Channel Business Management

Bridging the channel’s skills gap for a stronger workforce

Hayley Mooney, General Manager UK, Crayon, shares some thoughts about navigating the talent shortage Continue Reading

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• Hayley Mooney, General Manager UK, Crayon

Channel roundup: Who's gone where?

Another busy week across the industry on the personnel movement front Continue Reading

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• Simon Quicke, Microscope Editor

Dell goes partner-first on storage

Vendor will hand channel significant amount of business as it looks to drive increased sales through partners Continue Reading

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• Simon Quicke, Microscope Editor

NetApp focusing partners on cloud and flash

Launch of partner programme that rewards expertise in those areas offers support and co-selling options to the channel Continue Reading

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• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The personnel moves continue apace despite the summer focus on sun and sea Continue Reading

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• Simon Quicke, Microscope Editor

Daisy: Customers keeping a continuing eye on costs

Comms player shares research that underlines the ongoing impact the economic landscape is having on customer behaviour Continue Reading

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• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

A busy few days with moves, promotions and welcomes to senior personnel across the industry Continue Reading

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• Simon Quicke, Microscope Editor

A closer look at XLAs and what they mean for managed IT

Matt Baker, services consultant art Littlefish, lifts the lid on experience level agreements Continue Reading

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• Matt Baker, services consultant art Littlefish

Unlocking the combined value of the channel

Adam Williamson, sales director at Exclusive Networks UK, takes a look at how to unlock the combined value of the channel Continue Reading

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• Adam Williamson, sales director at Exclusive Networks UK,

SoftwareOne turns down Bain and starts strategic review

Second bid rejected but offers have promoted board to seriously assess future of the business Continue Reading

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• Simon Quicke, Microscope Editor

Bain makes second offer for SoftwareOne

Cloud and software specialist will have to consider a higher bid for the business after turning down last month’s opening offer Continue Reading

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• Simon Quicke, Microscope Editor

Managed services players expose hybrid working challenges

Research from a couple of MSPs indicates that in the financial services sector and the NHS, the technology to support remote working is not meeting employee needs Continue Reading

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• Simon Quicke, Microscope Editor

ISVs, AI and multicloud on Oracle channel chief’s to-do list

The vendor is looking to make sure its partners deliver high levels of customer experience and can take advantage of emerging opportunities Continue Reading

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• Simon Quicke, Microscope Editor

Microsoft increases channel exposure to AI

Vendor rolls out fresh specialisation encouraging the channel to embrace the benefits artificial intelligence can deliver Continue Reading

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• Simon Quicke, Microscope Editor

Schneider and 8x8 bolster partner support offerings

Vendors roll out programmes designed to help those looking to deliver relevant and personalised support to customers Continue Reading

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• Simon Quicke, Microscope Editor

Bytes signals strong start to fiscal year

Ahead of its AGM, the firm has provided an update on the first few months of its latest fiscal year, indicating that it is performing well Continue Reading

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• Simon Quicke, Microscope Editor

Business owners alerted to expected M&A pick up

There have been a record numbers of deals struck in the first half of the year, and the rest of 2023 could be similarly busy if inflation eases Continue Reading

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• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Several senior appointments caught the eye in the past week, and a resignation created the chance for an opening Continue Reading

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• Simon Quicke, Microscope Editor

Co-selling approach working for Infinidat

Storage player’s CMO outlines how it is working with the channel and the progress that has been made as a result Continue Reading

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• Simon Quicke, Microscope Editor

MicroScope: The pressure to deliver

With technology always changing, it can feel like an impossible feat to keep up – we speak to experts about how the channel handles rapid change and the pressure this places on partners to meet customer expectations. Also read about major themes of the market and how the topic of return on investments needs to stretch beyond economics Continue Reading

Why we need to change ROI – today

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The pressure to be cutting edge in the channel

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Gass announces TD Synnex retirement plans

Long-serving senior staffer will leave the business next year, and bring the curtain down on a three-decade-long association with the channel player Continue Reading

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• Simon Quicke, Microscope Editor

Trustmarque refreshes brand identity

The time is deemed to be right to give its logo and website a lick of paint as channel player Trustmarque looks to continue growing its mid-market business Continue Reading

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• Simon Quicke, Microscope Editor

Logicalis maintains Cisco relationship

Channel player renews global partner status to keep position in select bunch of channel partners Continue Reading

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• Simon Quicke, Microscope Editor

Why we need to change ROI – today

Time-value creation, rather than just economic concepts, play a part in how we measure success when it comes to marketing and sales growth, says Helen Curtis, founder of Coterie Community Continue Reading

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• Helen Curtis, founder of Coterie Community

The pressure to be cutting edge in the channel

The industry is good at encouraging customers to buy the latest and greatest tech, but the channel often has to pick up the pieces when expectations fail to be met Continue Reading

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• Billy MacInnes

Channel roundup: Who’s gone where?

