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
27 Mar 2024
Goldilock makes move to channel-first model
Security player views partners as best way to grow business and brings on board expertise to support shift Continue Reading
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News
21 Mar 2024
Microsoft shares progress in getting the channel to embrace AI
Vendor reveals the activity it has inspired in the channel since promoting artificial intelligence with partner programmes last summer Continue Reading
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News
04 Feb 2020
Lexmark unifies partner programmes under Connect banner
Printer player looks to make life easier and more profitable for partners with launch of fresh global programme Continue Reading
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News
03 Feb 2020
Check Point increasing subscription revenues
Just a few days after launching a fresh worldwide partner programme the security vendor has revealed the growth in its subscription offerings Continue Reading
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E-Zine
03 Feb 2020
MicroScope: Power to transform
In this issue, MicroScope asks experts what to expect in 2020, and the channel shares why change is necessary to thrive in different business environments Continue Reading
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News
30 Jan 2020
Partners driving growth at Microsoft, SnapLogic and Scale Computing
A trio of vendors have shared their latest quarterly results with the channel getting a mention Continue Reading
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News
29 Jan 2020
Resellers look to distribution to underpin 2020 ambitions
Context shares more findings from its ChannelWatch report with resellers looking for more support from their distie partners Continue Reading
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News
24 Jan 2020
BETT: HP hits the road to support educational partners
Vendor aims to get its education offerings out in front of customers and support resellers across the country Continue Reading
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Opinion
13 Jan 2020
Beware of falling for the hype machine
With more companies resorting to hyperbole to sell products, Billy MacInnes warns of the necessity to see past exaggeration and look at the true effectiveness of products and technology Continue Reading
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News
06 Jan 2020
LogicMonitor planning to invest in partners
It's been almost a full twelve months since the AIOps player launched its channel programme and it is looking to build on that over the course of 2020 Continue Reading
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E-Zine
03 Jan 2020
MicroScope: SMEs and managed services
In this issue of MicroScope, we look at the channel opportunity in the SME customer base as they look for managed services support, our roundtable discussion looks at the transformative appeal of unified communications, and consider why software development houses are switching to no-code. Read the issue now Continue Reading
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News
19 Dec 2019
VMware arming channel with skills to unlock digital opportunities
Reaping the digital transformation rewards is more than just an IT conversation and VMware's UK channel chief is taking an approach based on helping partners increase their capabilities Continue Reading
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News
18 Dec 2019
Canalys reveals its Channel Champions
Analyst house places 12 vendors in the champions category for delivering high levels of support to partners Continue Reading
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News
17 Dec 2019
Consenna gearing up for HP for Education programme
Channel player ready to support the eighth year of the vendor's education trade-in programme Continue Reading
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Opinion
11 Dec 2019
Distribution model is alive and well
Warren Buffett’s interest in Tech Data represents a very strong endorsement of distribution and the channel’s role Continue Reading
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E-Zine
06 Dec 2019
MicroScope: Time for change
In this issue, we ask experts how they're approaching digital transformation to meet customers demand, and we look at whether the actions of the user should reflect on the accountability of the cloud provider Continue Reading
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News
29 Nov 2019
Veeam UK channel boss looking to widen partner support
The recently installed UK channel boss is planning to increase the support it offers a wider number of partners as well as looking to exploit its alliances for the benefit of resellers Continue Reading
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News
27 Nov 2019
Q&A: Rob Tomlin, vice-president of channels UK&I, Dell Technologies
As Rob Tomlin completes his first year as UK channel chief at Dell, it's a good time to reflect on the progress made and future goals Continue Reading
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News
22 Nov 2019
GTDC: Distribution set for continued growth
The industry group has released the findings of its 2025 research indicating that the future for distribution is looking positive Continue Reading
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Opinion
22 Nov 2019
Opportunities and threats with Microsoft 365 Business Voice
The latest announcement from Microsoft brings significant business benefits and increased revenue to its resellers Continue Reading
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News
20 Nov 2019
Cohesity, Extreme and Cloudera enhancing partner programmes
Just like waiting for buses it's turning out to be the week when numerous channel partner programme refreshes all turn up Continue Reading
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Feature
20 Nov 2019
How to improve customer experience
Billy MacInnes questions experts on what they’re doing to digitally transform the customer experience and asks what advice they have for channel partners Continue Reading
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Feature
05 Nov 2019
Q&A: Angela Whitty, managing director, UK&I partner organisation, Cisco
Cisco’s UK channel chief shares some views on the year ahead and the progress made in the 2019 financial year Continue Reading
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News
04 Nov 2019
HPE supports as a service shift with partner programme enhancements
To support the ambition to offer as a service across the portfolio by 2022 HPE has started to make changes to its partner programme Continue Reading
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E-Zine
01 Nov 2019
MicroScope: The growing SD-WAN opportunity
After plenty of hype, software-defined wide-area networking is delivering revenues for the channel, but how are partners taking advantage of it? Also read about how to tackle the growing skills gap in the face of Brexit, and how businesses are supporting intelligent workspaces Continue Reading
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Opinion
30 Oct 2019
What resellers want: Countering customer frustrations
Alex Tatham, managing director of Westcoast, discusses his conclusions from the results of the company’s recent survey Continue Reading
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Opinion
29 Oct 2019
Changing of the guard: Will technology leaders soon set business strategy?
