Sales and Customer Management

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

By

• Simon Quicke, Microscope Editor

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

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

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

By

• Ian French, CEO, Siceo

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

By

• Simon Quicke, Microscope Editor

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

By

• Anton Allegranza Quicke

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

By

• Billy MacInnes

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

By

• Billy MacInnes

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Billy MacInnes

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Billy MacInnes

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Billy MacInnes

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Steve Haskew, Circular Computing

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Karlton Gray, Channel Director, Schneider Electric, UK & Ireland

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

By

• Simon Quicke, Microscope Editor

Consistency key to strong channel relationships

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Billy MacInnes

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

By

• Simon Quicke, Microscope Editor

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

By

• Billy MacInnes

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Billy MacInnes

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Billy MacInnes

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

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Billy MacInnes

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Sridhar Iyengar

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

Bytes keeps momentum going in H1

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

By

• Simon Quicke, Microscope Editor

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

Predicting the demise of the channel had become a well-worn mantra, but those days are gone and there are few signs of the end coming any time soon Continue Reading

By

• Billy MacInnes

Cisco cutting complexity with partner experience efforts

Vendor Cisco is determined to protect channel profitability by reducing complexity that could get in the way of doing business Continue Reading

By

• Simon Quicke, Microscope Editor

Is having many partners always better?

Microsoft has a sizeable global channel that raises the question of whether that is the model that all vendors should be aspiring to follow Continue Reading

By

• Billy MacInnes

Taking a strange route to the channel

Next time you sit in front of a channel executive, remember that they might have started in a very different industry Continue Reading

By

• Nick Booth

The lasting impact of Covid-19

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Tech Data and Synnex complete merger

Time to welcome in a fresh brand and get up to speed with a new-look board of directors Continue Reading

By

• Simon Quicke, Microscope Editor

Signs that life is getting back to normal

The UK boss of Tech Data has seen market conditions improve since the start of the year as customers grow in confidence Continue Reading

By

• Simon Quicke, Microscope Editor

SMEs cautious about getting back into the office due to Delta variant

Research reveals that doubts persist about when to make the decision to return to the office, with the Delta variant still causing concern Continue Reading

By

• Simon Quicke, Microscope Editor

Bye ‘buy’ baby: subscription services are the future

We take a look at the changing face of IT consumption Continue Reading

By

• Graham Jones, regional director UK and Ireland, Exclusive UK

Channel emerging from pandemic optimistic about its position and future

Latest CompTIA report on the state of the industry reveals a channel that is changing but is also feeling positive about its situation Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Fiona Doak, Appgate

The latest to give MicroScope an insight into their life and career is Fiona Doak, director of channel sales EMEA at Appgate Continue Reading

Digital a major part of the strategy at Nuvias

Distributor is extending its online tools for resellers that want to use them and its recently acquired Cloud Distribution business has been adding to its portfolio Continue Reading

By

• Simon Quicke, Microscope Editor

Riverbed Community aims to share expertise

Partners encouraged to be part of an effort to improve technical knowledge around key areas in networking, app performance and security Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter on track for another strong year

Computacenter issues trading update covering H1, with the business enjoying growth and positioned to build on that in the second half Continue Reading

By

• Simon Quicke, Microscope Editor

Five minute interview: Neill Burton, F5

The latest channel figure to share some details of his life and career is director of channels and alliances for F5 in the UK and Ireland, Neill Burton Continue Reading

Nuvias Digital adds to distributors’ toolbox

Channel player increases the digital support that partners can tap into with a range of online services that can be accessed on-demand Continue Reading

By

• Simon Quicke, Microscope Editor

The lasting impact of Covid-19

Life is slowly starting to move back towards a more normal footing, but will things ever be quite the same in the channel? Continue Reading

By

• Billy MacInnes

Channel promotions player Consenna looks to reach more vendors

Firm’s Spark offering should give it the chance to work with more vendors looking to run promotional campaigns Continue Reading

By

• Simon Quicke, Microscope Editor