Channel Business Management

Brexit crisis: How are businesses coping?

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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

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

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

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

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

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

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

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

Amazon rolls out Business Prime offering

Etailer continues to enhance the offering for commercial customers with the addition of Business Prime Continue Reading

By

• Simon Quicke, Microscope Editor

Apstra stops the cyber criminals from loitering with intent

Intent-based networking fine-tunes all the complicated variables that influence the performance of a network infrastructure and can head off any potential cock-ups Continue Reading

By

• Nick Booth

Channel roundup: Who's gone where?

Another busy week with executives shuffling into fresh roles across the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Adept4 showing progress during challenging H1

Managed services provider updates investors on its half year indicating that although things remain down year on year it has been taking steps to remedy the situation Continue Reading

By

• Simon Quicke, Microscope Editor

Channel delivers solid growth for Lenovo

Firm aiming to build on the momentum of its last fiscal year with the channel playing a key role in delivering the growth Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another week with some senior executives deciding that the time is right for a fresh challenge Continue Reading

By

• Simon Quicke, Microscope Editor

Insight adds muscle on both sides of the Atlantic with PCM buy

Insight has forked out a significant amount to add IT products and services player PCM to the portfolio Continue Reading

By

• Simon Quicke, Microscope Editor

Why organisations cannot afford to get carried away with contact centre success

To build sustainable success in the contact centre world, you need a strong focus on business goals, incremental business gains, teamwork and a culture based on trust Continue Reading

By

• Jeremy Payne, Enghouse Interactive

IoT seen as key revenue and fresh business generator

CompTIA has turned to its emerging technology community to ask what technologies are going to drive opportunities and for the second year IoT has topped the list Continue Reading

By

• Simon Quicke, Microscope Editor

Shifting business model to benefit from the rise in cloud

Channel partners will need to undergo their own version of digital transformation to take full advantage of the shift to cloud Continue Reading

By

• Scott Murphy, Ingram Micro UK

Betty Blocks rolls out UK channel programme

Dutch firm has set up a formal programme for partners just six months after entering the UK market Continue Reading

By

• Simon Quicke, Microscope Editor

DXC cuts the ribbon on London innovation centre

Firm open to bringing in partners to work on cracking customer digital transformation challenges Continue Reading

By

• Simon Quicke, Microscope Editor

HPE rolls out Pro series to encourage closer ties with partners

Vendor hoping that giving the channel access to the same training and tools it provides internal staff will increase collaboration Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

UK resellers striking out for the US, board appointments at a couple of security players and a channel specialist at an AI player feature in this week's roundup Continue Reading

By

• Simon Quicke, Microscope Editor

Advanced thanks channel for delivering growth

Changing market conditions have played into the hands of software player Advanced and its partners Continue Reading

By

• Simon Quicke, Microscope Editor

Splunk encouraging partners to look beyond security

The vendor's recently appointed EMEA channel boss is keen to get partners selling its technology to more than just security customers Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam talks up importance of alliances

The vendor has held a London partner event this week where the focus was partly on getting partners to appreciate the solutions the wider vendor ecosystem could help deliver Continue Reading

By

• Simon Quicke, Microscope Editor

Modular channel approach working at Avaya

The unified comms specialist has seen the channel engage with its blocks approach with many getting behind numerous specialisations Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

A bust few days in the channel as several executives come in and a lucky few get promoted to gain more responsibility Continue Reading

By

• Simon Quicke, Microscope Editor

MSPs told to be wary of the CSP model

A channel event in Canada will resonate with managed service players here who are worried about losing customer relationships Continue Reading

By

• Simon Quicke, Microscope Editor

How to train channel staff

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

By

• Paul Clapham

Edgescan aiming to drive channel growth with Ignite launch

SaaS specialist has hired a channel executive and launched a programme to increase its indirect business Continue Reading

By

• Simon Quicke, Microscope Editor

Save your tiers – Infosec 2019 could be the start of a common-sense revolution, says Becrypt

