Sales and Customer Management
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E-Zine
05 Jul 2024
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
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News
03 Jul 2024
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
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News
03 Jul 2024
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
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News
28 Jun 2024
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
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News
26 Jun 2024
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
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News
26 Jun 2024
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
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Opinion
26 Jun 2024
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
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Opinion
26 Jun 2024
How the AI trend is causing a shift in buying patterns
Artificial intelligence is the technology of the moment and that does have imp0lications for the way the channel supports and sells AI according to Peter Miller, sales manager at ETB Technologies Continue Reading
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Opinion
26 Jun 2024
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
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News
20 Jun 2024
Pure harnesses AI to enhance partner processes
Vendor unveils range of enhancements to provide its channel with greater insights and growth opportunities Continue Reading
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News
17 Jun 2024
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
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News
13 Jun 2024
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
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Feature
21 May 2024
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
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Opinion
15 May 2024
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
- 02 May 2024
- 02 May 2024
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News
26 Apr 2024
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
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News
24 Apr 2024
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
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Feature
24 Apr 2024
The keys to ESG success
Figures across the industry share some of their best practices to improve sustainability and diversity Continue Reading
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Feature
16 Apr 2024
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
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Opinion
16 Apr 2024
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
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News
04 Apr 2024
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
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News
26 Mar 2024
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
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News
15 Mar 2024
Coterie launches channel marketing academy
Marketing specialist introduces courses designed to help improve and develop marketing skills across the channel Continue Reading
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News
14 Mar 2024
RM outlines strategic growth plan
Education player puts tough 2023 into history books as it looks to improve business fortunes Continue Reading
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News
14 Mar 2024
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
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Feature
14 Mar 2024
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
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News
13 Mar 2024
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
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News
08 Mar 2024
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
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News
07 Mar 2024
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
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News
04 Mar 2024
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
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News
28 Feb 2024
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
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News
23 Feb 2024
Channel marketing scope has widened
Those looking after industry brands are increasingly taking on sustainability as an area of responsibility Continue Reading
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News
14 Feb 2024
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
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News
12 Feb 2024
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
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News
09 Feb 2024
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
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Opinion
09 Feb 2024
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
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News
07 Feb 2024
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
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Feature
07 Feb 2024
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
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News
30 Jan 2024
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
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News
26 Jan 2024
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
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News
23 Jan 2024
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
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News
19 Jan 2024
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
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News
18 Jan 2024
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
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News
16 Jan 2024
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
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News
12 Jan 2024
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
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Feature
02 Jan 2024
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
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Feature
27 Dec 2023
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
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Feature
14 Dec 2023
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
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News
13 Dec 2023
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
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Opinion
13 Dec 2023
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
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News
13 Dec 2023
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
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News
11 Dec 2023
TD Synnex offers channel sustainability education
Distributor launches course to arm more partners with the information needed to reduce their carbon footprint Continue Reading
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Opinion
05 Dec 2023
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
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News
23 Nov 2023
Dell: Channel will need to provide AI reassurances
Dell research exposes levels of hesitancy among UK customers over artificial intelligence Continue Reading
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Opinion
22 Nov 2023
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
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News
20 Nov 2023
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
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News
13 Nov 2023
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
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News
09 Nov 2023
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
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News
06 Nov 2023
Channel roundup: Who’s gone where?
The start of a fresh month has seen the personnel moves continue to pile up Continue Reading
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Opinion
02 Nov 2023
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
- 02 Nov 2023
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Feature
23 Oct 2023
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
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Feature
16 Oct 2023
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
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Opinion
13 Oct 2023
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
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News
04 Oct 2023
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
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News
27 Sep 2023
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
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Opinion
12 Sep 2023
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
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Opinion
06 Sep 2023
Memories of Nick Booth
MicroScope editor Simon Quicke reflects on his relationship with the publication’s long-time contributor Continue Reading
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News
27 Jul 2023
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
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Opinion
24 Jul 2023
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
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Opinion
24 Jul 2023
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
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News
21 Jul 2023
Managed services players expose hybrid working challenges
Research from a couple of MSPs indicates that in the financial services sector and the NHS, the technology to support remote working is not meeting employee needs Continue Reading
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News
19 Jul 2023
ISVs, AI and multicloud on Oracle channel chief’s to-do list
The vendor is looking to make sure its partners deliver high levels of customer experience and can take advantage of emerging opportunities Continue Reading
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E-Zine
07 Jul 2023
MicroScope: The pressure to deliver
With technology always changing, it can feel like an impossible feat to keep up – we speak to experts about how the channel handles rapid change and the pressure this places on partners to meet customer expectations. Also read about major themes of the market and how the topic of return on investments needs to stretch beyond economics Continue Reading
- 07 Jul 2023
- 07 Jul 2023
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News
03 Jul 2023
Trustmarque refreshes brand identity
The time is deemed to be right to give its logo and website a lick of paint as channel player Trustmarque looks to continue growing its mid-market business Continue Reading
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Opinion
28 Jun 2023
Why we need to change ROI – today
Time-value creation, rather than just economic concepts, play a part in how we measure success when it comes to marketing and sales growth, says Helen Curtis, founder of Coterie Community Continue Reading
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Feature
28 Jun 2023
The pressure to be cutting edge in the channel
The industry is good at encouraging customers to buy the latest and greatest tech, but the channel often has to pick up the pieces when expectations fail to be met Continue Reading
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News
21 Jun 2023
Marketing becoming harder as customers change behaviour
Findings from Twilio have exposed how buyers are reacting in different ways and old approaches are losing their impact Continue Reading
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News
19 Jun 2023
Channel round-up: Who’s gone where?
