Sales and Customer Management

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

 Continue Reading

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

Channel can make money from generative AI

Generative artificial intelligence has gone from hype to use cases to become a growing channel opportunity Continue Reading

By

• Simon Quicke, Microscope Editor

Distributors play key role in sustainability

Given its position as a supplier of products and services, and its trusted relationship with vendors, disties are in a pivotal position Continue Reading

By

• Simon Quicke, Microscope Editor

What the drive for sustainability means for IT distributors

Howard Davies, CEO & co-founder of Context, shares his thoughts about what the push towards net zero by vendors means for the channel Continue Reading

By

• Howard Davies, CEO & co-founder of Context,

Rigby Group moving towards ambitious zero emissions target

Channel player shares insight into its progress on reducing carbon across the group, which includes SCC Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Ross Teague, Nebula Global Services

The latest channel figure to share some personal insights is the founder and CEO of Nebula Global Services, Ross Teague Continue Reading

TD Synnex, Westcon-Comstor and Infinigate expand portfolios

Distributors are making moves to ensure they have a mix of products and services that appeal to their channel partner bases Continue Reading

By

• Simon Quicke, Microscope Editor

AWS introduces SME partner competency

Cloud player reacts to small and medium customer requirements for dedicated support with the launch of a targeted option Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks maintaining supplier expansion strategy

Distributor has track record of widening existing relationships to benefit UK resellers and will continue that strategy Continue Reading

By

• Simon Quicke, Microscope Editor

Sabio urges structured approach to using AI to improve CX

Channel player grasps the potential of the technology, but advises a thoughtful roll-out if it’s going to hit the mark Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks rolls out collaborative marketing community

Distributor Exclusive Networks recognises the need for channel marketers to share best practices and work together Continue Reading

By

• Simon Quicke, Microscope Editor

Nebula sharing net-zero approach

Services player Nebula hopes that opening up on its strategy will encourage others to improve their own sustainability positions Continue Reading

By

• Simon Quicke, Microscope Editor

Logicalis CEO identifies reasons to be optimistic about 2024

Channel player’s boss outlines areas where customers are looking to make investments as the market picks up Continue Reading

By

• Simon Quicke, Microscope Editor

Why the channel can prepare for a positive 2024

A tough 2023 is in the books, and focus now settles on a fresh 12 months where the narrative can be better across the channel Continue Reading

By

• Billy MacInnes

The top 10 channel themes of 2023

What were the main areas of interest in the past 12 months? This handy list of the top 10 should jog memories, stir debate and garner some agreement across the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Hayley Roberts, Distology

The CEO of distributor Distology is the latest to share some personal insights in our five-minute interview profile slot Continue Reading

Malwarebytes enhances MSP offering as DataSolutions looks for vendor growth

Cyber security firm enhances MSP offering after reporting strong demand for the services, while elsewhere, distributor reveals intention to grow its vendor portfolio Continue Reading

By

• Simon Quicke, Microscope Editor

Where channel marketing is going in 2024

As the year of the dragon, 2024 is likely to ignite new challenges, but will it spark a revolution in partner marketing? Asks Helen Curtis, founding director at Coterie Continue Reading

By

• Helen Curtis, founding director at Coterie

Vast Data channel boss ramping up support for partners

Plans for a fresh partner programme, more services options and increased support for those keen to get involved with AI all on the cards for early next year Continue Reading

By

• Simon Quicke, Microscope Editor

TD Synnex offers channel sustainability education

Distributor launches course to arm more partners with the information needed to reduce their carbon footprint Continue Reading

By

• Simon Quicke, Microscope Editor

More managed services to come

Stew Parkin, Global CTO at Assured Data Protection, thinks more channel players will use specialists for managed services, while customers will pay up front to beat inflation Continue Reading

By

• Stew Parkin, Global CTO at Assured Data Protection

Dell: Channel will need to provide AI reassurances

Dell research exposes levels of hesitancy among UK customers over artificial intelligence Continue Reading

By

• Simon Quicke, Microscope Editor

The evolution of the distributor: From credit lines to sales acceleration

Matt Paynter, vendor alliances director, UK and Ireland at Exclusive Networks compares the then and now in Distribution Continue Reading

By

• Matt Paynter, vendor alliances director, UK and Ireland at Exclusive Networks

Softcat: Security remains top customer concern going into 2024

Channel player’s research reveals the areas where users are going to prioritise spending in the year ahead Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

A few channel moves this week caught the eye as firms continue to look for growth and hire experience Continue Reading

By

• Simon Quicke, Microscope Editor

SME IT firms feeling positive about 2024

Findings from There Business will make cheery reading for those hoping that the narrative will change next year and become more upbeat Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The start of a fresh month has seen the personnel moves continue to pile up Continue Reading

By

• Simon Quicke, Microscope Editor

Seven steps to a successful CX journey

Rob Morris, head of customer success at Nebula Global Services, examines why it’s more vital than ever to keep customers engaged Continue Reading

By

• Rob Morris, Head of Customer Success at Nebula Global Services

Getting the channel balance right

 Continue Reading

Five-minute interview: Claudia Hebden, CrowdStrike

The director of Northern European Alliances at CrowdStrike, Claudia Hebden, is the latest to share some personal insights Continue Reading

Getting the channel balance right

The majority of IT spending will go via partners, but it is never as simple as that and proceedings will need to be handled right for a more opportunistic future Continue Reading

By

• Billy MacInnes

Hybrid work and peripherals

Ahead of International E-Waste Day Neil MacDonald, UK&I Channel Director, HP , shares the vendor's progress on the recycling front Continue Reading

By

• Neil MacDonald, UK&I Channel Director, HP

Canalys: Vendors will expand channel relationships

The partner-first trend is set to continue as more vendors recognise value of partners and give them the chance to take on a greater share of the business Continue Reading

By

• Simon Quicke, Microscope Editor

BNZSA cuts ribbon on marketing as a service offering

Firm is looking to help improve channel marketing efforts with a concierge service that will provide high levels of support Continue Reading

By

• Simon Quicke, Microscope Editor

Avoiding making a waste of choice

There is a lot of choice out there but getting it right is not always easy as Billy Macinnes discovers Continue Reading

By

• Billy MacInnes

Memories of Nick Booth

MicroScope editor Simon Quicke reflects on his relationship with the publication’s long-time contributor Continue Reading

By

• Simon Quicke, Microscope Editor

Daisy: Customers keeping a continuing eye on costs

Comms player shares research that underlines the ongoing impact the economic landscape is having on customer behaviour Continue Reading

By

• Simon Quicke, Microscope Editor

A closer look at XLAs and what they mean for managed IT

Matt Baker, services consultant art Littlefish, lifts the lid on experience level agreements Continue Reading

By

• Matt Baker, services consultant art Littlefish

Unlocking the combined value of the channel

Adam Williamson, sales director at Exclusive Networks UK, takes a look at how to unlock the combined value of the channel Continue Reading

By

• Adam Williamson, sales director at Exclusive Networks UK,