Channel Business Management

Partners will walk away from vendors if experience drops short

Research from CompTIA has revealed that partner experience is a key factor in determining the strength of a relationship between partners and their vendors Continue Reading

By

• Simon Quicke, Microscope Editor

The Westcon-Comstor apprentice experience

The experience of an apprentice who has gone through Westcon-Comstor’s programme underlines how important the apprenticeships are to attracting the next generation of talent Continue Reading

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• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The channel does not take the summer off, and the personnel moves continue to stack up as we move into August Continue Reading

By

• Simon Quicke, Microscope Editor

Extreme Networks puts emphasis on training

Vendor Extreme Networks enhances partner programme with an emphasis on encouraging partners to get certifications and increase their technical training Continue Reading

By

• Simon Quicke, Microscope Editor

How can the UK channel handle currency fluctuations, potential price rises and inflation?

There are challenges in the market and the channel is having to deal with some difficult economic issues Continue Reading

By

• Billy MacInnes

Arrow Smart Terms aims to protect partner liquidity

Changing demands on partners and growing fears of inflation have led the distributor to come up with its own solution Continue Reading

By

• Simon Quicke, Microscope Editor

That channel and vendor relationship really matters

The channel is all about relationships and the latest insights from CompTIA have underlined that Continue Reading

By

• Billy MacInnes

Channel round-up: Who’s gone where?

The personnel moves continue to stack up, even as many head to the beach and enjoy a summer break Continue Reading

By

• Simon Quicke, Microscope Editor

Pandemic has changed the SaaS sales process

The channel has a small window to pitch in and needs to make sure it is prepared if it is going to be successful Continue Reading

By

• Simon Quicke, Microscope Editor

Nolan gets the chance to run Westcon-Comstor UK&I

Long-term staffer has worked through the ranks to get to the pinnacle of the UK organisation at distributor Westcon-Comstor UK&I Continue Reading

By

• Simon Quicke, Microscope Editor

Specialisations and verticals the NetApp channel approach

Vendor is looking to ensure partners are in a position where they can get deeper into customers and sell a wider solution Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another seven days that included some interesting personnel moves across the channel Continue Reading

Help to Grow scheme expanded to reach more SMEs

Channel has a larger number of prospects as smaller firms become eligible for funding for digital tools Continue Reading

By

• Simon Quicke, Microscope Editor

Is there a need for sustainability-focused channel programmes?

With growing attention around the ambition to get to net-zero carbon emissions, some vendors are introducing incentives and targets into channel programmes Continue Reading

By

• Billy MacInnes

Deep Instinct partner programme changes making a difference

Security player rolled out fresh offering in May and shares some of the initial reaction to those changes Continue Reading

By

• Simon Quicke, Microscope Editor

ISV support is the focus at Microsoft Inspire

Vendor’s partner event has included programme updates and enhancements to its commercial marketplace Continue Reading

By

• Simon Quicke, Microscope Editor

Heat sends workers home but more training on video comms needed

The extreme temperatures have again triggered a call for home working, but as Sharp has discovered, many SMEs are still adapting to how that works Continue Reading

By

• Simon Quicke, Microscope Editor

Microsoft gives Dezen channel chief role

Months after former incumbent left the business, the vendor has made its choice for who will be at the helm of the partner organisation Continue Reading

By

• Simon Quicke, Microscope Editor

Westcon-Comstor boss increases support for partners and staff

Distributor’s chief executive plans to ramp up partner support this year and is taking steps to protect staff from the cost-of-living crisis Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat outlines CEO succession plan

Channel player Softcat reveals that current boss Graeme Watt will leave that position in August next year Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

The industry never stands still, and talent helps grease the wheels of growth and innovation, as we see in this week’s ‘Who’s gone where?’ Continue Reading

By

• Simon Quicke, Microscope Editor

Nerdio enhances support for MSPs

Vendor Nerdio rolls out improved partner programme to make life easier for partners supporting Microsoft Azure environments, and N-able is also bolstering its ability to support CSPs Continue Reading

By

• Simon Quicke, Microscope Editor

Xerox bulks out digital services with Go Inspire

The print and document specialist is back in the acquiring mood as it adds more depth to its services Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

A busy seven days across the channel as executives are hired and positions are filled across various organisations Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Tim Britt, Dropbox

MicroScope talks to Tim Britt, Dropbox’s director of sales and channel for Central Europe, about what his thoughts on the channel and what gets him up in the morning Continue Reading

