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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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
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Opinion
17 Jan 2019
Channelling the cloud – building healthy CSP relationships
Creating a successful relationship with cloud service providers is essential for channel partners looking to increase their cloud portfolio. iLand 's director of channel sales has five tips to make the most of the opportunity Continue Reading
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News
17 Jan 2019
Sectigo pushing enterprise channel message on the back of a rebrand
SSL player Sectigo has launched a partner programme with plans to drive enterprise revenue Continue Reading
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News
09 Jan 2019
Avaya aiming to drive growth via partner programme
The vendor is planning to outline more details in a couple of weeks but has already indicated changes are coming to make life easier for partners Continue Reading
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E-Zine
07 Jan 2019
MicroScope: Leading the way with SD-WAN
In this issue, read about how to help partners on their SD-WAN journey, as well as get up to date with the security predictions for the year ahead Continue Reading
- 04 Jan 2019
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News
19 Dec 2018
Veritas stressing its channel benefits
Data management player keen to bring the channel up to speed on both its technology and the benefits of joining its partner ecosystem Continue Reading
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News
17 Dec 2018
Spectrami aiming to fill VAD gap
The relatively fresh player to the UK market is aiming to provide some of the value added services that it believes larger rivals are missing Continue Reading
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News
12 Dec 2018
Strong demand pushes Fujitsu MSP pilot programme live
The idea had been to start small and run a pilot but strong demand from partners meant that the vendor has gone live with its MSP programme Continue Reading
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News
12 Dec 2018
Fujitsu getting closer to 90% channel business target
The vendor has made strides this year to put itself in a position to get 90% of its revenues coming via the channel in 2019 Continue Reading
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News
10 Dec 2018
Nutanix enhances channel charter for disties and SIs
The vendor has added more depth to the channel model it launched in the summer Continue Reading
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News
07 Dec 2018
Cogeco Peer 1 targeting VAR community
The hosting specialist has identified a group of resellers that it plans to start working with Continue Reading
- 07 Dec 2018
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E-Zine
07 Dec 2018
MicroScope: Tech for good
In this issue, read about why CEOs are talking about the positives of technology and why the channel will need to do the same Continue Reading
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News
04 Dec 2018
Commvault channel chief delivering on the vision
Earlier this year Owen Taraniuk talked about how he planned to make life better for partners and change the approach Commvault was taking and he has been true to his word Continue Reading
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News
27 Nov 2018
AWS CEO Andy Jassy highlights untapped cloud growth opportunities for channel partners
AWS CEO Andy Jassy used the Global Partner Keynote at re:Invent 2018 to highlight how helping enterprises migrate to the cloud now could have follow-on business benefits for channel partners for many years to come Continue Reading
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News
27 Nov 2018
Spectrami latest to join list of UK VADs
The UAE based channel player is looking to ramp up its activity across Europe with an independent operation opening in the UK Continue Reading
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News
15 Nov 2018
Cloudian thanks resellers as revenues climb
Object storage specialist provides commentary on how the first three fiscal quarters have gone and the channel has played a big part in its growth Continue Reading
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News
08 Nov 2018
VMware on a journey to rebuild partner programme
The vendor's recently appointed channel chief has shared her plans for rebuilding the firm's partner programme Continue Reading
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News
07 Nov 2018
Services the area of focus for VMware channel partners
The vendor is keen to make sure that the channel can deliver services around its portfolio Continue Reading
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News
07 Nov 2018
Silver Peak revamps partner programme
Vendor makes changes in response to partner calls for more predictability around pay-outs Continue Reading
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News
05 Nov 2018
WDC: The channel needs to view us as a technology company
The storage player has expanded its portfolio over recent years and has more infrastructure products to sell via partners Continue Reading
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News
26 Oct 2018
Extreme Networks announces $50m channel investment
Extreme Networks investing in building up its channel after going through a challenging year Continue Reading
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Opinion
25 Oct 2018
Partners the key to unlocking SME sales
Vendors want to increase SME sales and Billy MacInnes knows that working with the channel is the only way to achieve that goal Continue Reading
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News
24 Oct 2018
Vendors failing to develop a solid channel relationship in danger of losing ground
Those suppliers that fail to deliver the best possible channel experience face losing ground on rivals that are better Continue Reading
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News
16 Oct 2018
SMB the focus for Lenovo's fresh UK channel boss
Even after a few days it has become clear to Lenovo's UK channel boss that the firm's commitment to working with partners to reach the small business market will remain a priority Continue Reading
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News
16 Oct 2018
Equinix looks to take channel revenues past 20%
The data centre specialist has been working with the channel to increase its enterprise market share and wants that to continue Continue Reading
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News
12 Oct 2018
Lenovo pledges to fix channel process issues
The vendor came in for some criticism at the Canalys Channels Forum but responded by vowing to fix the problems in the next six months Continue Reading
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News
11 Oct 2018
Spiceworks using AI to matchmake customers and partners
Spiceworks has unveiled AI capabilities to directly connect tech users with MSPs Continue Reading
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Feature
10 Oct 2018
Channel tensions rising
Competition and strained vendor relationships highlighted as concerns at Canalys Channel Forum Continue Reading
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News
05 Oct 2018
PRM a tool to identify next gen partners
Gut feelings might have helped channel managers make decisions in the past but technology should make it easier and more precise Continue Reading
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E-Zine
05 Oct 2018
MicroScope: Tap into wearables
An issue looking at opportunities in virtual reality, health and fitness give the channel a clear run for wearable technology Continue Reading
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News
03 Oct 2018
CensorNet makes return to distribution
Security player decides the time is right to return to a two-tier model in the UK channel space Continue Reading
