Channel Partner Programmes
Most vendors use their channel partner programmes to reward, incentivize and communicate with their partner base. Read about the latest trends in partner programmes and where the innovations are coming from as partner activities move increasingly online, in this section.
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News
15 Apr 2025
Innov8 and Sage mark 25 years of partnership
The channel player and vendor provide an example of trust and value over more than two decades Continue Reading
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Feature
09 Apr 2025
Rewarding the value add
Partner programmes promise support and rewards but it’s a fine balance getting the incentives right to appeal to those channel players that will really be an asset Continue Reading
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Opinion
22 Nov 2023
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
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News
10 Nov 2023
Security vendors ramp up MSP support
Check Point, Acronis, Malwarebytes and ManageEngine increase options for managed service providers Continue Reading
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News
09 Nov 2023
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
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E-Zine
03 Nov 2023
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
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News
01 Nov 2023
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
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News
01 Nov 2023
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
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News
12 Oct 2023
Rubrik, ManageEngine and LogRhythm expanding channel reach
Vendors take steps to support, increase and expand their channel activities to drive further growth Continue Reading
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News
11 Oct 2023
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
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E-Zine
06 Oct 2023
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
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News
05 Oct 2023
Schneider Electric hands partners sustainability SaaS
Vendor continues to support partners with tools to identify, measure and ultimately reduce carbon emissions Continue Reading
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News
04 Oct 2023
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
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News
03 Oct 2023
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
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News
29 Sep 2023
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
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News
28 Sep 2023
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
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News
19 Sep 2023
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
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E-Zine
01 Sep 2023
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
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News
07 Aug 2023
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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News
02 Aug 2023
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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News
19 Jul 2023
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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News
19 Jul 2023
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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News
13 Jul 2023
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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News
07 Jul 2023
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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E-Zine
07 Jul 2023
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
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News
30 Jun 2023
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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Feature
23 Jun 2023
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
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News
15 Jun 2023
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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News
14 Jun 2023
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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News
07 Jun 2023
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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E-Zine
02 Jun 2023
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
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News
31 May 2023
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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News
30 May 2023
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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News
18 May 2023
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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News
15 May 2023
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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News
11 May 2023
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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E-Zine
05 May 2023
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
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News
03 May 2023
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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News
28 Apr 2023
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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News
25 Apr 2023
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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News
19 Apr 2023
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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News
13 Apr 2023
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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News
12 Apr 2023
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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Feature
12 Apr 2023
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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E-Zine
06 Apr 2023
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
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News
04 Apr 2023
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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News
29 Mar 2023
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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News
23 Mar 2023
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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News
21 Mar 2023
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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News
20 Mar 2023
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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News
10 Mar 2023
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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Opinion
10 Mar 2023
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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News
01 Mar 2023
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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E-Zine
01 Mar 2023
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
- 28 Feb 2023
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News
15 Feb 2023
ReliaQuest goes all-in on channel
Cyber security player shares 100% partner commitment at a time that Searchlight Cyber reveals there are emerging opportunities for MSSPs around the dark web Continue Reading
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News
15 Feb 2023
ProofPoint and Gatewatcher ramp up partner programmes
Cyber security players are looking for growth with channel offerings that increase support and incentives Continue Reading
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News
10 Feb 2023
Shift to Partner Plus more than a programme refresh for IBM
Big Blue’s recent update to its channel programme was a couple of years in the making, and is about more than the usual tiers, rebates and enablement Continue Reading
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News
07 Feb 2023
IBM channel boss relishes opportunity to grow ecosystem
IBM’s UK and Ireland channel lead is excited by the prospect of making a difference in the role and helping the vendor increase its partner business Continue Reading
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News
07 Feb 2023
NetSuite enjoys decent EMEA channel growth
Vendor provides update on how 2022 went for its channel business across the region Continue Reading
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E-Zine
01 Feb 2023
MicroScope: Opportunities in security
In this month’s issue, we explore the possibilities for the channel to make its mark with security services, and take a closer look at whether the ChatGPT revolution brings more benefits or negatives with it Continue Reading
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News
31 Jan 2023
Kaseya increases channel commitment with boost to MDF and headcount
Vendor enhances global partner programme with focus on enablement and support Continue Reading
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News
25 Jan 2023
Channel seen as route to growth for iplicit and Sycope
Vendors iplicit and Sycope look to partners as a way to help drive growth in the UK and extend their market reach Continue Reading
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News
17 Jan 2023
Vectra stepping up partner enablement
The detection and response specialist has been focusing on channel recruitment and is now moving into the next stage of enabling those partners to increase growth Continue Reading
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09 Jan 2023
What makes a good partner incentive programme?
Everyone reacts to incentives, but they need to be well thought through, and some programmes are better than others. Continue Reading
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E-Zine
09 Jan 2023
MicroScope: Channel themes for 2023
In this month’s ezine, we provide a guide to the main areas of focus for the channel in the year ahead, with security, sustainability and hybrid working already standing out as major themes. We also look at what makes a good partner incentive programme. Read the issue now. Continue Reading
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News
05 Jan 2023
IBM launches enhanced partner programme
IBM looks to reward those backing its vision by making work quicker and life easier for the channel Continue Reading
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News
21 Dec 2022
SCC adds Azure migration to its areas of expertise
Channel player continues to invest in its relationship with Microsoft and gain more expertise Continue Reading
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News
13 Dec 2022
Wib signals channel-building intentions
Security player continues with its plans to build a partner network to support growth ambitions across EMEA Continue Reading
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News
13 Dec 2022
Nutanix refreshes referral programme to cover all aspects of buying cycle
Vendor is keen to make sure no one misses out with latest changes to its partner reward programme Continue Reading
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News
09 Dec 2022
Secureworks embarks on channel-first approach
Security player is determined to put its business through partners and is putting the pieces in place to support that ambition Continue Reading
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Feature
07 Dec 2022
What makes a good partner incentive programme?