By

• Simon Quicke, Microscope Editor

Channel key for Google Cloud

Approach taken by public cloud player shows partners are critical to its growth ambitions Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: The slow march to Windows 11

It's taken a while, but the latest Microsoft OS is having an impact – read all about the journey to Windows 11, as well as the uptake of co-innovation and co-creation strategies in the channel, and Broadcom's acquisition of VMware Continue Reading

Distribution delivers for Dropbox

Evolution of disties has seen them better positioned to support a wide range of partners selling into the SME customer base Continue Reading

By

• Simon Quicke, Microscope Editor

Partner engagement crucial to making MDF work

Closer and early collaboration appears to be the key to making sure that marketing development funds are not being wasted Continue Reading

By

• Simon Quicke, Microscope Editor

Channel confidence holds firm

Agilitas survey shines light on positive mood across IT channel as CloudCoCo H1 numbers add to evidence of growth Continue Reading

By

• Simon Quicke, Microscope Editor

HPE rolls out Partner Ready Vantage programme

The focus is very much on supporting an as-a-service shift that has happened across the vendor’s channel base Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Reaching out for experience is the theme of the week as some executives with impressive CVs start fresh roles Continue Reading

By

• Simon Quicke, Microscope Editor

8x8 reaches out to Microsoft partners

Vendor adds programme tailored to gold partners that can sell Teams into enterprise customers Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data shares its position on the future of work

Distributor refurbishes Bracknell and Basingstoke offices with the emphasis on flexibility and collaboration Continue Reading

By

• Simon Quicke, Microscope Editor

Channel driving Tanium into fresh opportunities

Since reaching out to partners, the security player has seen its mid-market business expand Continue Reading

By

• Simon Quicke, Microscope Editor

BCN lands fresh PE backer

MSP set to continue with its expansive strategy after starting a relationship with a different private equity player Continue Reading

By

• Simon Quicke, Microscope Editor

GTDC: Distribution has kept momentum going into 2022

Industry group provides an update on where the channel is in Q1 after a couple of solid years of sales growth Continue Reading

By

• Simon Quicke, Microscope Editor

SAP launches partner training initiative

Vendor SAP aims to help reduce the skills gap and provide partners with access to a fresh wave of skilled individuals Continue Reading

By

• Simon Quicke, Microscope Editor

Things sound good now, but will they stay that way?

Broadcom is making the right noises to the channel after its acquisition of VMware, but Billy MacInnes has heard these sorts of positive soundings before Continue Reading

By

• Billy MacInnes

Five-minute interview: Kit Kyte, Checkit

MicroScope talks to Kit Kyte, CEO at intelligent operations platform CheckIt, to discover what makes him tick and what his opinions are surrounding remote working and technology Continue Reading

By

• Simon Quicke, Microscope Editor

Schneider Electric, Maintel and DataSolutions highlight green efforts

Vendor, cloud player and distributor illustrate some of the steps that are being taken across the industry on the sustainability front Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: A return to face-to-face meetings

With the world emerging from the pandemic, what role does the personal event and face-to-face meetings hold in business? Also read about the next step for the future of collaboration and communication services, and why there needs to be greater diversity across the channel Continue Reading

Striving for gender equality in the technology industry

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The importance of face-to-face meetings

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Schneider Electric cuts ribbon on more open partner programme

Vendor reacts to calls for a revised structure and introduces a fresh approach Continue Reading

By

• Simon Quicke, Microscope Editor

DataSolutions and ANS Group both talk growth

Channel players share insights into their performance and ambitions for the future Continue Reading

By

• Simon Quicke, Microscope Editor

Sage lifts lid on channel skills concerns

Vendor shares research that reveals the channel is looking to bolster expertise to support customers as well as their own businesses Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks and Ingram back cyber skills coalition

Distributors among those that have signed up to support efforts to arm more students with cyber security skills Continue Reading

By

• Simon Quicke, Microscope Editor

Coterie launches channel marketing community

Partner marketing agency looks to share best practice and trumpet the role of those running marketing campaigns across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

Schneider Electric steps up partner focus on sustainability

Power player launches an initiative and a fresh range of greener products as it looks to help partners meet customers’ green expectations Continue Reading

By

• Simon Quicke, Microscope Editor

Centreon still determined to grow channel considerably

Vendor has set ambitious targets on the partner front to be realised in the next 12 months Continue Reading