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News
21 Sep 2018
Rubrik emphasises competencies with global partner programme
Backup and data protection specialist launches first global partner programme with plans to reward those partners that gain certifications Continue Reading
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News
19 Sep 2018
SonicWall flags firewall upgrade opportunity
The security vendor has used its partner event as a forum to encourage resellers to talk to customers using ageing technology Continue Reading
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News
18 Sep 2018
Commvault reveals EMEA distribution rationalisation
Commvault evaluating distributor relationships as part of sweeping changes to channel organisation Continue Reading
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News
13 Sep 2018
CompTIA flags emerging tech the channel needs to get to grips with
The industry organisation has shared the top ten emerging technologies that are set to have an impact on the channel and users Continue Reading
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News
12 Sep 2018
BlackBerry building partner base and working with Check Point
The software firm has used its Security Summit in London to outline channel growth and reveal an ISV relationship with Check Point Continue Reading
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News
10 Sep 2018
Veeam cranking up public sector focus
One of the areas the vendor is looking to put the time in is around helping partners sell into the public sector Continue Reading
- 10 Sep 2018
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News
07 Sep 2018
Knowledge and speed the key to a channel chief's first 180 days
A guide to those looking to make an impact at a vendor in the channel management role has some advice about what to do in the first few months Continue Reading
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News
06 Sep 2018
Rackspace ramping up channel business
The cloud player has been looking to ramp up its channel over the course of this year and those efforts are continuing Continue Reading
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Opinion
04 Sep 2018
Veritas reveals channel’s role in growth strategy
The vendor is “on a mission” to drive channel sales in midmarket and enterprise Continue Reading
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News
04 Sep 2018
Tomlin in at Dell to run UK channel
The distribution veteran has been given the chance to make an impact at the vendor replacing Sarah Shields after she moved to a European role Continue Reading
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News
03 Sep 2018
Canalys: Vendor's beware partner programmes don't lose relevance
The analyst house has found that more resellers are reporting issues with the programmes that they are offered by vendors Continue Reading
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News
28 Aug 2018
Multi-cloud the theme at VMWorld
An acquisition and some partner programmes have underlined the commitment of VMware to carve out more share in the multi-cloud market Continue Reading
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Opinion
28 Aug 2018
DataDirect Networks keeps the Tintri channel going
Billy MacInnes is impressed with the proactive channel approach being taken by DDN Continue Reading
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News
22 Aug 2018
Silver Peak increases SD-WAN support for partners
The vendor has rolled out a programme that will provide those looking to get to grips with SD-WAN with training and certification Continue Reading
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News
16 Aug 2018
Vendors under pressure to generate better channel data
The information that a lot of vendors have around rebate, MDF and marketing programmes is nowhere near as good as it should be Continue Reading
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News
10 Aug 2018
Dell EMC launches Enterprise Preferred Channel Programme
Dell EMC take collaborative approach to channel enterprise sales with new programme Continue Reading
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News
09 Aug 2018
Nutanix says fresh programme will benefit more partners
Nutanix drops ‘one-size-fits-all’ programme and rewards partner investment over revenue targets Continue Reading
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Opinion
02 Aug 2018
When it comes to privacy, technology is only part of the story
Philippe Ortodoro, VP EMEA Channel Sales, TrustArc, explains why the coming two years are going to be a business bonanza for the channel Continue Reading
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News
25 Jul 2018
BlueJeans extends channel programme
The video conferencing specialist has increased the incentives and rewards for those prepared to meet the requirements of its revised partner programme Continue Reading
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News
13 Jul 2018
Microsoft flagging channel Azure MSP experts
Ahead of the Inspire event the vendor has made it easier for those who are experts at Azure managed services to stand out from the crowd Continue Reading
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Feature
12 Jul 2018
Agony aunt as a service
Impartner’s chief marketing officer Dave R Taylor has some helpful advice for those trying to increase and improve their partner communities Continue Reading
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Opinion
12 Jul 2018
Coming back to the channel: why it’s time to rethink reselling
Neil Robertson, CEO of Compleat Software, shares the motivation for the firm's re-engagement with the channel Continue Reading
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News
11 Jul 2018
SonicWall determined to gain share in the mid-market
Security vendor stepping up support for partners as it sets out an ambition to replicate SME efforts in the mid-market space Continue Reading
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News
11 Jul 2018
Vodafone pointing partners towards IoT and 5G opportunities
The comms firm has been getting its channel ready for the next wave of innovation Continue Reading
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E-Zine
06 Jul 2018
MicroScope: Getting storage right
This issue looks at what products are in demand now in the storage world and what technologies are coming that need to be embraced by the channel Continue Reading
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Opinion
28 Jun 2018
Considerations on a European channel strategy
Brad Parks, VP of business development at Morpheus Data, shares some of the thoughts that go through then mind of a vendor looking at increasing European channel coverage Continue Reading
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News
27 Jun 2018
Scale Computing rolls out MSP programme
The hyper converged player has stepped up the support it can offer to managed service providers Continue Reading
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News
26 Jun 2018
Nutanix and SonicWall hand partners tools to target the mid-market
Both vendors have launched programmes that will help their channel partners increase sales in the mid-market customer segment Continue Reading
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News
21 Jun 2018
Fujitsu extends support for service providers
The vendor has built on steps taken to make life easier for MSPs in the UK last month with a wider European programme Continue Reading
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News
21 Jun 2018
Thoughtonomy on track for 90% channel business target
The intelligent automation specialist has rolled out a fresh partner portal as it looks to increase channel revenues Continue Reading
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News
14 Jun 2018
Security world showing plenty of channel interest
The recent InfoSec show underlined just how many vendors are keen to work with the channel and build their presence in the market Continue Reading