Sales and Customer Management

Logicalis CEO: Sustainability is non-negotiable

The future of the planet is uncertain, but more efforts are being made across the channel to ensure the IT industry is taking positive steps to improve the situation Continue Reading

MicroScope: Dealing with rising prices

With prices rising, many are looking at what costs to cut – yet in the channel, the opposite might prove for better business. In this issue, read about how to navigate the cost issue, learn about the growing area of security, and learn about how to create a more appealing employment experience to attract talent Continue Reading

Westcon-Comstor on its journey to decarbonise

Distributor has invested in its ESG team and is committed to making a positive difference Continue Reading

MicroScope at 40: The collapse of civilisation, time travel, and things that did not happen

Long time MicroScope contributor Nick Booth looks back over the history of the magazine and ponders on which expectations failed to be realised Continue Reading

TD SYNNEX: Security and services driving growth

Distributor shares research that shines a light on the current state of the European channel Continue Reading

Cisco supporting partners with digital marketing shift

Vendor shares numbers that underline the positive impact of its Lifecycle Advantage programme Continue Reading

SCC Academy launched to boost digital skills across Midlands

Channel player invests in training hub to give thousands the chance to gain digital skills Continue Reading

May the fourth be with you: entering the final quarter with cautious optimism

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Westcoast merges with German player Komsa

The alliance between Westcoast and Komsa will create an operation that covers the UK, Ireland, France and Germany Continue Reading

MicroScope at 40: Antonio Neri, HPE

President and CEO of HPE shares his thoughts about the past and future of the channel as MicroScope marks its 40th anniversary Continue Reading

Softcat continues to push sustainability efforts

Firm’s CFO and designated next CEO provides an update on the channel player’s progress Continue Reading

Schneider Electric: Sustainability is a team sport

Vendor Schneider Electric vows to do its bit to help partners get up to speed on establishing a green strategy, and to help customers to meet their own ESG objectives Continue Reading

Canalys: Partners have the power

The channel has got to a size and a position where it is a serious industry in its own right – and that will have an impact on ecosystem relationships Continue Reading

Goodbye Tech Data, hello TD SYNNEX

With the merger completed, the rebranding of the distributor takes effect across most of the world Continue Reading

Context: Resellers value relationship with distribution

Latest tranche of findings from channel watcher reveal a solid partnership between the two tiers Continue Reading

Powering strong partnerships for successful digital transformation

César Cernuda, president at NetApp, shares his thoughts about the need for collaboration to support success Continue Reading

May the fourth be with you as you enter the final quarter with cautious optimism

The last three months of the year represent the busiest time for the channel as targets are aimed for and the year goes down as a success or failure Continue Reading

MicroScope at 40: Rola Dagher, Dell Technologies

Dell’s channel chief shares her thoughts about the past and future of the channel as MicroScope marks its anniversary Continue Reading

Where next for the channel?

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A history of MicroScope

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The channel: Four decades of change

To celebrate MicroScope’s 40th anniversary, we ask channel leaders to reflect on the changes seen over the past four decades – a shift to software, and the emergence of the managed service provider and the cloud are among the highlights Continue Reading

The evolution of distribution

To mark the 40th anniversary of MicroScope, Frank Vitagliano, CEO at GTDC, shares his thoughts on the journey that the channel has been on for the last four decades and beyond Continue Reading

BT Wholesale reveals channel marketing concerns

Comms player shares research that reveals worries across the industry about the ability to market brand and capabilities effectively Continue Reading

The channel journey

Ian French looks back over the evolution of the channel and shares his thoughts about those changes and some of the developments to come Continue Reading

Where next for the channel?

