Channel Business Management
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News
04 Jul 2025
Channel catch-up: News in brief
Developments of note at Dell, Gamma Communications, Bytes, TD Synnex, LevelBlue, Crayon, Trend Micro and Brother UK Continue Reading
By- Simon Quicke, Microscope Editor
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E-Zine
04 Jul 2025
MicroScope: Navigating through uncertainty
In this issue, learn about how to navigate the multitude of challenges facing the channel today, from global politics to economics and skills. Also, discover why platforming could be the solution to speed and cost woes, and learn all about BT Wholesale’s approach to the switch to digital Continue Reading
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Feature
05 Nov 2019
Q&A: Angela Whitty, managing director, UK&I partner organisation, Cisco
Cisco’s UK channel chief shares some views on the year ahead and the progress made in the 2019 financial year Continue Reading
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News
04 Nov 2019
Channel roundup: Who's gone where?
Another busy few days in the IT world with some more appointments being made across the industry Continue Reading
By- Simon Quicke, Microscope Editor
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News
04 Nov 2019
HPE supports as a service shift with partner programme enhancements
To support the ambition to offer as a service across the portfolio by 2022 HPE has started to make changes to its partner programme Continue Reading
By- Simon Quicke, Microscope Editor
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E-Zine
01 Nov 2019
MicroScope: The growing SD-WAN opportunity
After plenty of hype, software-defined wide-area networking is delivering revenues for the channel, but how are partners taking advantage of it? Also read about how to tackle the growing skills gap in the face of Brexit, and how businesses are supporting intelligent workspaces Continue Reading
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News
31 Oct 2019
Rivals offer alternative to UKFast staff after CEO steps down
Lawrence Jones has decided to step down amid allegations of sexual misconduct Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
30 Oct 2019
What resellers want: Countering customer frustrations
Alex Tatham, managing director of Westcoast, discusses his conclusions from the results of the company’s recent survey Continue Reading
By- Alex Tatham, Westcoast
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News
30 Oct 2019
Computacenter delivers solid third quarter
Computacenter has cheered investors with a decent Q3 just a week after fellow channel player Softcat did the same with its full year numbers Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
29 Oct 2019
Changing of the guard: Will technology leaders soon set business strategy?
IT must increasingly align with the business to keep up with modern customer demands, leading to a change of how the technology leadership role is performed Continue Reading
By- Sean Farrington, Pluralsight
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News
29 Oct 2019
Retirement wave sparking mainframe skills crisis
LZLabs has found that in just a few years those with the skills at many firms to keep the mainframe lights on are planning to head off into retirement Continue Reading
By- Simon Quicke, Microscope Editor
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News
29 Oct 2019
NetSuite makes “largest ever” investment in channel
ERP software vendor outlines new partner programme Continue Reading
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News
28 Oct 2019
Channel roundup: Who's gone where?
A brief guide to some of the appointments made across the industry in the past week Continue Reading
By- Simon Quicke, Microscope Editor
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News
28 Oct 2019
Webroot putting the ground work in before 2020 programme launch
The security player's channel chief has been spending the months post the Carbonite acquisition getting a firm grip on its indirect business Continue Reading
By- Simon Quicke, Microscope Editor
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News
23 Oct 2019
Skills issues holding back wider channel adoption of emerging tech
CompTIA takes the pulse of the UK channel and discovers more would like to be at the cutting edge but expertise is an issue Continue Reading
By- Simon Quicke, Microscope Editor
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News
22 Oct 2019
New Commvault channel chief promises partners greater stability
Mercer Rowe’s pledge of no more “knee-jerk reactions” welcomed by partners Continue Reading
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News
21 Oct 2019
Channel roundup: Who's gone where?
Another busy seven days with some more arrivals that have been hand picked for their abilities to bring growth Continue Reading
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News
21 Oct 2019
Forcepoint in a rush to make a channel difference
Security player is turbo-charging its efforts to put structures in place to work with partners Continue Reading
By- Simon Quicke, Microscope Editor
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News
17 Oct 2019
Schneider Electric: Healthcare, manufacturing and education leading edge spend
Power management specialist works with Canalys to survey resellers around the opportunities and challenges customers are facing around edge computing Continue Reading
By- Simon Quicke, Microscope Editor
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News
17 Oct 2019
Fresh image and roadmap “breathe new life” into Commvault
Commvault unveils new look and product strategy under CEO Sanjay Mirchandani Continue Reading
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Opinion
17 Oct 2019
Digital transformation: How far are we really in the journey?