IT must increasingly align with the business to keep up with modern customer demands, leading to a change of how the technology leadership role is performed Continue Reading
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News
29 Oct 2019
NetSuite makes “largest ever” investment in channel
ERP software vendor outlines new partner programme Continue Reading
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News
28 Oct 2019
Webroot putting the ground work in before 2020 programme launch
The security player's channel chief has been spending the months post the Carbonite acquisition getting a firm grip on its indirect business Continue Reading
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News
22 Oct 2019
New Commvault channel chief promises partners greater stability
Mercer Rowe’s pledge of no more “knee-jerk reactions” welcomed by partners Continue Reading
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News
21 Oct 2019
Forcepoint in a rush to make a channel difference
Security player is turbo-charging its efforts to put structures in place to work with partners Continue Reading
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News
17 Oct 2019
Fresh image and roadmap “breathe new life” into Commvault
Commvault unveils new look and product strategy under CEO Sanjay Mirchandani Continue Reading
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Opinion
17 Oct 2019
Digital transformation: How far are we really in the journey?
Are customers really in as much of a hurry to digitally transform as the shrillest advocates of the technology would like us to believe? Continue Reading
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News
15 Oct 2019
Nutanix reassures channel in transition to software company
Nutanix launches partners services programme and pushes OEM relationships Continue Reading
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News
15 Oct 2019
Webroot and Carbonite to re-launch channel programme in 2020
Webroot talks merging channel organisations following its acquisition by Carbonite in March Continue Reading
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News
14 Oct 2019
Nutanix announces back-end rebate increases
Vendor looks to get partner compensation “on a par” with competitors Continue Reading
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Feature
09 Oct 2019
SD-WAN: How channel can make net gains
How prepared are channel partners to take advantage of the rapidly growing SD-WAN market? Continue Reading
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News
08 Oct 2019
Forcepoint using platinum and services to up consultancy levels
Security player is adding more depth to its channel programme with a couple of enhancements Continue Reading
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E-Zine
04 Oct 2019
MicroScope: What’s next for the channel?
The fourth quarter is the busiest in the channel, so we talk to experts to ask what technologies should be selling strongly in the coming months. Also, discover whether vendor certifications are really worth it, and what Brexit could mean for the GDPR sales pitch Continue Reading
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Opinion
03 Oct 2019
Westcoast and iland present a tale of two disties
Talking to just a couple of distributors reveals the evolution and determination from those firms to remain ahead of the market Continue Reading
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News
03 Oct 2019
Telstra looking for channel growth after turning purple
The recent launch of Telstra Purple will give the comms specialist the opportunity to provide the channel with more support Continue Reading
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News
03 Oct 2019
Nuvias putting the emphasis on value
Distributor kicks off a campaign around adding value for resellers that will run for the next few months Continue Reading
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News
02 Oct 2019
HPE points distribution towards the growing as a service opportunity
Vendor is sitting down with distributors this week to talk about as a service, SMEs and its channel programmes Continue Reading
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News
27 Sep 2019
Veeam looking to get more partners to gold
Vendor is keeping the focus on skilling up its partner base and getting them to higher levels in its programme Continue Reading
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News
24 Sep 2019
WatchGuard focusing on verticals as MSP numbers swell
Security player has seen its managed service provider relationships grow since it reached out to that segment of the channel community Continue Reading
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News
24 Sep 2019
Extreme Networks bringing Aerohive partners into unified programme
Plans to bring Aerohive partners into a unified programme are close to being made public by Extreme Networks Continue Reading
- 23 Sep 2019
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News
20 Sep 2019
ScanSource paints a picture of a digital future
Just weeks after it revealed plans to divest its hardware operation the firm has updated UK partners on the strategy Continue Reading
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News
19 Sep 2019
Quest and SecureAuth look for growth through the channel
If you have ambitious targets to meet then there is no better way of cranking up the sales activity than deepening relationships with the channel Continue Reading
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News
12 Sep 2019
LogMeIn looking for channel to support UCC suite
Firm is looking to get partners behind its latest product releases as it increases the focus its on comms and collaboration suite Continue Reading
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News
11 Sep 2019
Are accreditations and certifications channel essentials, or simply nice to have?