As part of our 40th anniversary, we look ahead to get a sense of where the channel will go in the years and decades to come Continue Reading

A history of MicroScope

As MicroScope celebrates its 40th anniversary, we look back and tell the story of the publication itself, with some industry memories of what it has meant to its readers Continue Reading

Five-minute interview: Roger Whittle, Jigsaw24

In the latest profile interview, we find out a bit more about the CEO of Jigsaw24, Roger Whittle Continue Reading

Developing the subscription model

Customers and channel partners are moving to a world where flexible monthly payments are the norm, but that has meant distribution has had to take steps to support that shift Continue Reading

Expanding the distribution footprint

The Global Technology Distribution Council has shared some thoughts about the state of the channel, which has caught the eye of Billy MacInnes Continue Reading

Paul Eccleston lands Exclusive Networks UK&I MD role

Distributor fills vacant leadership position with an experienced figure who has a strong channel background Continue Reading

MicroScope: The green agenda

Sustainability is now seen as a necessity for business to have on their agenda, so read about how the channel is turning green to capture customer attention. Also discover how the pandemic has changed sales forever and boosted the importance of relationships, as well as learn about how to handle currency fluctuations, rises and inflation Continue Reading

Gaining ESG skills a rising motivation for M&A activity

The need to have a good story around environmental, social and governance (ESG) is driving more mergers and acquisitions Continue Reading

Transition continuing at K3 Business Technology

Channel player updates investors on progress made in its fiscal H1 as it looks to build a business serving the retail sector Continue Reading

Partners will walk away from vendors if experience drops short

Research from CompTIA has revealed that partner experience is a key factor in determining the strength of a relationship between partners and their vendors Continue Reading

How can the UK channel handle currency fluctuations, potential price rises and inflation?

There are challenges in the market and the channel is having to deal with some difficult economic issues Continue Reading

Arrow Smart Terms aims to protect partner liquidity

Changing demands on partners and growing fears of inflation have led the distributor to come up with its own solution Continue Reading

Pandemic has changed the SaaS sales process

The channel has a small window to pitch in and needs to make sure it is prepared if it is going to be successful Continue Reading

Is there a need for sustainability-focused channel programmes?

With growing attention around the ambition to get to net-zero carbon emissions, some vendors are introducing incentives and targets into channel programmes Continue Reading

Westcon-Comstor boss increases support for partners and staff

Distributor’s chief executive plans to ramp up partner support this year and is taking steps to protect staff from the cost-of-living crisis Continue Reading

Xerox bulks out digital services with Go Inspire

The print and document specialist is back in the acquiring mood as it adds more depth to its services Continue Reading

Five-minute interview: Tim Britt, Dropbox

MicroScope talks to Tim Britt, Dropbox’s director of sales and channel for Central Europe, about what his thoughts on the channel and what gets him up in the morning Continue Reading

MicroScope: The slow march to Windows 11

It's taken a while, but the latest Microsoft OS is having an impact – read all about the journey to Windows 11, as well as the uptake of co-innovation and co-creation strategies in the channel, and Broadcom's acquisition of VMware Continue Reading

Channel confidence holds firm

Agilitas survey shines light on positive mood across IT channel as CloudCoCo H1 numbers add to evidence of growth Continue Reading

GTDC: Distribution has kept momentum going into 2022

Industry group provides an update on where the channel is in Q1 after a couple of solid years of sales growth Continue Reading

MicroScope: A return to face-to-face meetings

With the world emerging from the pandemic, what role does the personal event and face-to-face meetings hold in business? Also read about the next step for the future of collaboration and communication services, and why there needs to be greater diversity across the channel Continue Reading

Coterie launches channel marketing community

Partner marketing agency looks to share best practice and trumpet the role of those running marketing campaigns across the industry Continue Reading

Schneider Electric steps up partner focus on sustainability

Power player launches an initiative and a fresh range of greener products as it looks to help partners meet customers’ green expectations Continue Reading

Centreon still determined to grow channel considerably

Vendor has set ambitious targets on the partner front to be realised in the next 12 months Continue Reading

The importance of face-to-face

The pandemic denied the channel the chance to see customers and each other and raised the question: how important is that in the digital age? Continue Reading

Sustainability is impacting public sector relationships

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NetApp: View the public sector as a series of sub-verticals

A one-size-fits-all approach is not going to work effectively in the public sector, according to research and experience gained by the vendor Continue Reading