Moves this week at 8x8, Consenna, Barracuda and Trustible as firms add more talent Continue Reading

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• Simon Quicke, Microscope Editor

Five-minute interview: Marcus Harvey, Targus

Revealing some fascinating details about himself is Marcus Harvey, regional director of B2B at multinational mobile computing accessories company Targus Continue Reading

Ripe with opportunity: Helping women make their mark in the channel

To mark International Women in Engineering Day Celine Cazali, UKI Chief Partner Officer at SAP, shares her thoughts on the importance of diversity across the industry Continue Reading

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• Celine Cazali, UKI Chief Partner Officer at SAP

Marketing becoming harder as customers change behaviour

Findings from Twilio have exposed how buyers are reacting in different ways and old approaches are losing their impact Continue Reading

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• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

Highlights from the personnel moves across the industry that have been made in the past week Continue Reading

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• Simon Quicke, Microscope Editor

GTDC: Distributors are force-multipliers for innovation

The role of disties in driving technological change was the central theme at the Global Technology Distribution Council’s EMEA Summit Continue Reading

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• Simon Quicke, Microscope Editor

Blancco increases partner investment as it hunts for enterprise growth

Data erasure specialist Blancco outlines a fresh partner programme and ambitions to significantly increase its enterprise business Continue Reading

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• Simon Quicke, Microscope Editor

The balance between profit and purpose

Billy MacInnes looks at the challenges for those that want to make money but also do the right thing by the planet Continue Reading

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• Billy MacInnes

Channel roundup: Who's gone where?

A number of personnel moves across the industry have caught our eye over the past week Continue Reading

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• Simon Quicke, Microscope Editor

EMEA channel leading the way on sustainability

Canalys survey indicates that the issue is a priority for the global channel, but some have moved faster than others Continue Reading

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• Simon Quicke, Microscope Editor

Abacus looks for growth while Imperva increases MSSP support

Managed security service provider Abacus hires CFO to drive growth, as elsewhere in the market Imperva enhances partner programme Continue Reading

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• Simon Quicke, Microscope Editor

Westcon-Comstor continues with sustainability drive

Distributor outlines ambition to use renewable electricity across its global organisation by 2030 Continue Reading

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• Simon Quicke, Microscope Editor

How poor IT can affect your employees (and your business)

Richard Hutchings, chief technology officer at managed service provider Littlefish has some advice on how to lower stress and make life easier Continue Reading

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• Richard Hutchings, chief technology officer at Littlefish

GTDC: Distribution accelerating innovation

Organisation representing distribution highlights the role its members can play in bringing emerging technologies to the broader channel Continue Reading

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• Simon Quicke, Microscope Editor

MicroScope: Take a balanced approach to security

In this issue, read about how to help customers manage their security portfolios in a world of increasingly complex systems, discover how insights are providing more opportunities for partners, and learn whether being an MSP is enjoyable or not Continue Reading

8x8 to measure more than revenue with Elevate enhancements

Comms player introduces changes to partner programme in a move that will give more a chance to climb tiers and gain rewards Continue Reading

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• Simon Quicke, Microscope Editor

Jamf extending channel reach

Apple device management specialist is looking to work with managed service providers and security players to get in front of more customers Continue Reading

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• Simon Quicke, Microscope Editor

Softcat trading update signals growth is on track

Channel player’s brief insights into how its third quarter has fared will provide further reassurance for those channel watchers looking for signs of economic resilience Continue Reading

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• Simon Quicke, Microscope Editor

Adam Binks steps down as SysGroup CEO

After five years at the helm of the business, the chief executive reveals he has decided now is the right time to move on Continue Reading

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• Simon Quicke, Microscope Editor

SAP connecting consultants and partners

Vendor’s talent portal aims to make it easier for the channel to find expert staff and plug skills gaps Continue Reading

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• Simon Quicke, Microscope Editor

Logicalis CEO: Sustainability efforts being accelerated

The threats to the planet are mounting and efforts to reduce carbon are continuing at channel player Logicalis, with the firm taking a managed services approach to helping customers improve their positions Continue Reading

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• Simon Quicke, Microscope Editor

Veritas and Dynatrace using programmes to drive channel to cloud

Vendors using training, certifications and incentives to reward those that line up behind their cloud priorities Continue Reading

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• Simon Quicke, Microscope Editor

