Channel Business Management

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

TD Synnex offers channel sustainability education

Distributor launches course to arm more partners with the information needed to reduce their carbon footprint Continue Reading

By

• Simon Quicke, Microscope Editor

More managed services to come

Stew Parkin, Global CTO at Assured Data Protection, thinks more channel players will use specialists for managed services, while customers will pay up front to beat inflation Continue Reading

By

• Stew Parkin, Global CTO at Assured Data Protection

MicroScope: What does the future hold for Industry 5.0?

In this issue, we explore the future of Industry 5.0 to discover whether it’s truly a tech revolution or just the next step in what has been promised since Industry 4.0. Also learn more about the risks and impacts of generative AI on data compliance and compliance, as well as seven steps you should take to engage customers while providing services Continue Reading

RM shutters Consortium business

Education specialist RM makes difficult decision to shut underperforming supplies and resources unit Continue Reading

By

• Simon Quicke, Microscope Editor

Aptum expanding channel ecosystem

Recently appointed channel executive outlines plans to increase the cloud player’s routes to market Continue Reading

By

• Simon Quicke, Microscope Editor

Dell: Channel will need to provide AI reassurances

Dell research exposes levels of hesitancy among UK customers over artificial intelligence Continue Reading

By

• Simon Quicke, Microscope Editor

The evolution of the distributor: From credit lines to sales acceleration

Matt Paynter, vendor alliances director, UK and Ireland at Exclusive Networks compares the then and now in Distribution Continue Reading

By

• Matt Paynter, vendor alliances director, UK and Ireland at Exclusive Networks

Channel moves: Who’s gone where?

The quest for growth has led more firms to seek out experienced and skilled staffers to join their ranks Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat: Security remains top customer concern going into 2024

Channel player’s research reveals the areas where users are going to prioritise spending in the year ahead Continue Reading

By

• Simon Quicke, Microscope Editor

Workforce Solutions: An untapped force for business growth

Lee Elliot, HP’s Northwest Europe Head of Offer Execution for Workforce Solutions, shares some thoughts about the state of the market Continue Reading

By

• Lee Elliot, HP’s Northwest Europe Head of Offer Execution for Workforce Solutions

Channel roundup: Who’s gone where?

A few channel moves this week caught the eye as firms continue to look for growth and hire experience Continue Reading

By

• Simon Quicke, Microscope Editor

Security vendors ramp up MSP support

Check Point, Acronis, Malwarebytes and ManageEngine increase options for managed service providers Continue Reading

By

• Simon Quicke, Microscope Editor

SME IT firms feeling positive about 2024

Findings from There Business will make cheery reading for those hoping that the narrative will change next year and become more upbeat Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco unveils major partner incentive enhancements

Vendor uses channel event to outline changes that will provide more rewards to those that sell solutions and support customers Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The start of a fresh month has seen the personnel moves continue to pile up Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Team up for peak success

In this issue, we explore the need to handle pitches and collaboration carefully to create more opportunities as an increasing amount of IT spending goes via partners. Also discover Canalys’ predictions for the use of generative AI, and just what exactly it means when we talk ‘cyber security’ Continue Reading

Seven steps to a successful CX journey

Rob Morris, head of customer success at Nebula Global Services, examines why it’s more vital than ever to keep customers engaged Continue Reading

By

• Rob Morris, Head of Customer Success at Nebula Global Services

Getting the channel balance right

 Continue Reading

The example of iQuila shows need for more channel open mindedness

SDN specialist has found the channel lacking a sense of adventure when it comes to working with a fresh vendor Continue Reading

By

• Simon Quicke, Microscope Editor

AWS looking for more channel growth

Senior partner leader at AWS shares the vision for widening relationships and working with generative AI to unlock more opportunities Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Claudia Hebden, CrowdStrike

The director of Northern European Alliances at CrowdStrike, Claudia Hebden, is the latest to share some personal insights Continue Reading

Avanade exposes generative AI skills gap

Customers know they have to embrace generative AI, but many are not in a position to support it due to a lack of expertise Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Some interesting moves at vendor and distribution level catch the eye this week Continue Reading

By

• Simon Quicke, Microscope Editor

Getting the channel balance right

The majority of IT spending will go via partners, but it is never as simple as that and proceedings will need to be handled right for a more opportunistic future Continue Reading