Are customers really in as much of a hurry to digitally transform as the shrillest advocates of the technology would like us to believe? Continue Reading
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News
16 Oct 2019
LzLabs moving to plug mainframe expertise gap
Pressure is mounting from various sides on those customers that are still using apps that are stuck on aging mainframes Continue Reading
By- Simon Quicke, Microscope Editor
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News
15 Oct 2019
Nutanix reassures channel in transition to software company
Nutanix launches partners services programme and pushes OEM relationships Continue Reading
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News
15 Oct 2019
Webroot and Carbonite to re-launch channel programme in 2020
Webroot talks merging channel organisations following its acquisition by Carbonite in March Continue Reading
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News
14 Oct 2019
Nutanix announces back-end rebate increases
Vendor looks to get partner compensation “on a par” with competitors Continue Reading
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News
14 Oct 2019
Channel roundup: Who's gone where?
The revolving doors in the industry have been spinning over the last week as some senior figures have chosen to step aside and some fresh blood has been sought elsewhere to help fuel growth Continue Reading
By- Simon Quicke, Microscope Editor
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News
10 Oct 2019
Westcoast uncovers reseller thoughts about distribution
Channel player asks resellers what they think of distribution and finds there is work to do to support digital transformation ambitions Continue Reading
By- Simon Quicke, Microscope Editor
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News
09 Oct 2019
CompTIA: Channel must “learn new tricks” to keep customers
CompTIA CEO urges channel to explore emerging technologies or risk losing business Continue Reading
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Feature
09 Oct 2019
SD-WAN: How channel can make net gains
How prepared are channel partners to take advantage of the rapidly growing SD-WAN market? Continue Reading
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News
09 Oct 2019
Might be a while before someone orders from a reseller with Alexa
Personal assistants are gaining traction as yet another way customers can order services but concerns about data integrity are holding back widespread adoption Continue Reading
By- Simon Quicke, Microscope Editor
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News
08 Oct 2019
Forcepoint using platinum and services to up consultancy levels
Security player is adding more depth to its channel programme with a couple of enhancements Continue Reading
By- Simon Quicke, Microscope Editor
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News
07 Oct 2019
Channel roundup: Who's gone where?
Another busy week in the industry and time for the channel to get familiar with a few fresh names Continue Reading
By- Simon Quicke, Microscope Editor
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E-Zine
04 Oct 2019
MicroScope: What’s next for the channel?
The fourth quarter is the busiest in the channel, so we talk to experts to ask what technologies should be selling strongly in the coming months. Also, discover whether vendor certifications are really worth it, and what Brexit could mean for the GDPR sales pitch Continue Reading
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Opinion
03 Oct 2019
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
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News
03 Oct 2019
Telstra looking for channel growth after turning purple
The recent launch of Telstra Purple will give the comms specialist the opportunity to provide the channel with more support Continue Reading
By- Simon Quicke, Microscope Editor
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News
03 Oct 2019
Nuvias putting the emphasis on value
Distributor kicks off a campaign around adding value for resellers that will run for the next few months Continue Reading
By- Simon Quicke, Microscope Editor
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News
02 Oct 2019
HPE points distribution towards the growing as a service opportunity
Vendor is sitting down with distributors this week to talk about as a service, SMEs and its channel programmes Continue Reading
By- Simon Quicke, Microscope Editor
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News
01 Oct 2019
Maintel turns to former Avaya boss to step into CEO shoes
It's only taken a few weeks for the managed services player to settle on its choice of who will be its next chief executive Continue Reading
By- Simon Quicke, Microscope Editor
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News
30 Sep 2019
Channel roundup: Who's gone where?
