Sales and Customer Management

Pivoting through the crises

The channel is all about evolution, and one of the challenges has been to get to a stage where businesses can thrive despite global political and economic challenges Continue Reading

By

• Billy MacInnes

Channel catch-up: News in brief

Developments this week at Infinigate Group, Assured Data protection, Diliko, N-able, Coro and Quantum Dice Continue Reading

By

• Simon Quicke, Microscope Editor

CCS and Servium contribute to Advania UK growth

Channel player reveals how acquisitions contributed to its 2024 performance and how it has grown in the region Continue Reading

By

• Simon Quicke, Microscope Editor

HP: Partners key to delivering sustainability

Vendor HP provides an update on the continuing demand from customers for green technology and the role its channel plays in supporting those needs Continue Reading

By

• Simon Quicke, Microscope Editor

HP’s UK&I managing director stresses importance of partner dialogue

The recently appointed country manager shares her views on the importance of maintaining close links with the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Westcon-Comstor European unification efforts progressing

Distributor announced at the start of March it was looking to go to market across the region with a more unified approach Continue Reading

By

• Simon Quicke, Microscope Editor

Climb increases AI support

Distributor looks to guide partners from start to selling to get more comfortable pitching artificial intelligence offerings Continue Reading

By

• Simon Quicke, Microscope Editor

Gartner shines light on B2B buyer challenges

Analyst firm Gartner reveals conflicts across numerous stakeholders and an undermining of digital transformation due to lack of staff knowledge Continue Reading

By

• Simon Quicke, Microscope Editor

Evolve IP combines tech and sales support function

Comms player makes move to streamline assistance it can provide to its reseller base Continue Reading

By

• Simon Quicke, Microscope Editor

Channel catch-up: News in brief

Before the week ends, there’s time to note what’s happened at Westcoast, ALSO, TD Synnex, Ricoh Europe and iomart Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Marc Botham, Jamf

Marc Botham, general vice-president of channel and alliances at Jamf, shares personal insights into driving growth, building strong partner relationships, and his love for sailing Continue Reading

Channel catch-up: News in brief

Developments this week at Datatonic, Parallels, Central Technology Group, Cowbell and FiberLocator Continue Reading

By

• Simon Quicke, Microscope Editor

AvePoint event underlines partner progress

Efforts to educate and support the channel over the past year help deliver well-attended event and revenue growth Continue Reading

By

• Simon Quicke, Microscope Editor

Unethical practices in telecoms channel called out

Hidden fees, lengthy contracts and a lack of transparency should inspire government action, argues one industry player Continue Reading

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

Adopting simple practices can boost sustainability and profit

Integrating steps designed to reduce carbon emissions doesn’t have to be onerous or demanding but instead can grow business, with the circular economy providing the channel a route into sustainability Continue Reading

By

• Steve Bell

Reframing data resiliency: the ‘insurance policy’ pitch

Clients often see pitches advocating for data resiliency as costly, complex, confusing – and something they don’t need. But frame it as an insurance policy in business terms they understand and you’ll soon turn their heads Continue Reading

By

• Steve Bell

Channel catch-up: News in brief

Find out what developments there have been this week at SentinelOne, Softcat, TD Synnex, Bugcrowd, Hornetsecurity, Unframe and Climb Continue Reading

By

• Simon Quicke, Microscope Editor

Channel marketing skills under threat

Tendency to merge role with other aspects of the business has raised concerns in the industry Continue Reading

By

• Simon Quicke, Microscope Editor

Disappointment over lack of SME support in Spring Statement

Industry figures react to the Spring Statement and express views on range of topics, including business support and digital infrastructure commitment Continue Reading

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

Softcat ahead of expectations after solid first half

Channel player shares results for the first six months of its fiscal year with double-digit growth across all the key metrics Continue Reading

By

• Simon Quicke, Microscope Editor

SCC steps up sustainability efforts

Channel player SCC works to share more emissions data with customers and provide asset disposal for those looking to upgrade devices to Windows 11 Continue Reading

By

• Simon Quicke, Microscope Editor

Climb’s AI Academy coming to UK and Ireland

Distributor shares 2024 financial update and indicates its AI Academy scheme launched in Germany last autumn will be coming to the UK and Ireland later this year Continue Reading

By

• Simon Quicke, Microscope Editor

UBDS Digital taking lifecycle transformation approach

Transforming customers could mean more than just replacing legacy kit and rolling out some fresh apps Continue Reading

By

• Simon Quicke, Microscope Editor

WWT and Kyndryl expand customer support centres

Firms invest in more logistics and enablement capability to increase the assistance they can offer those users looking for help with digital transformation and artificial intelligence Continue Reading