There are changes afoot in the infosecurity market, with Deep Secure seeking partners’ help in fighting the curse of steganography, Ignition Technology’s identity offering creating appeal beyond the IT department, and Becrypt taking its disk encryption and data protection products direct to resellers Continue Reading

By

• Nick Booth

Five minute interview: Greg Bailey, Veeam

MicroScope puts its questions to Greg Bailey, director of channels and cloud at Veeam UK&I Continue Reading

More AI education needed

CompTIA finds that many firms are in the dark over the technology and would benefit from some guidance over its advantages Continue Reading

By

• Simon Quicke, Microscope Editor

HPE adds depth to SME targeted solution

Vendor looking to help SMEs with their digital transformation needs with server, storage and cloud software options Continue Reading

By

• Simon Quicke, Microscope Editor

Barracuda opens up about channel overhaul

The vendor has talked about a restructure of its channel and effects of simplifying partner programme Continue Reading

By

• Christine Horton

Brexit crisis: How are businesses coping?

Theresa May’s impending departure has only deepened the confusion surrounding Brexit – so what does the business community make of it all? Continue Reading

By

• Billy MacInnes

Scaling new heights

In the third and final part in his series, Predatar’s Alistair Mackenzie considers the top four technological challenges businesses are likely to face when they’re looking to scale their recurring revenue model Continue Reading

By

• Alistair Mackenzie, Predatar

NetApp UK&I boss talks growth and channel opportunities

Chris Greenwood has been given the chance to run the UK&I for the storage player and has stressed the importance of the firm's channel Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another week and there has been plenty of personnel movement across the channel with some senior channel appointments being made Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat provides investor cheer with Q3 update

Channel player continues to deliver the goods with an upbeat third quarter trading update Continue Reading

By

• Simon Quicke, Microscope Editor

Alibaba Cloud continues to expand partner ecosystem

The cloud player continues to sign up partners as it gets ready to bring the message to the UK Continue Reading

By

• Simon Quicke, Microscope Editor

Print players step up channel support

Epson and Kyocera have both revealed intentions to make life easier for partners Continue Reading

By

• Simon Quicke, Microscope Editor

Acquisitions fueling growth at Exertis

DCC announces double acquisition on the day it shares its numbers for the last fiscal year Continue Reading

By

• Simon Quicke, Microscope Editor

Millions generated and thousands of jobs the Huawei UK contribution

Partners assembling for the vendor's event in London told that the firm is making a major contribution to the UK economy Continue Reading

By

• Simon Quicke, Microscope Editor

Midwich indicates there could be more acquisitions

Audio visual distributor updates on its progress at an AGM that indicates that acquisition remains an option Continue Reading

By

• Simon Quicke, Microscope Editor

How to make channel sales work

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

By

• Marcus Cauchi and David Davies, Sandler Training (UK)

Channel roundup: Who's gone where?

Even with a bank holiday last week the appointments kept coming in the channel Continue Reading

By

• Simon Quicke, Microscope Editor

A bridge too VAR

The expedition from VAR to MSP is not short of challenges but, equipped with the right map, ambitious companies can feel more confident in getting past first base. In the second part of his series, Predatar CEO Alistair Mackenzie takes a closer look at the importance of a strong culture and highlights why marketing should no longer be viewed as an afterthought Continue Reading

By

• Alistair Mackenzie, Predatar

Open Systems charting a channel course

SD-WAN specialist has decided that the time is right to become a channel first company and make a push into the UK market Continue Reading

By

• Simon Quicke, Microscope Editor

IT vacancies continue to stack up

There have always been vacancies in the IT world and Q1 has revealed the number of jobs out there Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy few days across the industry as firms serving various sectors look to bring some fresh expertise on board Continue Reading

By

• Simon Quicke, Microscope Editor

GPC 2019: Dell Technologies highlights channel growth

Dell Technologies demonstrates progress with partners while encouraging cross-selling across expansive portfolio Continue Reading