Channel widens supplier relationships to extend choice

In the hunt for products at a good price, the procurement ecosystem has widened – but that has caused its own problems Continue Reading

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• Simon Quicke, Microscope Editor

Alibaba Cloud signals ambitions to bolster global partner network

Firm uses channel event to outline the incentives and support it is offering as part of a push to widen its indirect base Continue Reading

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• Simon Quicke, Microscope Editor

Panasas, DataDome and Zebra leaning on partner programmes

Vendors Panasas, DataDome and Zebra looking to drive growth and line up partners behind technologies experiencing strong customer demand Continue Reading

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• Simon Quicke, Microscope Editor

Listen more, talk less

If a vendor wants to improve their relationship with the channel, it might be simply be a case of listening more, writes Billy MacInnes Continue Reading

Vendors need to listen and learn

In this month’s MicroScope ezine, we look at why it is vital that vendors listen to partners and act on the feedback. We also look at what’s next for HP’s advancing sustainability programme, Amplify Impact. Read the issue now. Continue Reading

Cisco responds to channel requests with finance offer

Vendor introduces financing programme to make it easier for customers to buy now and pay later on a wide range of products and services Continue Reading

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• Simon Quicke, Microscope Editor

BlackBerry offers lucrative incentive for fresh logos

Vendor claims it has devised a channel first with its latest partner incentive scheme Continue Reading

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• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The second quarter starts with momentum in another week of personnel changes Continue Reading

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• Simon Quicke, Microscope Editor

WatchGuard adds more options to FlexPay

Vendor responds to channel feedback to ensure it can provide the flexibility partners are looking for Continue Reading

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• Billy MacInnes

Calls for government to tackle late payment issue

An open consultation of legislation closes tomorrow, with some in the industry viewing it as an opportunity to get tougher and act smarter around the problem Continue Reading

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• Simon Quicke, Microscope Editor

NetApp UK channel boss looking for market share

The recently appointed channel lead is keen to work closely with partners to unlock more growth Continue Reading

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• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

Several senior positions have been filled in the past working week as experience is sought across the industry Continue Reading

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• Simon Quicke, Microscope Editor

TD Synnex cuts ribbon on finance operation

Distributor will start in the UK with Capital offering before rolling it out across more European countries Continue Reading

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• Simon Quicke, Microscope Editor

Dell: Channel can help plug innovation gap

Vendor’s research reveals a large number of customers are not taking a lead in innovation, which is where the channel can step in to help Continue Reading

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• Simon Quicke, Microscope Editor

Partnerships key to supporting channel sustainability

Research from Agilitas IT Solutions reveals the importance of choosing the right collaborator if a VAR or MSP is going to hit their ESG targets Continue Reading

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• Simon Quicke, Microscope Editor

VMware encouraging more managed services sales

Vendor launches Cross-Cloud managed services to make it easier for partners to dip their toes in MSP waters Continue Reading

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• Simon Quicke, Microscope Editor

HP channel-driven education trade-in scheme rolls into second year

Vendor looks to get more resellers involved as it embarks on a more ambitious scheme Continue Reading

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• Simon Quicke, Microscope Editor

Schneider Electric bolsters ecommerce partner support

Vendor adds collaborative partner programme to deliver tailored resources and rewards for participants Continue Reading

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• Simon Quicke, Microscope Editor

Jigsaw24 inspiring female channel participation

Channel player has indicated that after a couple of events promoting diversity, it’s making it a major theme this year Continue Reading

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• Simon Quicke, Microscope Editor

Improving channel relationships: Listen more, talk less

If a vendor wants to improve their relationship with the channel, it might be as simple as listening more Continue Reading

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• Billy MacInnes

MicroScope: The benefits of security certifications

In this month’s MicroScope ezine, we look at how industry-recognised certifications can strengthen business defences. We also see how ChatGPT offers the channel a chance to level the playing field. Read the issue now. Continue Reading

Jigsaw24 deepens services capabilities with Amsys buy

Apple specialist gives its service and maintenance arm a serious boost with M&A move Continue Reading

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• Simon Quicke, Microscope Editor

Westcon-Comstor launches PartnerCentral marketplace

After a couple of years of development, the channel player introduces a platform based on partner feedback Continue Reading

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• Simon Quicke, Microscope Editor

Five-minute interview: Steve Nurton, WithSecure

We get the chance to find out a bit more about Steve Nurton, WithSecure's head of channel sales Continue Reading

ChatGPT offers the channel a chance to level the playing field

There is a lot of hype around the AI-driven content generating tool – and it could genuinely help the channel – but there are risks involved. Continue Reading

Agilitas strategy already yielding results

Agilitas has been through plenty of changes recently, but the response from customers to its strategy has been positive Continue Reading

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• Simon Quicke, Microscope Editor

How genuine is Artificial intelligence?

