Covid-19 Continue Reading

By

• Simon Quicke, Microscope Editor

Brexit uncertainty and coronavirus barely leave a dent on DCC

Exertis parent delivers its numbers for its fiscal 2019, indicating that it is weathering the storm Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another busy week across the channel, with some boardrooms opening the door to some fresh expertise Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter business strengthens during lockdown trading

Channel giant issues a trading statement that will provide cheer not only to investors but also those keen to see the channel shake off the impact of the coronavirus Continue Reading

By

• Simon Quicke, Microscope Editor

Interview: Bob Bailkoski, CEO of Logicalis

The recently appointed chief executive of Logicalis, Bob Bailkoski, discusses coronavirus and his vision for the business Continue Reading

By

• Simon Quicke, Microscope Editor

Check Point driving partners into growth areas

Security player Check Point has seen some success in the months since launching the latest incarnation of its partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Coronavirus: How Covid-19 kick-started a shift to home working

Lockdown has forced people to work from home and turn to the channel for help in supporting the ‘new normal’ Continue Reading

By

• Billy MacInnes

Marketing goes digital as resellers look to grow sales base

Sales teams are adapting to the coronavirus pandemic with the world making a shift to remote working Continue Reading

By

• Simon Quicke, Microscope Editor

Bounce Back scheme backs £2bn of loans to small firms

The latest attempt by the government to ease the economic pain caused by the coronavirus has kicked off Continue Reading

By

• Simon Quicke, Microscope Editor

Coronavirus: Existing customers key to getting through crisis

Keeping established relationships going is one way that the channel can weather what might be a challenging economic time ahead Continue Reading

By

• Simon Quicke, Microscope Editor

IBM reaches out to MSPs and ISVs

Big Blue makes major enhancements to its partner programme with the aim of attracting and rewarding those that specialise in developing their own IP and providing services Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks gets closer to the startup community

Distributor forms partnership with Tomorrow Street to help startups get the chance to work with the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

The country might have been in lockdown for the past few weeks, but that has not stopped the hires continuing across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

All to gain: Unlocking the potential of a diverse and inclusive workforce

We look at the business benefits of opening the doors to a diverse workforce Continue Reading

By

• Yvette Steele, CompTIA

What if we could learn IT skills at the speed of hackers?

IT training is not a marathon, but maybe it is a Skill Sprint, writes Nick Booth Continue Reading

By

• Nick Booth

Veritas increases number and depth of support for top partners

Data protection and management player is looking to help more partners get to the top tier of its programme Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Staying connected

In this issue, read about how the channel is helping customers stay connected during the pandemic, with Covid-19 raising hardware demand as businesses aim to provide technology for home workers. Also discover the benefits of SD-WAN and learn about the top compliance concerns for the coming year Continue Reading

Coronavirus: Distributors can take a lead

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Coronavirus: Print channel appeals for more vendor support

Research from Quocirca reveals that the print channel is having to cope with the pandemic and the challenges of moving to a “new normal” Continue Reading

By

• Simon Quicke, Microscope Editor

SCC looks to ease lockdown with thermal imaging tech

Channel player sets up mobile thermal imaging at Bournemouth Airport as it looks for more verticals to adopt the technology Continue Reading

By

• Simon Quicke, Microscope Editor

Chancellor hopes Bounce Back Loan scheme will deliver funds to small firms

Small businesses have so far faced a challenge in getting hold of funds during the coronavirus crisis, but a fresh scheme coming in next week should ease those problems Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat backing charity battling coronavirus-induced food poverty

Reseller Softcat is urging the rest of the channel to get behind a campaign aimed at helping to feed people who are struggling with hunger because of the Covid-19 coronavirus pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Easter holidays and supply issues reverse some March gains

Research from Context has found that the growth rates experienced by the channel in March took a hit at the start of April Continue Reading

By

• Simon Quicke, Microscope Editor

Channel relationships really matter

The chief executive and founder of security distributor e92plus, Mukesh Gupta, shares his thoughts about the help his firm can deliver right now Continue Reading

By

• Mukesh Gupta, e92plus

Coronavirus: HPE adds to list of vendors offering financial aid

HPE has outlined a number of initiatives designed to help partners get through the Covid-19 coronavirus crisis Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter provides some cheer with robust Q1 trading

One of the first set of numbers to include some lockdown trading has come out of the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Coronavirus: Dell offers channel access to $9bn in financing

Vendor continues to make moves to support partners that are trying to keep business as normal as possible during the Covid-19 crisis Continue Reading

By

• Simon Quicke, Microscope Editor

Coronavirus: Extreme Networks adds LEAP to support partners

Vendor builds on previous moves to ease certifications and increase access to training with financial help for resellers Continue Reading

By

• Simon Quicke, Microscope Editor

What will the next phase of working look like due to Covid-19?

Andy Jane, CTO at Olive Communications, looks back at the past couple of weeks as the UK has been on lockdown to see how businesses have coped during the initial stage of the Covid-19 coronavirus crisis Continue Reading

By

• Andy Jane, Olive Communications

Exclusive Networks adds more muscle to executive team

Distributor hires a head of professional services as it continues to bolster its management ranks Continue Reading

By

• Simon Quicke, Microscope Editor