We investigate how important it is for channel businesses to gain industry and vendor certificates Continue Reading
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News
10 Sep 2019
Cyxtera building channel base
As the business evolves and becomes increasingly indirect the data and security player is keen to work with more resellers Continue Reading
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News
10 Sep 2019
Time to skill up and deepen customer relationships
The fourth quarter is a key time on the sales front but there are other activities that resellers should engage in to get themselves in a stronger position come the year end Continue Reading
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Opinion
09 Sep 2019
Commercial PC growth better for channel than consumer PC growth
The commercial PC segment experienced a 15% sales increase in July, while consumer sales dropped by 2% – but that’s better than the other way round Continue Reading
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News
09 Sep 2019
Ivanti steps up channel investment
Firm makes a raft of improvements designed to increase partner support and increase indirect revenues Continue Reading
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E-Zine
06 Sep 2019
MicroScope: Helping digital transformation
Find out how the channel is helping customers to digitally transform their businesses to keep up with trends and plan for the future, and read about what changes could come about from the shift to business-led IT. Read the issue now. Continue Reading
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News
04 Sep 2019
CenturyLink expands channel programme across EMEA
Firm is looking for resellers to sign up after it rolls out a major expansion in the area covered by its channel programme Continue Reading
- 23 Aug 2019
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Feature
15 Aug 2019
Cyber security and the channel
Leading lights in the industry give their assessment of where the cyber security market is headed in the second half of 2019 Continue Reading
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Feature
12 Aug 2019
Control or shift – channel’s role in the move to business-led IT
What impact could the shift to business-led IT have on channel partners’ role with customers and the relationships they have grown and developed within customer organisations? Continue Reading
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News
05 Aug 2019
CybSafe reaps the benefits of turning to the channel
The security firm has provided an update a year after it made its decision to go in-direct Continue Reading
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News
18 Jul 2019
Nadella: Trust has to be earned every day
Microsoft CEO uses Inspire keynote to cover the importance of building trusted relationships Continue Reading
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News
16 Jul 2019
Commvault doubles partner rewards with Advantage Programme
Data management player increasing investment in supporting top partners with fresh channel programme Continue Reading
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Feature
15 Jul 2019
Interview: Graeme Watt, CEO of Softcat
Softcat boss talk about office openings, organic growth and why he doesn't lie awake at night worrying about the future of the channel Continue Reading
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News
12 Jul 2019
Microsoft climbs down over IUR changes
Vendor performs a U-turn in the face of mounting partner opposition over plans to cut back software licenses for internal use Continue Reading
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News
12 Jul 2019
IUR row overshadowing Microsoft Inspire
Vendor's honesty about the costs of providing partners with licenses dominating the Inspire build-up Continue Reading
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Opinion
11 Jul 2019
The hybrid cloud and clearing technical debt
When done properly, hybrid infrastructure can deliver efficiency, cost savings and performance, but with so many options available, good advice from a channel partner is key to achieving these benefits Continue Reading
- 08 Jul 2019
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E-Zine
05 Jul 2019
MicroScope: The effects of Brexit
Brexit is still to be delivered, but the channel has to carry on as usual – discover how executives are reacting to the effects of Brexit on business. Also read about the pros and cons of virtual storage, and how Barracuda is helping partners go further Continue Reading
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News
04 Jul 2019
Mimecast looking to harvest existing relationships
Security player uses partner event to highlight the benefits of selling more products and services to existing customers Continue Reading
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News
03 Jul 2019
Aryaka looking at two-tier model
SD-WAN specialist is keen to sign up distribution partners in the UK before the end of the year Continue Reading
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Opinion
02 Jul 2019
What are the risks of not responding to a critical alarm in time?