By

• Christine Horton

MicroScope: A virtual world

In this month's issue, we cover changes in distribution and the challenges being faced by those aiming to add value Continue Reading

Channel getting the transformation message

Research from Agilitas IT has found that an increasing number of resellers are going through a transformation process Continue Reading

By

• Simon Quicke, Microscope Editor

Channel enjoys a strong start to the year

Just how has this year been going? There is no better way to find out than ask a number of those working in the channel Continue Reading

By

• Simon Quicke, Microscope Editor

VMware getting UK partners ready for Connect

The vendor is rolling out a revised partner programme next year and efforts are already under way to make sure the channel is ready for that development Continue Reading

By

• Simon Quicke, Microscope Editor

Twilio aiming to build channel momentum

Comms specialist has been on a partner recruitment drive and is looking to keep its indirect business moving forward over the course of this year Continue Reading

By

• Simon Quicke, Microscope Editor

Channel hitting the SME market for Dropbox

Partners delivered growth for the content and collaboration specialist last year and the foundations are building built to support future efforts Continue Reading

By

• Simon Quicke, Microscope Editor

WatchGuard adds specialisations to partner programme

The security player has taken steps to try and help partners increase their skill levels with three specialisations Continue Reading

By

• Simon Quicke, Microscope Editor

Michael Dell: Customers need trusted advisors more than ever

Channel will be “super important” for cutting through complexity, says CEO of the hardware giant Continue Reading

By

• Christine Horton

Incoming GTDC CEO stresses positive prospects for distribution

The incoming boss of the body that represents distributors has spoken of his belief that the best is yet to come from that tier of the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Daisy combines and rebrands channel operation

IT and telco player combines existing channel facing operations into a single entity to make life easier for partners Continue Reading

By

• Simon Quicke, Microscope Editor

Dell gives partner programme a fresh look

Dell Technologies re-brands programme, encourages cross-selling across portfolio Continue Reading

By

• Christine Horton

Channel roundup: Who's gone where?

Another week of personnel movements to chart across the channel as some get a chance to make a mark in a fresh executive role Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter gets off to a good start

A trading update for Q1 reveals that the growth it enjoyed last year has continued into 2019 Continue Reading

By

• Simon Quicke, Microscope Editor
• Simon Quicke, Microscope Editor

VAR from the madding crowd

Predatar’s CEO reflects on the transformation from VAR to MSP, highlighting some of the key milestones and the obvious pitfalls to avoid Continue Reading

By

• Alistair Mackenzie, Predatar

KCOM heading into private ownership

Telco specialist indicates it is supporting an offer from a large pension fund player to take the business into private hands Continue Reading

By

• Simon Quicke, Microscope Editor

Digital transformation spending flooding across all verticals

IDC is forecasting strong customer investments in digital transformation projects but the channel needs to make sure the focus is on more than just spending on tech Continue Reading

By

• Simon Quicke, Microscope Editor

SAP users get the chance to rate and compare resellers

A TripAdvisor type system means that customers will be able to click through resellers looking for those with the best skills and ratings Continue Reading

By

• Simon Quicke, Microscope Editor

Data projects failing thanks to skills shortages

The channel should have a role to play in helping enterprise customers execute data initiatives Continue Reading

By

• Simon Quicke, Microscope Editor

Channel delivers in Q1 for Aerohive and Veeam

Both firms have reported customer numbers are up in the first quarter and acknowledged the role the channel has played in getting that result Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another week has passed with plenty of movement made in firms across the channel ecosystem Continue Reading

By

• Simon Quicke, Microscope Editor

Former Sage execs in demand by ambitious channel players

Former executives from the software firm have been given board room positions by firms keen to exploit their advice and knowledge Continue Reading

By

• Simon Quicke, Microscope Editor

Vertiv cuts ribbon on fresh partner programme

Power specialist has taken steps to increase incentives and support for channel partners across EMEA Continue Reading

