Channel Business Management

Thales driving channel integration after Imperva addition

The channel chief at Thales talks about the benefits of prioritising talking to the partner bases of both vendors with a single voice Continue Reading

By

• Simon Quicke, Microscope Editor

HPE puts the focus on enabling channel to sell AI

Vendor uses shindig in Las Vegas to roll out competency and talk of increased support for those keen to take advantage of the surge of interest in artificial intelligence Continue Reading

By

• Simon Quicke, Microscope Editor

Riverbed cuts ribbon on ONE programme

Vendor combines introduction of fresh partner scheme with the launch of its AI observability platform Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

Moves of note this week include those made at Netskope, Illumio, Cegid and a well-earned retirement at Abzorb Continue Reading

By

• Simon Quicke, Microscope Editor

AI adoption held back by user skills shortages

Research from SoftwareOne exposes the problems customers face when attempting to take advantage of artificial intelligence Continue Reading

By

• Simon Quicke, Microscope Editor

Channel moves: Who’s gone where?

There have been moves this week at Westcon-Comstore, Kaseya, Six Degrees, Pax8, Kinly, Pulsant and Hyperoptic Continue Reading

By

• Simon Quicke, Microscope Editor

ANS opens apprenticeship scheme to channel

Firm adds its apprenticeship academy to the range of benefits available for its indirect partners to tap into Continue Reading

By

• Simon Quicke, Microscope Editor

M247 enhances channel offering and looks to bolster London activity

Cloud player rolls out updated partner programme and a promotion designed to get customers in the capital spending with the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Skills shortages exposing MSPs to security risks

Findings from Sophos research indicates that managed servicer providers are struggling to keep on top of industry developments Continue Reading

By

• Simon Quicke, Microscope Editor

Is it worth taking a risk in the channel?

There may be hesitation in the channel when it comes to making risky decisions, but is risk needed if the channel is to grow? We ask a range of experts to weigh in on the topic Continue Reading

By

• Billy MacInnes

Channel round-up: Who’s gone where?

We highlight more executive moves across the industry in the past week Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Karin Pike, Okta

The latest industry figure to share some personal insights is the director of channel partners and alliances for Northern Europe at Okta Continue Reading

Not all AI is created equally – and neither are humans

Lance Williams, CTO at Distology, is convinced that the human factor should not be underestimated in the frontline fight against AI-generated threats Continue Reading

By

• Lance Williams, CTO at Distology

Cradlepoint enhances MSP programme

Networking player Cradlepoint improves managed service offering to encourage more partners to get behind 5G Continue Reading

By

• Simon Quicke, Microscope Editor

Mudd named as Bytes CEO

After sitting in the hot seat on an interim basis for the past few months, Sam Mudd’s move as Bytes CEO becomes permanent Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: The challenge of our time

In this issue, explore what you can do to help customers on their net-zero journeys as sustainability grows in importance in the boardroom. Also read up on the benefits of refurbished kit, and learn how Tech Channel Ambassadors are promoting careers to young people and reskillers Continue Reading

Tech Channel Ambassadors out to reduce stress and strife

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Why sustainability matters

 Continue Reading

AI not yet making a channel marketing impact

Lack of guidelines, concerns over data, and a failure to deliver compelling results are hindering adoption of artificial intelligence tools Continue Reading

By

• Simon Quicke, Microscope Editor

Consolidation and growth are key MSP market trends

Market analysis from tech investment player reveals the factors underpinning continued growth on both sides of the Atlantic Continue Reading

By

• Simon Quicke, Microscope Editor

TD Synnex launches group to focus on AI

Distributor forms group to bring together businesses and individuals with different skills and resources to maximise benefits of artificial intelligence Continue Reading

By

• Billy MacInnes

The keys to ESG success

Figures across the industry share some of their best practices to improve sustainability and diversity Continue Reading

By

• Billy MacInnes

Channel explainer: How apprenticeships can ease the skills crisis

Is developing your own talent the answer to the growing skills gap? What are the benefits of working with young people? And what does success look like? This explainer tackles those questions Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Cristina Bentue, IriusRisk

The latest to share some personal insights is Cristina Bentue, co-founder and chief operating officer of cyber security player IriusRisk Continue Reading

Tech Channel Ambassadors out to reduce stress and strife

Billy MacInnes reflects on the TCA group’s recent launch and its ambition to help promote the channel as a positive career destination Continue Reading