Another busy week for those working in HR departments, including one of those getting a fresh head, over the past week Continue Reading
By- Simon Quicke, Microscope Editor
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News
27 Sep 2019
Veeam looking to get more partners to gold
Vendor is keeping the focus on skilling up its partner base and getting them to higher levels in its programme Continue Reading
By- Simon Quicke, Microscope Editor
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News
24 Sep 2019
WatchGuard focusing on verticals as MSP numbers swell
Security player has seen its managed service provider relationships grow since it reached out to that segment of the channel community Continue Reading
By- Simon Quicke, Microscope Editor
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News
24 Sep 2019
Extreme Networks bringing Aerohive partners into unified programme
Plans to bring Aerohive partners into a unified programme are close to being made public by Extreme Networks Continue Reading
By- Simon Quicke, Microscope Editor
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News
23 Sep 2019
Channel roundup; Who's gone where?
Another busy few days with some of the great and the good in the industry getting a chance to make a fresh impression in senior roles Continue Reading
By- Simon Quicke, Microscope Editor
- 23 Sep 2019
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News
20 Sep 2019
ScanSource paints a picture of a digital future
Just weeks after it revealed plans to divest its hardware operation the firm has updated UK partners on the strategy Continue Reading
By- Simon Quicke, Microscope Editor
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News
19 Sep 2019
Quest and SecureAuth look for growth through the channel
If you have ambitious targets to meet then there is no better way of cranking up the sales activity than deepening relationships with the channel Continue Reading
By- Simon Quicke, Microscope Editor
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News
18 Sep 2019
Channel has to help customers with confidence crisis
Those trying to go through the IT buying process are struggling with too much information and trying to make sense of vendor marketing messages Continue Reading
By- Simon Quicke, Microscope Editor
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News
17 Sep 2019
Agilitas chairman Kelly awarded OBE
Channel veteran is recognised for his efforts working in the ICT community in Wales Continue Reading
By- Simon Quicke, Microscope Editor
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News
16 Sep 2019
Channel roundup: Who's gone where?
Time for the weekly roundup of personnel moves across the industry with several senior roles being filled in the last seven days Continue Reading
By- Simon Quicke, Microscope Editor
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News
12 Sep 2019
LogMeIn looking for channel to support UCC suite
Firm is looking to get partners behind its latest product releases as it increases the focus its on comms and collaboration suite Continue Reading
By- Simon Quicke, Microscope Editor
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News
12 Sep 2019
Datto challenging MSP sales and marketing assumptions
Firm is using an event in London to challenge existing views of sales and marketing and provide advice for those looking to devise their own strategy Continue Reading
By- Simon Quicke, Microscope Editor
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News
11 Sep 2019
Are accreditations and certifications channel essentials, or simply nice to have?
We investigate how important it is for channel businesses to gain industry and vendor certificates Continue Reading
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News
10 Sep 2019
Cyxtera building channel base
As the business evolves and becomes increasingly indirect the data and security player is keen to work with more resellers Continue Reading
By- Simon Quicke, Microscope Editor
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News
10 Sep 2019
Time to skill up and deepen customer relationships
The fourth quarter is a key time on the sales front but there are other activities that resellers should engage in to get themselves in a stronger position come the year end Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
09 Sep 2019
Commercial PC growth better for channel than consumer PC growth
The commercial PC segment experienced a 15% sales increase in July, while consumer sales dropped by 2% – but that’s better than the other way round Continue Reading
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News
09 Sep 2019
Channel roundup: Who's gone where?
Plenty of movement in the industry this week as firm's look for experts that can help deliver growth Continue Reading
By- Simon Quicke, Microscope Editor
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News
09 Sep 2019
Ivanti steps up channel investment
Firm makes a raft of improvements designed to increase partner support and increase indirect revenues Continue Reading
By- Simon Quicke, Microscope Editor
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E-Zine
06 Sep 2019
MicroScope: Helping digital transformation
Find out how the channel is helping customers to digitally transform their businesses to keep up with trends and plan for the future, and read about what changes could come about from the shift to business-led IT. Read the issue now. Continue Reading
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News
05 Sep 2019
Asolvi set for further UK expansion after landing fresh investment backers
Nordic firm has already acquired three UK firms this year and looks like more will be on the agenda after it has a fresh majority investor on board Continue Reading
By- Simon Quicke, Microscope Editor
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News
04 Sep 2019
CenturyLink expands channel programme across EMEA
Firm is looking for resellers to sign up after it rolls out a major expansion in the area covered by its channel programme Continue Reading
By- Simon Quicke, Microscope Editor
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News
04 Sep 2019
Users struggling to get hold of digital skills
Research has found that a lot of customers are not able to take advantage of the latest technology because they do not have the in-house expertise needed to adapt and adopt it Continue Reading
By- Simon Quicke, Microscope Editor
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News
02 Sep 2019
Channel roundup: Who's gone where?