By

• Simon Quicke, Microscope Editor

Westcon-Comstor driving data-sharing strategy

The distributor’s recently appointed digital sales leader shares his ambitions for the year ahead, and the importance of passing insights to partners Continue Reading

By

• Simon Quicke, Microscope Editor

Distie roundup: Activity at Arrow, CMS, Exclusive, e92plus and Westcon-Comstor

Channel players are extending vendor relationships to add more services and routes to market Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat deepens DEX options with Nexthink

Relationship between vendor and channel player shines a light on employee experience Continue Reading

By

• Simon Quicke, Microscope Editor

Sustainability remains a channel priority

Research from Agilitas shows there has been an increase in the number of those across the industry viewing reducing carbon emissions as a priority Continue Reading

By

• Simon Quicke, Microscope Editor

Why we need a culture of greater collaboration in the channel

James Bradley, VP partners and alliances, EMEA at Okta, shares his thoughts on the reasons why working more together across the channel makes sense Continue Reading

By

• James Bradley, VP partners and alliances, EMEA at Okta,

DORA unpreparedness spells channel opportunity

Compliance regulations come into force on 17 January, but many in the financial services community are not ready Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Race ahead in the new year

In this issue, discover what experts across the channel predict for the new year. Also read about upcoming trends, with security and artificial intelligence positioned at the forefront in discussions about major growth areas Continue Reading

2024 review: Main themes in the channel

MicroScope takes a look back at some of the main themes that affected the channel over the past 12 months Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks unifies security services

Distributor brings together its consultancy, training and technical expertise under one roof to make life easier for partners, while Westcon-Comstor has rewarded a number of staff with senior promotions Continue Reading

By

• Simon Quicke, Microscope Editor

Channel moves: Who’s gone where?

Changes and moves announced at Computacenter, Genesys, The Noledge Group, Forcepoint and CirrusHQ Continue Reading

By

• Simon Quicke, Microscope Editor

Avanade sounds alarm over mid-market approach to AI

Viewing the technology as an opportunity to cut staff and reduce costs is not the right approach, the channel player has warned Continue Reading

By

• Simon Quicke, Microscope Editor

Channel moves: Who’s gone where?

There are moves this week at a range of organisations, including Apogee, Enfocus, Logpoint, Altia, NFON and Dragos Continue Reading

By

• Simon Quicke, Microscope Editor

Making a channel event hit the target

The industry enjoys a good get together, but with pressure on time, those organising conferences have to pitch it just right. MicroScope speaks to Distology to find out how Continue Reading

By

• Simon Quicke, Microscope Editor

Questions over the future of Exertis as DCC signals break-up

Group’s chief executive signals a strategic shift to focus solely on its energy business, with it unclear what comes next for its channel business Continue Reading

By

• Simon Quicke, Microscope Editor

Budget should spark channel to drive more AI and automation

Recently announced changes to National Insurance, capital gains tax and increases to the minimum wage should spark opportunities for partners Continue Reading

By

• Simon Quicke, Microscope Editor

Infinity Group CEO shares AI experiences

Microsoft partner has embraced Copilot, and has some lessons to share to encourage others to do the same Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive UK and Ireland managing director plans to increase partner support

SME-sized resellers and MSSPs are going to be getting increased backing from the distributor Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: MSPs are the future

The managed service model has swept the channel in recent years and looks like the approach for the long term – but does it need to change? Also, read about how to best prepare for an AI-driven future, as well as celebrate e92plus’s 35 years as a distributor Continue Reading

Softcat provides investor cheer with solid FY24

Channel player continues almost two decades-long stretch of delivering double-digit growth, despite tough market conditions Continue Reading

By

• Simon Quicke, Microscope Editor

SME reluctance to spend hits Bechtle Q3 numbers

Channel player updates the market with a sober assessment of the consequences of trading in a surprisingly weak market Continue Reading

By

• Simon Quicke, Microscope Editor

Schneider Electric shares French lessons with the UK

Power specialist shares progress made in circular efforts on the continent, and will bring them to this side of the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys: AI threatening green progress

Analysts share why it’s not been a good year on the ESG front, and some of the routes to improvement the industry could make Continue Reading

By

• Simon Quicke, Microscope Editor

Logicalis rolls out sustainability blueprint offering

Channel player keen to share range of green services with users to support their drive to reduce emissions Continue Reading

By

• Simon Quicke, Microscope Editor

Distributors taking steps to widen reach

Moves made by Arrow, Ingram, Westcon-Comstor, Climb and Exclusive, plus an APAC opening at Nebula, show the desire to extend growth opportunities across the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys: There are reasons for optimism