Highlights from the personnel moves across the industry that have been made in the past week Continue Reading
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News
15 Jun 2023
GTDC: Distributors are force-multipliers for innovation
The role of disties in driving technological change was the central theme at the Global Technology Distribution Council’s EMEA Summit Continue Reading
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Opinion
13 Jun 2023
The balance between profit and purpose
Billy MacInnes looks at the challenges for those that want to make money but also do the right thing by the planet Continue Reading
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News
12 Jun 2023
EMEA channel leading the way on sustainability
Canalys survey indicates that the issue is a priority for the global channel, but some have moved faster than others Continue Reading
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News
07 Jun 2023
Westcon-Comstor continues with sustainability drive
Distributor outlines ambition to use renewable electricity across its global organisation by 2030 Continue Reading
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News
05 Jun 2023
GTDC: Distribution accelerating innovation
Organisation representing distribution highlights the role its members can play in bringing emerging technologies to the broader channel Continue Reading
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E-Zine
02 Jun 2023
MicroScope: Take a balanced approach to security
In this issue, read about how to help customers manage their security portfolios in a world of increasingly complex systems, discover how insights are providing more opportunities for partners, and learn whether being an MSP is enjoyable or not Continue Reading
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News
23 May 2023
SAP connecting consultants and partners
Vendor’s talent portal aims to make it easier for the channel to find expert staff and plug skills gaps Continue Reading
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News
19 May 2023
Logicalis CEO: Sustainability efforts being accelerated
The threats to the planet are mounting and efforts to reduce carbon are continuing at channel player Logicalis, with the firm taking a managed services approach to helping customers improve their positions Continue Reading
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News
17 May 2023
Channel widens supplier relationships to extend choice
In the hunt for products at a good price, the procurement ecosystem has widened – but that has caused its own problems Continue Reading
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05 May 2023
Listen more, talk less
If a vendor wants to improve their relationship with the channel, it might be simply be a case of listening more, writes Billy MacInnes Continue Reading
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News
20 Apr 2023
Dell: Channel can help plug innovation gap
Vendor’s research reveals a large number of customers are not taking a lead in innovation, which is where the channel can step in to help Continue Reading
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News
19 Apr 2023
Partnerships key to supporting channel sustainability
Research from Agilitas IT Solutions reveals the importance of choosing the right collaborator if a VAR or MSP is going to hit their ESG targets Continue Reading
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News
12 Apr 2023
Jigsaw24 inspiring female channel participation
Channel player has indicated that after a couple of events promoting diversity, it’s making it a major theme this year Continue Reading
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Feature
12 Apr 2023
Improving channel relationships: Listen more, talk less
If a vendor wants to improve their relationship with the channel, it might be as simple as listening more Continue Reading
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E-Zine
06 Apr 2023
MicroScope: The benefits of security certifications
In this month’s MicroScope ezine, we look at how industry-recognised certifications can strengthen business defences. We also see how ChatGPT offers the channel a chance to level the playing field. Read the issue now. Continue Reading
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Feature
04 Apr 2023
Five-minute interview: Steve Nurton, WithSecure
We get the chance to find out a bit more about Steve Nurton, WithSecure's head of channel sales Continue Reading
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03 Apr 2023
ChatGPT offers the channel a chance to level the playing field
There is a lot of hype around the AI-driven content generating tool – and it could genuinely help the channel – but there are risks involved. Continue Reading
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News
03 Apr 2023
Agilitas strategy already yielding results
Agilitas has been through plenty of changes recently, but the response from customers to its strategy has been positive Continue Reading
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Opinion
31 Mar 2023
How genuine is Artificial intelligence?
Using artificial intelligence seems to be a smart business move but Nick Booth just wishes those benefits could be explained a bit more clearly Continue Reading
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News
17 Mar 2023
CIOs reaching out to the channel for support
Dealing with pressures to innovate with tight budgets and sort out the overhanging issues after the pandemic means many customers require help Continue Reading