Changes in personnel worth noting this week at Googe Cloud, Lexmark, AOC/MMD and Qualitest Continue Reading
By- Simon Quicke, Microscope Editor
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News
29 Aug 2019
Tech Data CEO points to Q2 results as validation of strategy
Rich Hume is keen to move the firm to higher value solutions and viewed the second quarter results as a sign that the strategy is delivering Continue Reading
By- Simon Quicke, Microscope Editor
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News
27 Aug 2019
Channel roundup: Who's gone where?
The channel moves continue to stack up regardless of the summer holidays Continue Reading
By- Simon Quicke, Microscope Editor
- 23 Aug 2019
- 23 Aug 2019
- 23 Aug 2019
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News
23 Aug 2019
Channel advice: How to spend the holiday weeks
Staff might be coming and going topping up their tans but there is still plenty that the channel can do both internally and crucially externally with customers Continue Reading
By- Simon Quicke, Microscope Editor
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Feature
15 Aug 2019
Cyber security and the channel
Leading lights in the industry give their assessment of where the cyber security market is headed in the second half of 2019 Continue Reading
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Feature
13 Aug 2019
How to help businesses reach their digital goals
With digital transformation a hot trend in IT right now, the channel’s ability to help organisations hit the sweet spot in this pursuit could attract a lot of attention from potential customers Continue Reading
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Feature
12 Aug 2019
Control or shift – channel’s role in the move to business-led IT
What impact could the shift to business-led IT have on channel partners’ role with customers and the relationships they have grown and developed within customer organisations? Continue Reading
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News
09 Aug 2019
Channel roundup: Who's gone where?
Another busy week as some senior appointments are made across the channel Continue Reading
By- Simon Quicke, Microscope Editor
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News
07 Aug 2019
Digital transformation leadership a problem for users
NTT research has highlighted issues around the expertise of those leading digital transformation efforts and Kyocera has highlighted the need to concentrate on people as well as technology Continue Reading
By- Simon Quicke, Microscope Editor
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News
07 Aug 2019
Higher margin business helps Insight in Q2
Channel player might have seen sales remain flat but the CEO is remaining confident about the prospects for the second half Continue Reading
By- Simon Quicke, Microscope Editor
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News
05 Aug 2019
CybSafe reaps the benefits of turning to the channel
The security firm has provided an update a year after it made its decision to go in-direct Continue Reading
By- Simon Quicke, Microscope Editor
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News
01 Aug 2019
Channel taking steps to improve customer experience
CompTIA has found that resellers are starting to get on board with improving customer experience strategies to remain competitive Continue Reading
By- Simon Quicke, Microscope Editor
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News
01 Aug 2019
Skilled staff key to delivering CDW strategy
Channel player's CEO opens up about the importance of having the staff to deliver its growth ambitions during a call discussing its Q2 results Continue Reading
By- Simon Quicke, Microscope Editor
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News
31 Jul 2019
Computacenter provides investor cheer with H1 update
Channel player issues trading statement covering its first half revealing that the business is progressing well in fiscal 19 Continue Reading
By- Simon Quicke, Microscope Editor
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News
30 Jul 2019
Cisco increasing channel digital marketing support
Vendor brings together various marketing initiatives under one umbrella to help the channel reach out to customers more effectively Continue Reading
By- Simon Quicke, Microscope Editor
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News
29 Jul 2019
Channel roundup: Who's gone where?
A fresh channel face at Vodafone and a new boss at LogRhythm are just a couple of the highlights from the past week Continue Reading
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Feature
29 Jul 2019
Interview: Simon England, Nuvias CEO
With the first quarter of his tenure completed the boss of Nuvias shared his thoughts about his role leading the distributor Continue Reading
By- Simon Quicke, Microscope Editor
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News
25 Jul 2019
Softcat ahead of expectations
Trading update from channel player indicates that its fiscal fourth quarter is going well Continue Reading
By- Simon Quicke, Microscope Editor
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News
22 Jul 2019
Channel roundup: Who's gone where?