Everyone reacts to incentives, but they need to be thought through – and some programmes are better than others Continue Reading
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News
06 Dec 2022
Panzura and XtndNet need partners to fight for justice
A couple of vendors with good intentions are looking to build up their channels Continue Reading
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E-Zine
02 Dec 2022
MicroScope: Dealing with rising prices
With prices rising, many are looking at what costs to cut – yet in the channel, the opposite might prove for better business. In this issue, read about how to navigate the cost issue, learn about the growing area of security, and learn about how to create a more appealing employment experience to attract talent Continue Reading
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E-Zine
04 Nov 2022
MicroScope: Elevate security to minimise risk
Security remains a major concern for customers and a continuing area of growth for the channel – so what can managed service providers do to help out? Also read about expectations for the last quarter of 2022 and how partnerships are key to digital transformation Continue Reading
- 04 Nov 2022
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News
02 Nov 2022
Cisco rolls out fresh partner specialisations
Focus is on providing the channel with the opportunity to provide the support customers are searching for Continue Reading
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News
02 Nov 2022
Cynet, Palo Alto and Noname Security enhance partner support
Vendors Cynet, Palo Alto and Noname Security are using programmes and training to keep momentum going across their respective channel bases Continue Reading
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News
21 Oct 2022
Schneider Electric: Sustainability is a team sport
Vendor Schneider Electric vows to do its bit to help partners get up to speed on establishing a green strategy, and to help customers to meet their own ESG objectives Continue Reading
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News
19 Oct 2022
Canalys: Partners have the power
The channel has got to a size and a position where it is a serious industry in its own right – and that will have an impact on ecosystem relationships Continue Reading
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News
18 Oct 2022
NetApp ushers in Partner Sphere
Vendor’s partner programme will drive its channel towards the high-revenue areas of cloud and services Continue Reading
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News
17 Oct 2022
Context: Resellers value relationship with distribution
Latest tranche of findings from channel watcher reveal a solid partnership between the two tiers Continue Reading
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Opinion
17 Oct 2022
Powering strong partnerships for successful digital transformation
César Cernuda, president at NetApp, shares his thoughts about the need for collaboration to support success Continue Reading
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Feature
11 Oct 2022
May the fourth be with you as you enter the final quarter with cautious optimism
The last three months of the year represent the busiest time for the channel as targets are aimed for and the year goes down as a success or failure Continue Reading
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News
07 Oct 2022
Barracuda looks to new CRO to share best practices
Security player’s recently appointed CRO will look at how it can take the best bits of its global channel activities and share them to improve its routes to market Continue Reading
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News
03 Oct 2022
MicroScope at 40: Rola Dagher, Dell Technologies
Dell’s channel chief shares her thoughts about the past and future of the channel as MicroScope marks its anniversary Continue Reading
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E-Zine
03 Oct 2022
MicroScope: 40 years of MicroScope
As we celebrate MicroScope’s 40 anniversary, we look back (and forward) to assess how the channel keeps changing, with experts weighing in with their opinions Continue Reading
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Feature
23 Sep 2022
A history of MicroScope
As MicroScope celebrates its 40th anniversary, we look back and tell the story of the publication itself, with some industry memories of what it has meant to its readers Continue Reading
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News
22 Sep 2022
Nutanix enhances Elevate programme
Vendor looks to improve profitability and ease sales processes with a number of improvements to its partner programme Continue Reading
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News
15 Sep 2022
Claroty bringing in Medigate partners
Operational technology security player is bedding in partners that have come on board following acquisition that took the firm into the healthcare market Continue Reading
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Opinion
09 Sep 2022
Expanding the distribution footprint
The Global Technology Distribution Council has shared some thoughts about the state of the channel, which has caught the eye of Billy MacInnes Continue Reading
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News
07 Sep 2022
Kaspersky enhances programme and Mimecast turns to Exclusive
Security vendors make moves to improve life for partners through enhancements and through deepening its distributor relationship Continue Reading
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E-Zine
01 Sep 2022
MicroScope: The green agenda
Sustainability is now seen as a necessity for business to have on their agenda, so read about how the channel is turning green to capture customer attention. Also discover how the pandemic has changed sales forever and boosted the importance of relationships, as well as learn about how to handle currency fluctuations, rises and inflation Continue Reading
- 31 Aug 2022
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News
19 Aug 2022
VMware unifies partner programme
Enhanced offering from VMware offers more flexibility and support for various channel business models Continue Reading
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News
19 Aug 2022
Ingram Micro Cloud rolls out Ultra offering
Subscription offering for channel partners is designed to support those looking for business growth Continue Reading
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News
17 Aug 2022
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
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News
03 Aug 2022
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
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Opinion
02 Aug 2022
That channel and vendor relationship really matters
The channel is all about relationships and the latest insights from CompTIA have underlined that Continue Reading
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News
26 Jul 2022
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
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Feature
21 Jul 2022
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
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News
21 Jul 2022
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
