Sales and Customer Management
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Feature
28 Apr 2025
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
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News
25 Apr 2025
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
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Helen Curtis, founding director at Coterie
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Stew Parkin, Global CTO at Assured Data Protection
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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
By- Simon Quicke, Microscope Editor
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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
By- Matt Paynter, vendor alliances director, UK and Ireland at Exclusive Networks
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Rob Morris, Head of Customer Success at Nebula Global Services
- 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
By- Neil MacDonald, UK&I Channel Director, HP
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Matt Baker, services consultant art Littlefish
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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
By- Adam Williamson, sales director at Exclusive Networks UK,
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Helen Curtis, founder of Coterie Community
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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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
By- Simon Quicke, Microscope Editor
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News
15 Mar 2023
Daisy backs Girlguiding recycling efforts
Channel player sponsors recycling badge as it looks to encourage greater understanding of the issues around end-of-life technology Continue Reading
By- Simon Quicke, Microscope Editor
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News
10 Mar 2023
HP building on sustainability programme
Almost two years after the supplier launched Amplify impact, its UK channel boss has indicated there is more to come Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
10 Mar 2023
HP Amplify Impact: What’s next for the sustainability programme?
Almost two years since its launch, there’s strong progress and an exciting future for the industry’s leading partner sustainability programme Continue Reading
By- Neil Macdonald, UK & Ireland Channel Director, HP
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Feature
08 Mar 2023
Five-minute interview: Erik Nicolai, Workspace 365
Another candidate answers the questions and reveals a little bit more about themselves and their role in the channel. This time, we chat to Workspace 365 founder Erik Nicolai Continue Reading
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E-Zine
01 Mar 2023
MicroScope: Steering the storage market
In this issue, read all about how the storage world is continuing to evolve as it looks to the cloud, security and ESG compliance requirements. Also discover six steps to making your business more sustainable and read about how IBM’s channel boss is set to make a difference. Continue Reading
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News
27 Feb 2023
ChatGPT offers the channel a chance to level the playing field
There is a lot of hype around the AI content generating tool – and it could genuinely help the channel – but there are some risks involved Continue Reading
By- Simon Quicke, Microscope Editor
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News
24 Feb 2023
Ricoh exposes gap in workplace transformation experiences
Channel alerted to disconnect between employers’ views of tech success and disappointed staff responses Continue Reading
By- Simon Quicke, Microscope Editor
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News
17 Feb 2023
CIOs look to the channel as they increase their strategic role
Logicalis shines a light on the changing demands on IT leaders and the increasing reliance many have on partners Continue Reading
By- Simon Quicke, Microscope Editor
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News
14 Feb 2023
TD Synnex shares report on ESG progress
Distributor outlines the steps it’s taken in the past year, as well as the targets it’s committed to in the future Continue Reading
By- Simon Quicke, Microscope Editor
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Feature
10 Feb 2023
Five-minute interview: Mike Sheppard, Panasas
MicroScope gets the chance to find out a bit more about Mike Sheppard, director of channels and alliances at Panasas Continue Reading
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News
10 Feb 2023
Shift to Partner Plus more than a programme refresh for IBM
Big Blue’s recent update to its channel programme was a couple of years in the making, and is about more than the usual tiers, rebates and enablement Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
03 Feb 2023
Looking to make your business more sustainable?
Flex IT’s UK sales manager, Ashley Ross, sets out six simple steps to help make a difference in green ambitions Continue Reading
By- Ashley Ross, UK sales manager, Flex IT
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Opinion
03 Feb 2023
Partner reality – what you need to know about the Metaverse
Helen Curtis, CEO, Coterie Community, examines what the channel needs to know about emerging virtual worlds Continue Reading
By- Helen Curtis, CEO, Coterie Community
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E-Zine
01 Feb 2023
MicroScope: Opportunities in security
In this month’s issue, we explore the possibilities for the channel to make its mark with security services, and take a closer look at whether the ChatGPT revolution brings more benefits or negatives with it Continue Reading
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Opinion
19 Jan 2023
Why a Microsoft 365 security assessment is good for business
Jason Rothwell, solutions architect at Littlefish, believes the auditing process delivers some positives for customers Continue Reading
By- Jason Rothwell, solutions architect at Littlefish
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News
12 Jan 2023
Channel marketers looking to work more closely together
Collaboration seen as a key way for marketers to improve their ability to deal with key issues emerging in 2023 Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
06 Jan 2023
Do you delight or alienate your customers?
Are you doing the best to please your customers? David Tebbut shares some thoughts on the subject Continue Reading
By- David Tebbutt
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Feature
20 Dec 2022
The themes of 2023 for the channel
A fresh year is looming and it’s already clear what most of the major themes will be, including security, sustainability and hybrid working Continue Reading
By- Simon Quicke, Microscope Editor
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News
19 Dec 2022
Need to be green stretching across the industry
It’s clear that sustainability is going to be one of the key areas the channel and IT vendors will need to focus on next year Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
07 Dec 2022
Incentives are a complementary activity
Having investigated the current attitudes to incentives across the channel, Billy MacInnes shares some more thoughts on the issue Continue Reading
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Feature
07 Dec 2022
What makes a good partner incentive programme?
Everyone reacts to incentives, but they need to be thought through – and some programmes are better than others Continue Reading
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News
06 Dec 2022
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
By- Simon Quicke, Microscope Editor
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E-Zine
02 Dec 2022
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
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News
01 Dec 2022
Westcon-Comstor on its journey to decarbonise
Distributor has invested in its ESG team and is committed to making a positive difference Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
22 Nov 2022
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
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News
14 Nov 2022
TD SYNNEX: Security and services driving growth
Distributor shares research that shines a light on the current state of the European channel Continue Reading
By- Simon Quicke, Microscope Editor
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News
10 Nov 2022
Cisco supporting partners with digital marketing shift
Vendor shares numbers that underline the positive impact of its Lifecycle Advantage programme Continue Reading
By- Simon Quicke, Microscope Editor
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News
08 Nov 2022
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
By- Simon Quicke, Microscope Editor
- 03 Nov 2022
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News
31 Oct 2022
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
By- Simon Quicke, Microscope Editor
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News
27 Oct 2022
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
By- Simon Quicke, Microscope Editor
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News
26 Oct 2022
Softcat continues to push sustainability efforts
Firm’s CFO and designated next CEO provides an update on the channel player’s progress Continue Reading
By- Simon Quicke, Microscope Editor
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News
21 Oct 2022
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
By- Simon Quicke, Microscope Editor
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News
19 Oct 2022
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
By- Simon Quicke, Microscope Editor
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News
17 Oct 2022
Goodbye Tech Data, hello TD SYNNEX
With the merger completed, the rebranding of the distributor takes effect across most of the world Continue Reading
By- Simon Quicke, Microscope Editor
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News
17 Oct 2022
Context: Resellers value relationship with distribution
Latest tranche of findings from channel watcher reveal a solid partnership between the two tiers Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
17 Oct 2022
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
By- César Cernuda, NetApp
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Feature
11 Oct 2022
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
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News
03 Oct 2022
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
By- Simon Quicke, Microscope Editor
- 30 Sep 2022
- 30 Sep 2022
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Feature
30 Sep 2022
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
By- Simon Quicke, Microscope Editor
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News
29 Sep 2022
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
By- Simon Quicke, Microscope Editor
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News
28 Sep 2022
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
By- Simon Quicke, Microscope Editor