Chief analyst shares reasons why the channel should be positive, but encourages investment in emerging technology and services to remain relevant Continue Reading

By

• Simon Quicke, Microscope Editor

HP outlines workspace opportunities for partners

HP’s latest insights into what makes a happy worker signals areas where the channel can make an impact Continue Reading

By

• Simon Quicke, Microscope Editor

Sophos steps up partner training as skill gaps continue

Security player Sophos rolls out more education for the channel at a time when customer security skills continue to be in short supply Continue Reading

By

• Simon Quicke, Microscope Editor

SMEs fear AI and are looking for support

Findings from Indeed research underline the role the channel needs to play to help customers adopt AI technology Continue Reading

By

• Simon Quicke, Microscope Editor

Westcon-Comstor extends Tech Xpert

Distributor shares membership update as it looks to take the community to a fresh part of the globe Continue Reading

By

• Simon Quicke, Microscope Editor

Logicalis on track to hit sustainability targets

Channel player shares insights into how it’s reducing emissions across its business and supplier ecosystem Continue Reading

By

• Simon Quicke, Microscope Editor

Key considerations to prepare for a partner-first power play

James Bradley, VP, EMEA partners and alliances, Okta, shares thoughts on how to get the most out of channel relationships Continue Reading

By

• James Bradley, VP, EMEA partners and alliances, Okta,

TD Synnex cuts emissions as green progress continues

Distributor TD Synnex shares progress report on how it is has improved on its sustainability and social commitments Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Embracing the AI opportunity

In this issue, we look at how the channel is reacting to AI, share advice for those looking to harness the technology, and explore how MSPs can help customers to optimise AI investments Continue Reading

Cloud Industry Forum: ESG a criterion for partner selection

Industry group shares latest research into attitudes around sustainability, with results showing it matters to customers as much as cloud and security capabilities Continue Reading

By

• Simon Quicke, Microscope Editor

Sabio outlines net-zero ambition

Firm sets to work with international bodies to get carbon out of its business over the next couple of decades Continue Reading

By

• Simon Quicke, Microscope Editor

Channel explainer: How to use the summer lull constructively

With many of us sitting in deserted offices as colleagues head off to relax on beaches in far-flung places and the phones are not ringing as much, how can we spend our time wisely? Continue Reading

By

• Simon Quicke, Microscope Editor

Sophos adds more post-sales support for customers

Following up from its partner efforts earlier this year, the vendor continues to take steps to widen access to education and strategic guidance Continue Reading

By

• Simon Quicke, Microscope Editor

Westcon-Comstor uses data to generate additional partner business

Distributor Westcon-Comstor shares the progress made in its fiscal year with its data sharing programme that identifies opportunities Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Steve Corfield, Salesforce

The Salesforce staffer with responsibility for emerging products is the latest to divulge some personal and professional details Continue Reading

ALSO strengthens European position with Westcoast

Distributor tie-up will provide Swiss channel player with more options in the UK, Ireland and France Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Is it worth taking a risk?

In this issue, we take a closer look at the channel's approach to risk, with experts weighing in on with their approach to playing it safe versus taking steps towards innovation. Also read up on why the time is now to learn about AI-capable PC use cases, as well as why the human factor should not be underestimated when it comes to AI Continue Reading

Is it worth taking a risk in the channel?

 Continue Reading

Logicalis: Sustainability still a top customer concern

Even with the tougher economic climate, the commitment by customers to greening their business and working with those with a similar mission remains solid Continue Reading

By

• Simon Quicke, Microscope Editor

Sage: SMEs want the channel to be trusted advisors

Firm shares research that indicates partners are seen by small and medium-sized customers as the source of digital transformation support Continue Reading

By

• Simon Quicke, Microscope Editor

Goldilock builds out partner network

Security vendor adds distributors and resellers to increase UK, US and European coverage and to support its plans to go indirect Continue Reading

By

• Simon Quicke, Microscope Editor

Hume talks of ‘recovering market’ as TD Synnex shares Q2 numbers

Distributor’s numbers fall within guidance in second quarter as it looks towards stronger second half Continue Reading

By

• Simon Quicke, Microscope Editor

Green into gold: Ways to drive business benefits from ESG

Ross Teague, CEO, Nebula shares eight tips on how to gain wider benefits from supporting ESG Continue Reading

By

• Ross Teague, CEO, Nebula

How the AI trend is causing a shift in buying patterns

Artificial intelligence is the technology of the moment and that has implications for the way the channel supports and sells AI, according to Peter Miller, sales manager at ETB Technologies Continue Reading

By

• Peter Miller, ETB

Validating security effectiveness: The secret to upselling in tough times

Ryan Kunker, Picus Security, senior director of channels and alliances, shares advice on how to upsell during an economic downturn Continue Reading

By

• Ryan Kunker, senior director of channels and alliances at Picus Security

Pure harnesses AI to enhance partner processes

Vendor unveils range of enhancements to provide its channel with greater insights and growth opportunities Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

Moves of note this week include those made at Netskope, Illumio, Cegid and a well-earned retirement at Abzorb Continue Reading

By

• Simon Quicke, Microscope Editor

AI adoption held back by user skills shortages

Research from SoftwareOne exposes the problems customers face when attempting to take advantage of artificial intelligence Continue Reading

By

• Simon Quicke, Microscope Editor

Is it worth taking a risk in the channel?