By

• Simon Quicke, Microscope Editor

Google Cloud kicks off UK pilot to boost skills across partner ecosystem

The hyperscaler is offering under-represented groups and those who might have missed out on further education a chance to learn valuable cloud skills and secure jobs in the industry Continue Reading

By

• Simon Quicke, Microscope Editor

Westcon-Comstor adds more flexible payment options

Distributor Westcon-Comstor cuts the ribbon on Flex, with the aim of making it easier for a wider range of partners to offer subscription billing Continue Reading

By

• Simon Quicke, Microscope Editor

Egnyte, eSentire and Soracom roll out improved partner programmes

Vendors take on feedback and roll out formal programmes to support its partners as they look for growth Continue Reading

By

• Simon Quicke, Microscope Editor

Deep Instinct takes a fresh partner programme approach

Security player hopes that a different channel approach will support partners and attract market interest Continue Reading

By

• Simon Quicke, Microscope Editor

The importance of face-to-face

The pandemic denied the channel the chance to see customers and each other and raised the question: how important is that in the digital age? Continue Reading

By

• Billy MacInnes

Striving for gender equality in the technology industry

Vesela Nikolova, Bulgarian centre director at Amdaris, shares her thoughts on the need for greater diversity across the tech industry Continue Reading

By

• Vesela Nikolova, Bulgarian Centre Director at Amdaris

NetApp supports partners on the journey to hybrid

Cloud data player prepared to support those that are looking to move into a position where they can deliver high value to customers Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Charging at SME security challenges

With cyber threats growing, SMEs have to improve their security position, and the channel is best placed to support that aim. Read all about improving security, how sustainability is more important than ever in channel conversations, and the impact of hybrid working Continue Reading

EfficientIP looking for UK channel growth

Vendor believes the pieces are in place to make it an attractive choice of partner Continue Reading

By

• Simon Quicke, Microscope Editor

Sustainability is impacting public sector relationships

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NetApp: View the public sector as a series of sub-verticals

A one-size-fits-all approach is not going to work effectively in the public sector, according to research and experience gained by the vendor Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

A fresh CEO at Daisy Group is among the personnel changes announced in the first few days of May Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter races ahead with sustainability goals

Firm updates its progress on carbon targets and indicates it is ahead of schedule as measures it has taken to reduce emissions start to deliver Continue Reading

By

• Simon Quicke, Microscope Editor

AWS marks a decade of partner network

Cloud giant looks for closer relationships with ISVs and consulting partners as it seeks to expand the range of services it can offer to customers Continue Reading

By

• Simon Quicke, Microscope Editor

Channel programme sparks growth for Arctic Wolf

Vendor marks a year since it launched its programme with an update on the progress it has made with partners Continue Reading

By

• Simon Quicke, Microscope Editor

Channel moves: Who's gone where?

A few moves have been made in the channel over the past working week as the hunt for growth continues Continue Reading

By

• Simon Quicke, Microscope Editor

Civo moves to four-day working week

Cloud player Civo becomes one of the first to offer staff the option of a four-day working week after a successful trial Continue Reading

By

• Simon Quicke, Microscope Editor

Earth Day: The channel can make a difference

As the focus settles on caring for the planet, the channel is being given opportunities to do its bit to help improve the situation Continue Reading

By

• Simon Quicke, Microscope Editor

Dell steps up retail edge support, flags channel opportunity

Vendor introduces more offerings for the retail sector, with UK channel boss urging partners to take a look at the market Continue Reading

By

• Simon Quicke, Microscope Editor

Content+Cloud joins Microsoft Intelligent Security Association

Channel player continues to enhance its relationship with the vendor as it joins the ecosystem looking to improve security Continue Reading

By

• Simon Quicke, Microscope Editor

Sustainability is impacting public sector relationships

Steve Haskew, head of sustainability and social leadership at Circular Computing, shares insights into how the growth in the importance of sustainability is affecting the market Continue Reading

By

• Steve Haskew, Circular Computing

Graham Jones retires from Exclusive Networks

Industry veteran deems the time is right to step back from the day-to-day and concentrate more time on family and golf Continue Reading

By

• Simon Quicke, Microscope Editor

Zoom looks for significant channel growth across EMEA

Collaboration specialist is working to a plan that will see revenues through partners increase significantly over the next few years Continue Reading

By

• Simon Quicke, Microscope Editor

Nuvias: Channel positive on growth but divided on hybrid working

Distributor Nuvias shares its latest research into the state of the UK channel, with mixed views around hybrid working Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Can life ever really be simple for partners?