Using artificial intelligence seems to be a smart business move but Nick Booth just wishes those benefits could be explained a bit more clearly Continue Reading

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• Nick Booth

BT Wholesale arms channel with mobile SIMs

Telecoms service provider concludes trial and makes its Complete Mobile offering available to wider partner community Continue Reading

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• Simon Quicke, Microscope Editor

Demand for four-day week remains an SME issue

Workers are still interested in flexibility and improving their work-life balance, according to research from GetApp Continue Reading

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• Simon Quicke, Microscope Editor

Microsoft responds to feedback with partner programme enhancements

It’s been six months since its cloud partner programme launched, and in that time the channel has shared its views with the vendor Continue Reading

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• Simon Quicke, Microscope Editor

Making it simple approach paying off for Hitachi Vantara

Efforts by Hitachi Vantara’s global channel chief to streamline processes and increase partner support have led to increased activity Continue Reading

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• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

The first quarter is coming to its end, but the need for expertise and experience continues across the industry Continue Reading

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• Simon Quicke, Microscope Editor

VMware enhances partner programme

Vendor looks to encourage its channel to cover the entire customer lifecycle, with more rewards and certifications Continue Reading

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• Simon Quicke, Microscope Editor

CIOs reaching out to the channel for support

Dealing with pressures to innovate with tight budgets and sort out the overhanging issues after the pandemic means many customers require help Continue Reading

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• Simon Quicke, Microscope Editor

Daisy backs Girlguiding recycling efforts

Channel player sponsors recycling badge as it looks to encourage greater understanding of the issues around end-of-life technology Continue Reading

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• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

A number of personnel moves have caught the eye over the course of the past week Continue Reading

By

• Simon Quicke, Microscope Editor

HP building on sustainability programme

Almost two years after the supplier launched Amplify impact, its UK channel boss has indicated there is more to come Continue Reading

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• Simon Quicke, Microscope Editor

HP Amplify Impact: What’s next for the sustainability programme?

Almost two years since its launch, there’s strong progress and an exciting future for the industry’s leading partner sustainability programme Continue Reading

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• Neil Macdonald, UK & Ireland Channel Director, HP

Eglon to leave Agilitas this summer

Chief marketing officer shares his reasons for leaving as he is thanked for his service to the channel player Continue Reading

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• Simon Quicke, Microscope Editor

Five-minute interview: Erik Nicolai, Workspace 365

Another candidate answers the questions and reveals a little bit more about themselves and their role in the channel. This time, we chat to Workspace 365 founder Erik Nicolai Continue Reading

Channel round-up: Who’s gone where?

Another busy week across the industry, with some notable personnel moves that impact the channel Continue Reading

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• Simon Quicke, Microscope Editor

Capita continues divestment strategy with HR sell-off

Firm sells off more of the portfolio as it continues to trim the focus to its two core businesses, Capita Public Service and Capita Experience Continue Reading

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• Simon Quicke, Microscope Editor

Agilitas unveils fresh leadership team after changes

Fresh chair and finance director announced at Agilitas as a number of senior staffers exit the business Continue Reading

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• Simon Quicke, Microscope Editor

ClickUp and Kroll formalise channel offerings

Firms ClickUp and Kroll are both looking to increase support and rewards for partners engaging through a structured ecosystem and partner programme Continue Reading

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• Simon Quicke, Microscope Editor

MicroScope: Steering the storage market

In this issue, read all about how the storage world is continuing to evolve as it looks to the cloud, security and ESG compliance requirements. Also discover six steps to making your business more sustainable and read about how IBM’s channel boss is set to make a difference. Continue Reading

Looking to make your business more sustainable?

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IBM channel boss relishes opportunity to grow ecosystem

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ChatGPT offers the channel a chance to level the playing field

There is a lot of hype around the AI content generating tool – and it could genuinely help the channel – but there are some risks involved Continue Reading

By

• Simon Quicke, Microscope Editor

Ricoh exposes gap in workplace transformation experiences

Channel alerted to disconnect between employers’ views of tech success and disappointed staff responses Continue Reading

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• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

It’s time for the channel to update their contacts books as more personnel moves are made across the industry Continue Reading

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• Simon Quicke, Microscope Editor

CIOs look to the channel as they increase their strategic role

Logicalis shines a light on the changing demands on IT leaders and the increasing reliance many have on partners Continue Reading

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• Simon Quicke, Microscope Editor