By

• Simon Quicke, Microscope Editor

Tripwire increases support for top tier partners

Security player rolls out channel programme enhancements including a platinum level Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

It's been another busy week in the HR departments across the channel as more executives come and go Continue Reading

By

• Simon Quicke, Microscope Editor

The channel is really big business

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MicroScope: Spotlight on SD-WAN security

In this issue, we look at the value of security in SD-WAN, as well as storage innovations and opportunities for channel growth Continue Reading

Channel backing apprenticeships

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Flashpoint registers significant channel growth

The business risk specialist has seen the channel numbers rise significantly since it introduced a formal partner programme 18 months ago Continue Reading

By

• Simon Quicke, Microscope Editor

Why software patch management matters

When building a business case for software patch management, focus on its ability to protect against malware, ransomware, phishing and other security threats, thereby reducing the risk of downtime Continue Reading

By

• Ian van Reenan, Datto

Pure Storage rolls out distributor programme

Storage player looks to formalise relationships with distribution partners across EMEA Continue Reading

By

• Simon Quicke, Microscope Editor

VMware shares details of forthcoming partner programme changes

The vendor has been rebuilding its channel partner programme and has indicated early next year will see the launch of a revised scheme Continue Reading

By

• Simon Quicke, Microscope Editor

Staff churn a challenge for IT recruiters

Curo Talent has been looking into how recruiters are attracting staff and some of their concerns about keeping them Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

The first quarter comes to a close with another flurry of job changes as the channel looks for executives with the experience to help deliver growth Continue Reading

By

• Simon Quicke, Microscope Editor

Dimension Data reskilling engineers for DevOps and automation

Channel player looking to get technical staff in a position to deal with growing demand for Continue Reading

By

• Simon Quicke, Microscope Editor

Aryaka channel boss taking a structured approach

The recently appointed senior president of worldwide channels at SD-WAN player Aryaka is looking to develop a formal partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

How resellers can cash in by making their clients Siccura

Security should be the most exciting sector in IT, yet the marketing is dull and unimaginative. We need stories of cops and robbers, not another set of meaningless statistics Continue Reading

By

• Nick Booth

Time and money holding back IT pro skills development

Those delivering technological solutions for customers are only too aware that the world is changing and skills need to be developed but as SolarWinds has uncovered its not quite that simple Continue Reading

By

• Simon Quicke, Microscope Editor

Datto looking to increase MSP sales and marketing support

The managed services specialist has shared its list of attributes that make a world class MSP and indicated that it could provide more help to those looking to increase their sales and marketing activities Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another seven days have passed in the world of the channel and as usual that means several changes across the industry in terms of personnel Continue Reading

By

• Simon Quicke, Microscope Editor

Nuvias moving to the next stage

Before he moves into the executive chairman role Paul Eccleston the CEO of the distributor talks about the journey the firm has been on Continue Reading

By

• Simon Quicke, Microscope Editor

Arcserve increasing top tier support

Data protection specialist's EMEA channel boss is looking to renegerise the partner base and work more closely with those that have been in its corner Continue Reading

By

• Simon Quicke, Microscope Editor

Incoming Nuvias boss clear on distributor's value

In the run up to his start date of next month the incoming boss at Nuvias already has ideas on what makes a successful distributor Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam increasing partner collaboration

Data management player is making this the year it listens more to channel partners Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat expanding customer base

First half numbers from the channel player indicate that a strategy to widen the customer base is delivering Continue Reading

By

• Simon Quicke, Microscope Editor

HP increases channel support for EaaS approach

The vendor has taken steps to make life easier for those partners looking to get involved with Everything as a Service Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy few days in the personnel departments across the channel with some fresh faces arriving Continue Reading

By

• Simon Quicke, Microscope Editor

Channel growth a priority for Juniper Networks

The vendor's recently appointed EMEA channel head is looking to work more closely with its top tier of partners Continue Reading

By

• Simon Quicke, Microscope Editor