By

• Billy MacInnes

Support must be there to make apprenticeships work

Channel advised to think of the complete person and their needs if training schemes are going to be successful Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Moves made in the past working week at Infinigate, Synaxon, Epson, Expel and Eficode Continue Reading

By

• Simon Quicke, Microscope Editor

Channel ambassadors take the message to the next generation

Non-profit company is formed to promote the benefits of a career in the IT channel to help fill the skills gap and increase inclusivity Continue Reading

By

• Simon Quicke, Microscope Editor

Umbraco provides update on sustainability progress

CMS player issues annual Impact Report to cover progress made on carbon emissions, diversity and efforts to work with partners to save planet Continue Reading

By

• Simon Quicke, Microscope Editor

Climb CEO talks emerging vendors, expansion and UK importance

We speak to the distributor’s chief executive, Dale Foster, who has plans to widen the reach of the business and believes the need for specialists remains as high as ever Continue Reading

By

• Simon Quicke, Microscope Editor

Goldilock makes move to channel-first model

Security player views partners as best way to grow business and brings on board expertise to support shift Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat boss talks H1 results, M&A and growing headcount

In light of the release of numbers for the channel player’s first half, Softcat’s CEO shares his thoughts on the progress made Continue Reading

By

• Simon Quicke, Microscope Editor

Microsoft shares progress in getting the channel to embrace AI

Vendor reveals the activity it has inspired in the channel since promoting artificial intelligence with partner programmes last summer Continue Reading

By

• Simon Quicke, Microscope Editor

OVHcloud sounds the call for microservices partners

Lack of customer skills has created a need for more services to be available around Docker and Kubernetes Continue Reading

By

• Simon Quicke, Microscope Editor

Bytes shares FY update as it investigates Murphy departure

Channel player Bytes’s interim CEO talks of growth while the board shares reasons for the former leader’s exit Continue Reading

By

• Simon Quicke, Microscope Editor

Juniper enhances programme with increased MSP support

Networking vendor is hoping a strategy of providing AI-capable products and a supportive programme will enable partners to deliver more growth Continue Reading

By

• Simon Quicke, Microscope Editor

Channel leaders feeling positive

The highest levels of optimism seen for five years among those driving the industry have been fuelled by growth in AI and other emerging technologies Continue Reading

By

• Simon Quicke, Microscope Editor

Coterie launches channel marketing academy

Marketing specialist introduces courses designed to help improve and develop marketing skills across the channel Continue Reading

By

• Simon Quicke, Microscope Editor

RM outlines strategic growth plan

Education player puts tough 2023 into history books as it looks to improve business fortunes Continue Reading

Channel struggling to unlock data insights

High volumes of information from various sources are underlining attempts to grow revenues, according to findings from Westcon-Comstor Continue Reading

By

• Simon Quicke, Microscope Editor

Channel explainer: Why sustainability matters

Why is it important to have a strong green story? Where do you start, and who is going to help you? This explainer tackles those questions Continue Reading

By

• Simon Quicke, Microscope Editor

Channel urged to keep evolving sustainability position

With the industry evolving, the emergence of AI and other energy-hungry technologies, the need to keep on top of strategies to reduce carbon emissions are essential Continue Reading

By

• Simon Quicke, Microscope Editor

Customers signal supplier green credentials a priority

Being able to flex a solid sustainability position is being seen by a growing number of users as an essential Continue Reading

By

• Simon Quicke, Microscope Editor

IWD: Work to be done on equal pay and representation

International Women’s Day is an opportunity to highlight the progress made and the steps still needed to improve diversity Continue Reading

By

• Simon Quicke, Microscope Editor

HP emphasises AI in partner programme enhancements

Vendor uses partner event to share details of changes coming in May, and its plans to increase support for partners keen to get involved with artificial intelligence Continue Reading

By

• Simon Quicke, Microscope Editor

Focus on margin and technical enablement as Barracuda enhances programme

Security vendor has updated its three-month-old programme in response to feedback and with a view to improving channel profitability Continue Reading

By

• Simon Quicke, Microscope Editor

Channel moves: Who’s gone where?

Moves this week at the likes of Logicalis, GFT, Workspace 365, Check Point, VeUP and SSH Communications Security Continue Reading

By

• Simon Quicke, Microscope Editor

Nebula urges channel to collaborate on sustainability

Firm shares report warning that keeping green cards close to the chest will not liberate the wider benefits of a strong ESG strategy Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Is cloud the best option?