In this issue, discover whether simplifying programmes and interactions with partners is achievable, and what barriers stand in the way for vendors looking to make life easier. Also read about why reskilling in a post-pandemic world is key to boosting industry, and learn about what to expect from the manufacturing sphere over the next year Continue Reading

Why keeping it simple is a channel challenge

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The petition becoming medium of protest for Microsoft channel

When Microsoft causes friction with the channel, it tends to spark an online response – and planned changes to the partner programme have done the same Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy week, with senior positions getting filled and boardrooms opening to some fresh faces Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Scott Walker, Illumio

The senior director of channel and alliances, EMEA at Illumio is the latest to share some personal insights in our five-minute interview slot Continue Reading

Numerous factors supporting Softcat growth

Channel player shares H1 numbers, with all the signs pointing to its momentum continuing Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data adds diversity group to increase inclusion

Distributor continues with its commitment to make all staff feel included and in the business Continue Reading

By

• Simon Quicke, Microscope Editor

Productivity and customer experience main areas of channel focus

Latest insights shared by Agilitas indicate where the priorities are for channel leaders as they look to react to customer needs Continue Reading

By

• Simon Quicke, Microscope Editor

Cloud, Windows and Teams should spur Microsoft channel growth

Microsoft puts its forthcoming shift in context as it outlines major changes to its partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Trying to fill the ever elusive skills gap

Skills has been a problem for a long time, and it’s led to Billy MacInnes wondering if it can ever be sorted Continue Reading

By

• Billy MacInnes

Microsoft makes major changes to partner programme

For the first time in a decade and a half, Microsoft is renaming and reconstituting its partner programme, with an emphasis on meeting customer needs Continue Reading

By

• Simon Quicke, Microscope Editor

Bytes trading update signals strong FY numbers coming

Channel player Bytes updates markets ahead of more details of its fiscal year performance coming later this spring Continue Reading

By

• Simon Quicke, Microscope Editor

The quiet revolution

The channel is starting to act decisively on diversity, equity and inclusion. David Watts, managing director of Tech Data, UK and Ireland, explains why he thinks this is important Continue Reading

By

• David Watts, managing director, Tech Data, UK and Ireland

Customers are demanding sustainability from channel partners

Caring about the planet is not just a nice thing to do but something that Karlton Gray, channel director at Schneider Electric UK & Ireland, believes the channel needs to do to continue to attract business Continue Reading

By

• Karlton Gray, Channel Director, Schneider Electric, UK & Ireland

Face-to-face sales still vital, says Kyocera

Print and document specialist Kyocera reminds partners that personal touch makes a difference and demos still help to close a sale Continue Reading

By

• Simon Quicke, Microscope Editor

Highgate IT Solutions trials four-day working week

Channel player Highgate IT Solutions is on the brink of a pilot to investigate if changes to the structure of work could benefit employees Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another smattering of executive moves across the industry this week as firms welcome in some fresh blood Continue Reading

By

• Simon Quicke, Microscope Editor

How to reconfigure the IT industry

Nick Booth catches up with Ciara Campbell, senior security engineer at Tenable. , to get her take on the changing world of the security industry Continue Reading

By

• Nick Booth

Consistency key to strong channel relationships

NetApp and Canalys share their thoughts about what underpins strong vendor and partner relationships Continue Reading

By

• Simon Quicke, Microscope Editor

SolarWinds CEO on life after Sunburst

Last year was dominated by the cyber attack, but the firm has learnt from that experience and has a clear strategy for the future Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Sam Linford, Deep Instinct

This time around, the vice-president of channel and MSSP for EMEA at Deep Instinct, Sam Linford, takes the questions Continue Reading

Juniper, ABBYY and Xactly enhance partner programmes

Trio of vendors put out expanded and enhanced partner programmes to drive further channel growth Continue Reading

By

• Simon Quicke, Microscope Editor

Microsoft UK partners on path to net zero

Vendor shares research that indicates the vast majority of its channel base are aiming to hit government sustainability targets Continue Reading

By

• Simon Quicke, Microscope Editor

IWD: Channel has made progress, but there is more to be done

Diversity across the industry has improved, but women working across the channel say that efforts to drive positive change must continue Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another week with people embarking on fresh chapters in their careers across the industry Continue Reading

By

• Simon Quicke, Microscope Editor