There may be hesitation in the channel when it comes to making risky decisions, but is risk needed if the channel is to grow? We ask a range of experts to weigh in on the topic Continue Reading

By

• Billy MacInnes

Not all AI is created equally – and neither are humans

Lance Williams, CTO at Distology, is convinced that the human factor should not be underestimated in the frontline fight against AI-generated threats Continue Reading

By

• Lance Williams, CTO at Distology

Tech Channel Ambassadors out to reduce stress and strife

 Continue Reading

Why sustainability matters

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AI not yet making a channel marketing impact

Lack of guidelines, concerns over data, and a failure to deliver compelling results are hindering adoption of artificial intelligence tools Continue Reading

By

• Simon Quicke, Microscope Editor

TD Synnex launches group to focus on AI

Distributor forms group to bring together businesses and individuals with different skills and resources to maximise benefits of artificial intelligence Continue Reading

By

• Billy MacInnes

The keys to ESG success

Figures across the industry share some of their best practices to improve sustainability and diversity Continue Reading

By

• Billy MacInnes

Five-minute interview: Cristina Bentue, IriusRisk

The latest to share some personal insights is Cristina Bentue, co-founder and chief operating officer of cyber security player IriusRisk Continue Reading

Tech Channel Ambassadors out to reduce stress and strife

Billy MacInnes reflects on the TCA group’s recent launch and its ambition to help promote the channel as a positive career destination Continue Reading

By

• Billy MacInnes

Umbraco provides update on sustainability progress

CMS player issues annual Impact Report to cover progress made on carbon emissions, diversity and efforts to work with partners to save planet Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat boss talks H1 results, M&A and growing headcount

In light of the release of numbers for the channel player’s first half, Softcat’s CEO shares his thoughts on the progress made Continue Reading

By

• Simon Quicke, Microscope Editor

Coterie launches channel marketing academy

Marketing specialist introduces courses designed to help improve and develop marketing skills across the channel Continue Reading

By

• Simon Quicke, Microscope Editor

RM outlines strategic growth plan

Education player puts tough 2023 into history books as it looks to improve business fortunes Continue Reading

Channel struggling to unlock data insights

High volumes of information from various sources are underlining attempts to grow revenues, according to findings from Westcon-Comstor Continue Reading

By

• Simon Quicke, Microscope Editor

Channel explainer: Why sustainability matters

Why is it important to have a strong green story? Where do you start, and who is going to help you? This explainer tackles those questions Continue Reading

By

• Simon Quicke, Microscope Editor

Channel urged to keep evolving sustainability position

With the industry evolving, the emergence of AI and other energy-hungry technologies, the need to keep on top of strategies to reduce carbon emissions are essential Continue Reading

By

• Simon Quicke, Microscope Editor

Customers signal supplier green credentials a priority

Being able to flex a solid sustainability position is being seen by a growing number of users as an essential Continue Reading

By

• Simon Quicke, Microscope Editor

HP emphasises AI in partner programme enhancements

Vendor uses partner event to share details of changes coming in May, and its plans to increase support for partners keen to get involved with artificial intelligence Continue Reading

By

• Simon Quicke, Microscope Editor

Nebula urges channel to collaborate on sustainability

Firm shares report warning that keeping green cards close to the chest will not liberate the wider benefits of a strong ESG strategy Continue Reading

By

• Simon Quicke, Microscope Editor

Mid-market customers feeling ignored and mis-sold

Research from Microsoft partner Advania has revealed that users are struggling with legacy tech, management headaches and a lack of support from vendors Continue Reading

By

• Simon Quicke, Microscope Editor

Channel marketing scope has widened

Those looking after industry brands are increasingly taking on sustainability as an area of responsibility Continue Reading

By

• Simon Quicke, Microscope Editor

Kyocera: In tough times, get closer to your suppliers

Print and document management player advises the channel to deepen relationships, while elsewhere, Canon puts more products into the hands of partners Continue Reading

By

• Simon Quicke, Microscope Editor