In this issue, find out why cloud may not always be the right course of action for businesses to take. Also discover the growing threat artificial intelligence brings to the cyber security market, as well as read predictions on what areas will grow over the course of the year Continue Reading

Konica Minolta Business Solutions marks year of partner growth

Anniversary of supplier’s partner programme provides opportunity for update on progress with indirect business Continue Reading

By

• Simon Quicke, Microscope Editor

Mid-market customers feeling ignored and mis-sold

Research from Microsoft partner Advania has revealed that users are struggling with legacy tech, management headaches and a lack of support from vendors Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Moves this week at Mitel, Auxilion, VeUP, Eco group, Planon, Saidot and VIPRE Security Group Continue Reading

By

• Simon Quicke, Microscope Editor

Channel marketing scope has widened

Those looking after industry brands are increasingly taking on sustainability as an area of responsibility Continue Reading

By

• Simon Quicke, Microscope Editor

Bytes Group CEO resigns

Undisclosed trades in Bytes Group’s shares lead long-standing staffer to walk away from the business Continue Reading

By

• Simon Quicke, Microscope Editor

Infinigate adds DX depth and Evolve IP continues partner recruitment

Distributor rolls out fresh service offering while telecoms player reveals latest MSP to join ranks Continue Reading

By

• Simon Quicke, Microscope Editor

SailPoint cuts ribbon on MSP programme

Security player keen to get partners to solve more customer identity-related challenges Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Personnel moves of note at AMD, Mitel, NetSPI and mpro5 have been made in the past week Continue Reading

By

• Simon Quicke, Microscope Editor

Kyocera: In tough times, get closer to your suppliers

Print and document management player advises the channel to deepen relationships, while elsewhere, Canon puts more products into the hands of partners Continue Reading

By

• Simon Quicke, Microscope Editor

Distology gearing up for growth with leadership shuffle

Security distributor makes some internal moves to ensure it has the right people in place ahead of its fiscal year starting in April Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Personnel moves this week at TD Synnex, Apogee, Sharp NEC Display Solutions, Logpoint, and Concurrent Technologies Continue Reading

By

• Simon Quicke, Microscope Editor

Channel can make money from generative AI

Generative artificial intelligence has gone from hype to use cases to become a growing channel opportunity Continue Reading

By

• Simon Quicke, Microscope Editor

Distributors play key role in sustainability

Given its position as a supplier of products and services, and its trusted relationship with vendors, disties are in a pivotal position Continue Reading

By

• Simon Quicke, Microscope Editor

What the drive for sustainability means for IT distributors

Howard Davies, CEO & co-founder of Context, shares his thoughts about what the push towards net zero by vendors means for the channel Continue Reading

By

• Howard Davies, CEO & co-founder of Context,

Heath to become Dell’s UK channel lead

With Rob Tomlin leaving the business, Dell has looked internally to find a replacement to drive the partner business forward Continue Reading

By

• Simon Quicke, Microscope Editor

Rigby Group moving towards ambitious zero emissions target

Channel player shares insight into its progress on reducing carbon across the group, which includes SCC Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Ross Teague, Nebula Global Services

The latest channel figure to share some personal insights is the founder and CEO of Nebula Global Services, Ross Teague Continue Reading

Dell looks for growth with partner programme enhancements

Supplier keen to use improved rewards and simplified processes to garner further channel growth Continue Reading

By

• Simon Quicke, Microscope Editor

Dell encourages GenAI involvement with partner competency

One of the features of the enhanced Partner programme was the launch of a process to validate those up to speed on the technology Continue Reading

By

• Simon Quicke, Microscope Editor

Channel moves: Who’s gone where?

It's been a busy time on the personnel front, with movement across various levels of the channel, including Infinigate, Logicalis, Sabio, Assured Data Protection, Netskope, SolarWinds, Enreach and Epsilon Telecommunications Continue Reading

By

• Simon Quicke, Microscope Editor

Own, Check point and TD Synnex offering programmes and support

The latest examples of how vendors and distributors support channel growth illustrate the importance of incentives and rewards Continue Reading

By

• Simon Quicke, Microscope Editor

Midwich launches investment arm

Audiovisual equipment distributor looks to encourage innovation across the segment with private equity operation Continue Reading

By

• Simon Quicke, Microscope Editor

TD Synnex, Westcon-Comstor and Infinigate expand portfolios

Distributors are making moves to ensure they have a mix of products and services that appeal to their channel partner bases Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Plenty of senior appointments being announced in the past working week, including SecurityBridge, Panzura, F5, UiPath, Delinea and Jetbuilt Continue Reading