By

• Billy MacInnes

Hybrid work and peripherals

Ahead of International E-Waste Day Neil MacDonald, UK&I Channel Director, HP , shares the vendor's progress on the recycling front Continue Reading

By

• Neil MacDonald, UK&I Channel Director, HP

Rubrik, ManageEngine and LogRhythm expanding channel reach

Vendors take steps to support, increase and expand their channel activities to drive further growth Continue Reading

By

• Simon Quicke, Microscope Editor

Google encouraging partners to embrace generative AI

Cloud giant unveils a number of partner programme enhancements as it looks to support more of a push into artificial intelligence Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Automating repetition in storage and backup management

In this issue, we explore how the growing hype of generative artificial intelligence is set to make change in the storage and backup management world, as well as the concerns and limits of the technology. Also read about the importance of getting MSSPs and suppliers on the same page, and how SSC is moving to meet customer needs Continue Reading

Schneider Electric hands partners sustainability SaaS

Vendor continues to support partners with tools to identify, measure and ultimately reduce carbon emissions Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys: Vendors will expand channel relationships

The partner-first trend is set to continue as more vendors recognise value of partners and give them the chance to take on a greater share of the business Continue Reading

By

• Simon Quicke, Microscope Editor

Millard steps into global channel role at Dell

Exit of Rola Dagher means a fresh face in the hot seat running the vendor’s global partner organisation Continue Reading

By

• Simon Quicke, Microscope Editor

Lenovo working with channel on sustainability challenges

Vendor Lenovo acutely aware it needs to work with its partner community to hit carbon reduction targets and help customers do the same Continue Reading

By

• Simon Quicke, Microscope Editor

Nutanix enhances programme to drive channel activity

Nutanix’s annual enhancement of its partner efforts continues to put the focus on driving more sales through the channel Continue Reading

By

• Simon Quicke, Microscope Editor

BNZSA cuts ribbon on marketing as a service offering

Firm is looking to help improve channel marketing efforts with a concierge service that will provide high levels of support Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another busy week across the industry on the personnel movement front, as more executives take up fresh positions Continue Reading

By

• Simon Quicke, Microscope Editor

The chief financial officer has become the deal-breaker

There is a need for the channel to become more flexible around finance to make sure customers are happier signing off investments Continue Reading

By

• Simon Quicke, Microscope Editor

HP encourages channel to help users improve working environments

Supplier’s work relationship study shines light on high levels of dissatisfaction from many workers with how things are currently operating Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks confirms Eccleston in EMEA role

After working across the region in an interim role, the channel veteran has now being given the job on a permanent basis Continue Reading

By

• Simon Quicke, Microscope Editor

CrowdStike looks to accelerate channel sales

Security player CrowdStrike cuts the ribbon on fresh partner programme, with the aim of making life easier Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The desire by firms across the channel to gain expertise and reward internal excellence continues to be a theme Continue Reading

By

• Simon Quicke, Microscope Editor

Iomart CEO departs

Outgoing boss Reece Donovan has overseen iomart’s move towards a managed services model, but is leaving the business with immediate effect Continue Reading

By

• Simon Quicke, Microscope Editor

Avoiding making a waste of choice

There is a lot of choice out there but getting it right is not always easy as Billy Macinnes discovers Continue Reading

By

• Billy MacInnes

Memories of Nick Booth

MicroScope editor Simon Quicke reflects on his relationship with the publication’s long-time contributor Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Simon Godfrey, Secureworks

The latest to share some personal insights is the sales and partner go-to-market lead across Europe at Secureworks Continue Reading

Channel round-up: Who’s gone where?

It’s been another busy week across the industry, with executives on the move, including an experienced channel marketing expert Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Channel pushes on against the odds

In this issue, we take a look at the struggles and triumphs faced by the channel this year so far. Also read up on possible solutions to the skills shortage, including the opening up of STEM to a more diverse range of students, and the necessity for improving skills on the job Continue Reading

Bridging the channel’s skills gap for a stronger workforce

 Continue Reading

TD Synnex focused on taking market share

Distributor’s UK boss updates on progress made so far this year and the prospects for an improved 2024 Continue Reading

By

• Simon Quicke, Microscope Editor