Another seven days that have seen personnel movement across the channel Continue Reading
By- Simon Quicke, Microscope Editor
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News
19 Jul 2019
Ethos Technology building on Pure signing
Distributor has landed a relationship with Pure Storage and is looking to build on that moment over the rest of 2019 Continue Reading
By- Simon Quicke, Microscope Editor
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News
18 Jul 2019
Nadella: Trust has to be earned every day
Microsoft CEO uses Inspire keynote to cover the importance of building trusted relationships Continue Reading
By- Simon Quicke, Microscope Editor
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News
16 Jul 2019
Commvault doubles partner rewards with Advantage Programme
Data management player increasing investment in supporting top partners with fresh channel programme Continue Reading
By- Simon Quicke, Microscope Editor
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Feature
15 Jul 2019
Interview: Graeme Watt, CEO of Softcat
Softcat boss talk about office openings, organic growth and why he doesn't lie awake at night worrying about the future of the channel Continue Reading
By- Simon Quicke, Microscope Editor
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News
12 Jul 2019
Microsoft climbs down over IUR changes
Vendor performs a U-turn in the face of mounting partner opposition over plans to cut back software licenses for internal use Continue Reading
By- Simon Quicke, Microscope Editor
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News
12 Jul 2019
IUR row overshadowing Microsoft Inspire
Vendor's honesty about the costs of providing partners with licenses dominating the Inspire build-up Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
11 Jul 2019
The hybrid cloud and clearing technical debt
When done properly, hybrid infrastructure can deliver efficiency, cost savings and performance, but with so many options available, good advice from a channel partner is key to achieving these benefits Continue Reading
By- Adrian Keward, Red Hat
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Opinion
10 Jul 2019
What makes a great managed security service provider?
With an increasingly challenging threat landscape, being a successful MSSP can be a struggle. Making sure customers stay safe is critical to the success of your business, which is why understanding what makes a great MSSP is crucial for you to be able to make informed choices that will prove beneficial to the company Continue Reading
By- Ryan Compagnone, Edgescan
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News
09 Jul 2019
K3 boss upbeat on business transformation progress
The ERP specialist has indicated it continues to improve its fortunes, despite issuing some challenging H1 numbers Continue Reading
By- Simon Quicke, Microscope Editor
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News
08 Jul 2019
Channel roundup: Who's gone where?
A selection of personnel moves this week as firms turn to experience to help support growth ambitions Continue Reading
By- Simon Quicke, Microscope Editor
- 08 Jul 2019
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News
08 Jul 2019
Brexit leading to increased customer caution
CFOs and tech startup entrepreneurs are both showing risk aversion with Brexit the cause of most of the problems Continue Reading
By- Simon Quicke, Microscope Editor
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E-Zine
05 Jul 2019
MicroScope: The effects of Brexit
Brexit is still to be delivered, but the channel has to carry on as usual – discover how executives are reacting to the effects of Brexit on business. Also read about the pros and cons of virtual storage, and how Barracuda is helping partners go further Continue Reading
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News
05 Jul 2019
Retail driving spending in CX market
There have been examples of the channel gaining customer experience expertise in the past few weeks and no wonder given the IDC growth forecasts for the technology Continue Reading
By- Simon Quicke, Microscope Editor
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News
04 Jul 2019
Mimecast looking to harvest existing relationships
Security player uses partner event to highlight the benefits of selling more products and services to existing customers Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
03 Jul 2019
Why networking certifications no longer matter
Networking certifications have consistently been an important milestone for network professionals. But diverse network infrastructure, automation and UI upgrades could change that. Continue Reading
By- Kevin Tolly, The Tolly Group
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News
03 Jul 2019
Aryaka looking at two-tier model
SD-WAN specialist is keen to sign up distribution partners in the UK before the end of the year Continue Reading
By- Simon Quicke, Microscope Editor
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News
03 Jul 2019
Connect Managed Services and G3 Comms merge
Customer Experience and Unified Comms players bought together to form a £55m revenue business Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
02 Jul 2019
What are the risks of not responding to a critical alarm in time?
When selling management tools, managed service providers need to educate users about the importance of acting on the alarms generated by such equipment Continue Reading
By- Klaus Allion, ANT Telecom