Computacenter races ahead with sustainability goals

Firm updates its progress on carbon targets and indicates it is ahead of schedule as measures it has taken to reduce emissions start to deliver Continue Reading

Earth Day: The channel can make a difference

As the focus settles on caring for the planet, the channel is being given opportunities to do its bit to help improve the situation Continue Reading

Dell steps up retail edge support, flags channel opportunity

Vendor introduces more offerings for the retail sector, with UK channel boss urging partners to take a look at the market Continue Reading

Sustainability is impacting public sector relationships

Steve Haskew, head of sustainability and social leadership at Circular Computing, shares insights into how the growth in the importance of sustainability is affecting the market Continue Reading

Nuvias: Channel positive on growth but divided on hybrid working

Distributor Nuvias shares its latest research into the state of the UK channel, with mixed views around hybrid working Continue Reading

MicroScope: Can life ever really be simple for partners?

In this issue, discover whether simplifying programmes and interactions with partners is achievable, and what barriers stand in the way for vendors looking to make life easier. Also read about why reskilling in a post-pandemic world is key to boosting industry, and learn about what to expect from the manufacturing sphere over the next year Continue Reading

Numerous factors supporting Softcat growth

Channel player shares H1 numbers, with all the signs pointing to its momentum continuing Continue Reading

Productivity and customer experience main areas of channel focus

Latest insights shared by Agilitas indicate where the priorities are for channel leaders as they look to react to customer needs Continue Reading

Customers are demanding sustainability from channel partners

Caring about the planet is not just a nice thing to do but something that Karlton Gray, channel director at Schneider Electric UK & Ireland, believes the channel needs to do to continue to attract business Continue Reading

Face-to-face sales still vital, says Kyocera

Print and document specialist Kyocera reminds partners that personal touch makes a difference and demos still help to close a sale Continue Reading

Consistency key to strong channel relationships

NetApp and Canalys share their thoughts about what underpins strong vendor and partner relationships Continue Reading

SolarWinds CEO on life after Sunburst

Last year was dominated by the cyber attack, but the firm has learnt from that experience and has a clear strategy for the future Continue Reading

Microsoft UK partners on path to net zero

Vendor shares research that indicates the vast majority of its channel base are aiming to hit government sustainability targets Continue Reading

Channel advised to reach out for help with sustainability

Trying to get into a carbon neutral position can be a daunting prospect, but an expert in the field advises leaning on support that will come from the partner ecosystem Continue Reading

MicroScope: Taking the steady approach to becoming an MSP

In this issue, take a closer look at the risks and pitfalls on the journey to becoming a manages services provider, read about expected ongoing change and consolidation in the year ahead, and discover what experts have to say on the skills and supply chain shortages Continue Reading

Change is a constant as the channel looks ahead

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Five-minute interview: Matt Halsey, Cyren

The senior director of sales for EMEA and APAC at Cyren gives us a bit more of an insight into his life Continue Reading

Logicalis: The role of the CIO has changed

There will be no going back to the world we all knew prior to the pandemic, with customers now looking for support delivering ever-faster innovation Continue Reading

Why keeping it simple is a channel challenge

The mantra from vendors is that they want to make life easier and make systems simple for partners – but that is not as easy as it sounds Continue Reading

Purechannels sets out to improve vendor and partners comms

Marketing player Purechannels launches platform designed to give a more customised experience for partners Continue Reading

Balancing the risks as an MSP

There is a growing trend among partners in converting into managed service providers – but are there risks to this approach that the channel needs to be aware of? Continue Reading

Tech Data UK boss navigating through shortages, skills and inflation issues

An insight into what topics are on the mind of David Watts will echo across others in channel leadership positions Continue Reading

MicroScope: Spotting the hidden security dangers

In this security-focused issue, we take a closer look at the threats and security trends experts expect to increase and pop up over the course of 2022. Also read how proposed government regulations could spell eye-watering fines for MSPs, and how being green could be more difficult than anticipated Continue Reading

My channel take: Jeremy Nicholls, Neustar Security Services

Neustar executive, Jeremy Nicholls, shares his channel career story and his thoughts about what the future holds Continue Reading

