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
20 Mar 2025
SonicWall and Azul note channel momentum
Vendors share details of how the channel drove sales in 2024 Continue Reading
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News
20 Mar 2025
What HP’s Amplify announcements mean for UK partners
The vendor’s UK&I channel lead talks us through the changes that were announced this week 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
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E-Zine
05 Apr 2019
MicroScope: Spotlight on SD-WAN security
In this issue, we look at the value of security in SD-WAN, as well as storage innovations and opportunities for channel growth Continue Reading
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News
04 Apr 2019
Flashpoint registers significant channel growth
The business risk specialist has seen the channel numbers rise significantly since it introduced a formal partner programme 18 months ago Continue Reading
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News
03 Apr 2019
Pure Storage rolls out distributor programme
Storage player looks to formalise relationships with distribution partners across EMEA Continue Reading
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News
03 Apr 2019
VMware shares details of forthcoming partner programme changes
The vendor has been rebuilding its channel partner programme and has indicated early next year will see the launch of a revised scheme Continue Reading
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News
28 Mar 2019
Aryaka channel boss taking a structured approach
The recently appointed senior president of worldwide channels at SD-WAN player Aryaka is looking to develop a formal partner programme Continue Reading
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Opinion
27 Mar 2019
How resellers can cash in by making their clients Siccura
Security should be the most exciting sector in IT, yet the marketing is dull and unimaginative. We need stories of cops and robbers, not another set of meaningless statistics Continue Reading
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News
22 Mar 2019
Arcserve increasing top tier support
Data protection specialist's EMEA channel boss is looking to renegerise the partner base and work more closely with those that have been in its corner Continue Reading
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News
21 Mar 2019
Veeam increasing partner collaboration
Data management player is making this the year it listens more to channel partners Continue Reading
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News
18 Mar 2019
HP increases channel support for EaaS approach
The vendor has taken steps to make life easier for those partners looking to get involved with Everything as a Service Continue Reading
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News
15 Mar 2019
Channel growth a priority for Juniper Networks
The vendor's recently appointed EMEA channel head is looking to work more closely with its top tier of partners Continue Reading
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News
14 Mar 2019
HPE puts solution architects at heart of customer engagement
HPE's Tech Pro programme will bolster technical training and support and equip solution architects for customers’ transformation projects Continue Reading
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News
11 Mar 2019
HPE steps up technical support for partners
Vendor will introduce technical community programme to EMEA and the US after running a successful pilot Continue Reading
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News
08 Mar 2019
Nexsan listening to partners
The firm has chosen to celebrate its 20th anniversary by rolling out a partner advisory council Continue Reading
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News
07 Mar 2019
Juniper Networks bets on managed partners for growth
Juniper’s EMEA channel chief overhauls channel model to focus on top partners Continue Reading
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News
06 Mar 2019
Partner numbers and investment up at Salesforce
The CRM firm has revealed that it has grown its partner base and seen an increasing number go through certifications Continue Reading
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News
01 Mar 2019
Those failing to use the channel are missing out on growth
Research from Investec makes it clear that those that fail to use the channel well are losing out on significant amounts of revenue Continue Reading
- 01 Mar 2019
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E-Zine
01 Mar 2019
MicroScope: Making tracks to SD-WAN growth
SD-WAN is a technology on the rise and there are clearly plenty of channel opportunities out there for those that get a firm grip on deployment and installation Continue Reading
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Opinion
27 Feb 2019
Help us to help you – how the customer-first model helps you empower your business
We are in the middle of the fourth industrial revolution, with technologies such as the internet of things, data analytics, artificial intelligence and cloud-based business management tools a regular talking point. But technology alone won’t solve productivity bottlenecks and open new avenues for growth. There is a bigger picture that cannot be ignored – it starts with the customer Continue Reading
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News
22 Feb 2019
HPE boss: "If the channel doesn't grow we can't grow"
Speaking to analysts about the HPE's Q1 numbers Antonio Neri made it clear that partners play a pivotal role Continue Reading
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Opinion
20 Feb 2019
Eight tips to lead your prospect from discovery to purchase
With stronger competition than ever, it can be difficult for the channel to help their teams succeed in their sales proposals – here are eight tips to help you on your way Continue Reading
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News
20 Feb 2019
Foresite to use funding to build partner network
The cyber security specialist is looking to build its partner network across EMEA after getting backing from an investor Continue Reading
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News
19 Feb 2019
Extreme Networks increasing partner support
A number of enhancements to the partner programme should make life easier for the networking player's channel this year Continue Reading
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Opinion
15 Feb 2019
The channel is really big business
Channel revenues at Dell have gained the attention of quite a few industry watchers, Billy MacInnes included Continue Reading
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News
14 Feb 2019
Logicalis gains Cisco IoT authorisation partner status
The channel player has become the first in the UK to gain the IoT certified status just a month after the scheme was launched Continue Reading
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News
08 Feb 2019
Xerox signals SME growth ambitions
It has been a theme in the vendor's channel for the past 18 months but the importance of growing SME market share is something the firm has flagged with investors Continue Reading
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Feature
08 Feb 2019
Cisco: Partners play a crucial role
In an on-going series of Q&A's with channel executives the questions this time were put to Angela Whitty, managing director, partner, Cisco UK & Ireland Continue Reading
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News
07 Feb 2019
Dell reduces obstacles in partner route to gold
The vendor has revealed that it is making it easier for authorised partners to move up into its tiered programme Continue Reading
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News
07 Feb 2019
Dell sets sights on $70bn channel revenues
The vendor has revealed that the channel is within touching distance of hitting $50bn in revenues and it is now looking for a larger goal Continue Reading
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News
01 Feb 2019
Canon could expand Business Centre network
Having opened its first UK-based Canon Business Centre last year the firm's channel boss is looking into building on that progress Continue Reading
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E-Zine
01 Feb 2019
MicroScope: Look to the future
This issue discusses the main threats and opportunities in the channel for 2019, as well as presents an in-depth look at what tech is likely to dominate the world of storage Continue Reading
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News
29 Jan 2019
Scalable Software launches partner programme and signs distributor
The IT asset specialist is looking to work more formally with the channel to drive growth and increase the support it can offer partners Continue Reading
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News
29 Jan 2019
Cisco increases channel IoT programmes
The vendor is looking to build a global network of certified partners that can help customers embrace more IoT Continue Reading
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News
23 Jan 2019
Rubrik formalises programme for ISVs
Cloud data management player Rubrik is looking to build a stronger ecosystem with its latest technology partner programme Continue Reading
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News
22 Jan 2019
CloudHealth partner programme set for 2020 re-launch
Following its acquisition by VMware, CloudHealth will overhaul its channel programme Continue Reading
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Opinion
18 Jan 2019
Drive that growth through the channel
Avaya’s comments about increasing revenues via partners have got the thumbs-up from Billy MacInnes, who hopes it will act as an example to others Continue Reading