When selling management tools, managed service providers need to educate users about the importance of acting on the alarms generated by such equipment Continue Reading
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Opinion
01 Jul 2019
Apstra stops the cyber criminals from loitering with intent
Intent-based networking fine-tunes all the complicated variables that influence the performance of a network infrastructure and can head off any potential cock-ups Continue Reading
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News
26 Jun 2019
Channel delivers solid growth for Lenovo
Firm aiming to build on the momentum of its last fiscal year with the channel playing a key role in delivering the growth Continue Reading
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Opinion
21 Jun 2019
Shifting business model to benefit from the rise in cloud
Channel partners will need to undergo their own version of digital transformation to take full advantage of the shift to cloud Continue Reading
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News
21 Jun 2019
Betty Blocks rolls out UK channel programme
Dutch firm has set up a formal programme for partners just six months after entering the UK market Continue Reading
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News
18 Jun 2019
HPE rolls out Pro series to encourage closer ties with partners
Vendor hoping that giving the channel access to the same training and tools it provides internal staff will increase collaboration Continue Reading
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News
14 Jun 2019
Advanced thanks channel for delivering growth
Changing market conditions have played into the hands of software player Advanced and its partners Continue Reading
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News
13 Jun 2019
Splunk encouraging partners to look beyond security
The vendor's recently appointed EMEA channel boss is keen to get partners selling its technology to more than just security customers Continue Reading
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News
13 Jun 2019
Veeam talks up importance of alliances
The vendor has held a London partner event this week where the focus was partly on getting partners to appreciate the solutions the wider vendor ecosystem could help deliver Continue Reading
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News
13 Jun 2019
Modular channel approach working at Avaya
The unified comms specialist has seen the channel engage with its blocks approach with many getting behind numerous specialisations Continue Reading
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News
07 Jun 2019
Edgescan aiming to drive channel growth with Ignite launch
SaaS specialist has hired a channel executive and launched a programme to increase its indirect business Continue Reading
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Opinion
04 Jun 2019
Save your tiers – Infosec 2019 could be the start of a common-sense revolution, says Becrypt
There are changes afoot in the infosecurity market, with Deep Secure seeking partners’ help in fighting the curse of steganography, Ignition Technology’s identity offering creating appeal beyond the IT department, and Becrypt taking its disk encryption and data protection products direct to resellers Continue Reading
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News
28 May 2019
Barracuda opens up about channel overhaul
The vendor has talked about a restructure of its channel and effects of simplifying partner programme Continue Reading
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Feature
24 May 2019
Brexit crisis: How are businesses coping?
Theresa May’s impending departure has only deepened the confusion surrounding Brexit – so what does the business community make of it all? Continue Reading
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Opinion
23 May 2019
Scaling new heights
In the third and final part in his series, Predatar’s Alistair Mackenzie considers the top four technological challenges businesses are likely to face when they’re looking to scale their recurring revenue model Continue Reading
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News
17 May 2019
Alibaba Cloud continues to expand partner ecosystem
The cloud player continues to sign up partners as it gets ready to bring the message to the UK Continue Reading
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News
15 May 2019
Print players step up channel support
Epson and Kyocera have both revealed intentions to make life easier for partners Continue Reading
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Opinion
13 May 2019
How to make channel sales work
To be effective in channel sales, you have to be a great project manager, able to influence without formal organisational power and operate effectively at every level in an organisation. Read on for advice on how to succeed Continue Reading
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Opinion
10 May 2019
A bridge too VAR
The expedition from VAR to MSP is not short of challenges but, equipped with the right map, ambitious companies can feel more confident in getting past first base. In the second part of his series, Predatar CEO Alistair Mackenzie takes a closer look at the importance of a strong culture and highlights why marketing should no longer be viewed as an afterthought Continue Reading
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News
09 May 2019
Open Systems charting a channel course
SD-WAN specialist has decided that the time is right to become a channel first company and make a push into the UK market Continue Reading
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E-Zine
07 May 2019
MicroScope: A virtual world
In this month's issue, we cover changes in distribution and the challenges being faced by those aiming to add value Continue Reading
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News
03 May 2019
VMware getting UK partners ready for Connect
The vendor is rolling out a revised partner programme next year and efforts are already under way to make sure the channel is ready for that development Continue Reading
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News
02 May 2019
Twilio aiming to build channel momentum
Comms specialist has been on a partner recruitment drive and is looking to keep its indirect business moving forward over the course of this year Continue Reading
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News
01 May 2019
Channel hitting the SME market for Dropbox
Partners delivered growth for the content and collaboration specialist last year and the foundations are building built to support future efforts Continue Reading
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News
01 May 2019
WatchGuard adds specialisations to partner programme
The security player has taken steps to try and help partners increase their skill levels with three specialisations Continue Reading
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News
01 May 2019
Michael Dell: Customers need trusted advisors more than ever
Channel will be “super important” for cutting through complexity, says CEO of the hardware giant Continue Reading
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News
30 Apr 2019
Incoming GTDC CEO stresses positive prospects for distribution
The incoming boss of the body that represents distributors has spoken of his belief that the best is yet to come from that tier of the channel Continue Reading
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News
30 Apr 2019
Dell gives partner programme a fresh look
Dell Technologies re-brands programme, encourages cross-selling across portfolio Continue Reading
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News
10 Apr 2019
Vertiv cuts ribbon on fresh partner programme
Power specialist has taken steps to increase incentives and support for channel partners across EMEA Continue Reading
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News
08 Apr 2019
Tripwire increases support for top tier partners
Security player rolls out channel programme enhancements including a platinum level Continue Reading
- 05 Apr 2019