By

• Simon Quicke, Microscope Editor

AWS introduces SME partner competency

Cloud player reacts to small and medium customer requirements for dedicated support with the launch of a targeted option Continue Reading

By

• Simon Quicke, Microscope Editor

Kerv looks for growth with fresh backer

Managed services player Kerv targets more mid-market activity after changing private equity backers Continue Reading

By

• Simon Quicke, Microscope Editor

SCC joins Microsoft Intelligent Security Association

Channel player becomes member of a select group of managed service players helping to shape the response to growing security threats Continue Reading

By

• Simon Quicke, Microscope Editor

Fresh Microsoft benefits packages aim to support partner growth

Vendor outlines three support packages for different stages of channel development Continue Reading

By

• Simon Quicke, Microscope Editor

IBM marks a year of Partner Plus

Vendor shares progress made over 2023, along with enhancements and plans to keep working on improving channel relationships Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks maintaining supplier expansion strategy

Distributor has track record of widening existing relationships to benefit UK resellers and will continue that strategy Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

Moves this week at TelcoSwitch, Cellhire, Genesys, Cohesity, Commvault and Kinly Continue Reading

By

• Simon Quicke, Microscope Editor

Sabio urges structured approach to using AI to improve CX

Channel player grasps the potential of the technology, but advises a thoughtful roll-out if it’s going to hit the mark Continue Reading

By

• Simon Quicke, Microscope Editor

Red Hat cuts ribbon on customer-led channel programme

Invite-only channel programme designed to provide certified resellers with access to rewards, training and marketing assistance Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks rolls out collaborative marketing community

Distributor Exclusive Networks recognises the need for channel marketers to share best practices and work together Continue Reading

By

• Simon Quicke, Microscope Editor

Nebula sharing net-zero approach

Services player Nebula hopes that opening up on its strategy will encourage others to improve their own sustainability positions Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Opportunities and changes this week at Abacus Group, Agilitas IT Solutions, IFS, Cato Networks and Pax8 Continue Reading

By

• Simon Quicke, Microscope Editor

Logicalis CEO identifies reasons to be optimistic about 2024

Channel player’s boss outlines areas where customers are looking to make investments as the market picks up Continue Reading

By

• Simon Quicke, Microscope Editor

Dell shuffles channel management

Denise Millard adds to her responsibilities as vendor starts the year with a rejigging of its team structure Continue Reading

By

• Simon Quicke, Microscope Editor

Aryaka champions channel contribution to growth

Networking player shares details of rising channel contributions and impact of partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The first roundup of the year includes appointments at Pax8, Centreon, Mphasis and Kinly Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Things are looking up for 2024

In this issue, catch up on what experts predict for the year ahead in the channel business, as well as a look back on 2023. Also, read about upcoming areas for growth and the importance of understanding cloud reselling to demystify customer needs Continue Reading

Why the channel can prepare for a positive 2024

A tough 2023 is in the books, and focus now settles on a fresh 12 months where the narrative can be better across the channel Continue Reading

By

• Billy MacInnes

Top 10 channel stories of 2023

It’s time to look back at what topics were making the news across the industry in the past 12 months Continue Reading

By

• Simon Quicke, Microscope Editor

The top 10 channel themes of 2023

What were the main areas of interest in the past 12 months? This handy list of the top 10 should jog memories, stir debate and garner some agreement across the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The last personnel moves update of the year includes a fresh batch of executives looking to help deliver growth at their latest employers Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Hayley Roberts, Distology

The CEO of distributor Distology is the latest to share some personal insights in our five-minute interview profile slot Continue Reading

Jamf stepping up channel enablement

Apple specialist Jamf views arming partners with more support as a critical part of its drive to increase partner revenues in 2024 Continue Reading

By

• Simon Quicke, Microscope Editor

Malwarebytes enhances MSP offering as DataSolutions looks for vendor growth

Cyber security firm enhances MSP offering after reporting strong demand for the services, while elsewhere, distributor reveals intention to grow its vendor portfolio Continue Reading

By

• Simon Quicke, Microscope Editor

Where channel marketing is going in 2024

As the year of the dragon, 2024 is likely to ignite new challenges, but will it spark a revolution in partner marketing? Asks Helen Curtis, founding director at Coterie Continue Reading

By

• Helen Curtis, founding director at Coterie

Vast Data channel boss ramping up support for partners

Plans for a fresh partner programme, more services options and increased support for those keen to get involved with AI all on the cards for early next year Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

With just a few weeks left in the year, the executive appointments keep stacking up Continue Reading

By

• Simon Quicke, Microscope Editor