Channel needs to get sustainability message to protect bottom line

Research from DataSolutions and Hoxton Macs underlines the risk of losing contracts and denying customers savings for those that fail to get to grips with sustainability Continue Reading

Change is a constant as the channel looks ahead

Concluding our two-part look at what lies ahead this year, we find expectations of more consolidation and ongoing change Continue Reading

First post-merger numbers show revenue growth at TD Synnex

Distribution giant shows it has benefited from getting bigger and has plans to continue that momentum in 2022 Continue Reading

Midwich, Nuvias and Pax8 drive early consolidation efforts

The year is still a matter of days old and already distributors and cloud specialists have opted to add more products and geographical coverage Continue Reading

What’s in store for the channel in 2022?

In the first part of a two-part look at what lies ahead this year, Billy MacInnes reveals what many expect will be the areas of interest in the next 12 months Continue Reading

IT Priorities 2022: MSP importance rising

TechTarget research reveals that a record number of customers across Europe are looking to work with managed service providers Continue Reading

Channel roundup: Who’s gone where?

The weekly catch-up with personnel moves across the industry includes some senior appointments Continue Reading

Being trusted advisors key for Dell’s channel

UK channel boss provides update, with the vendor encouraging partners to deepen their relationships with customers Continue Reading

Cisco aims to make life easier with revised enterprise agreement

Vendor reveals changes to its enterprise agreement that it says will make it easier for partners to sell across the Cisco portfolio and meet the demands of customers Continue Reading

The value of the managed service provider

Understanding value is not always a given, but as Billy MacInnes discovers, it is important for service providers to know their worth Continue Reading

Channel roundup: Who's gone where?

Another roundup of some of the job moves that have caught the eye in the last working week Continue Reading

MicroScope: Scaling the skills shortage

Navigating the challenges of retaining talent is an increasing concern for the channel, with many professionals set to change jobs – discover why this is and how big of a problem the industry faces. Also read about the increase in demand for anything as a service, and why exactly the channel keeps enduring through the years Continue Reading

The endurance of the channel: Who are you calling doomed?

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Market recovery drives channel optimism

Softcat CEO adds to the growing chorus across the channel who are feeling positive about the year ahead Continue Reading

Context: Majority of channel optimistic about year ahead

Market watchers have quizzed thousands of resellers across the globe and found that most are feeling good about 2022 Continue Reading

Channel key to delivering Avaya Experience Builders

Comms player reacts to the increasing need from customers for better employee experiences, with an ecosystem approach that pulls together partners and developers Continue Reading

Channel showing optimism on sustainability front

Research from Agilitas IT Solutions has shown that channel leaders are facing up to the need to be more sustainable Continue Reading

Dell CEO praises partners

Vendor’s event provides an opportunity for senior leadership to express appreciation for their channel Continue Reading

Exertis Pro AV extends support for Poly

As customers move to a hybrid working model the distributor has increased the technical assistance it can provide resellers Continue Reading

Why some businesses are struggling to get to grips with working from home

We look at the reasons why some businesses have struggled to maintain productivity levels, staff engagement or creativity in remote working setups Continue Reading

MicroScope: Choosing a channel career

In this issue, we explore whether more partners equals better business, and take a closer look at how IT consumption is changing thanks to subscription services. Also read a special feature looking into whether the channel offers good prospects for school-leavers hoping to start on a career path that could make a difference Continue Reading

HP adds Amplify Data Insights platform to bolster channel effectiveness

Vendor will use data to ensure its offerings and those of its partners hit the mark with customers Continue Reading

SCC founder awarded Legion d’honneur

Sir Peter Rigby given recognition for his business activities in France and his contribution to making the two countries stronger Continue Reading

Pandemic exposes channel digital marketing skills gap

The shift to digital marketing has been a bridge too far for some partners and has highlighted that more effort is needed in this area Continue Reading

Bytes keeps momentum going in H1

Channel player follows up maiden full-year numbers with signs that growth is continuing Continue Reading