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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Opinion
28 Sep 2022
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
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Feature
26 Sep 2022
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
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Feature
23 Sep 2022
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
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Feature
22 Sep 2022
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
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Feature
12 Sep 2022
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
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Opinion
09 Sep 2022
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
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News
05 Sep 2022
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
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E-Zine
01 Sep 2022
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
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News
25 Aug 2022
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
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News
24 Aug 2022
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
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News
17 Aug 2022
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
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Feature
03 Aug 2022
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
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News
02 Aug 2022
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
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News
29 Jul 2022
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
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Feature
21 Jul 2022
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
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News
14 Jul 2022
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
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News
06 Jul 2022
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
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Feature
01 Jul 2022
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
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E-Zine
01 Jul 2022
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
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News
28 Jun 2022
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
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News
17 Jun 2022
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
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E-Zine
10 Jun 2022
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
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News
01 Jun 2022
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
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News
31 May 2022
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
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News
25 May 2022
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
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Feature
10 May 2022
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
- 05 May 2022
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News
04 May 2022
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
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News
27 Apr 2022
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
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News
22 Apr 2022
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
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News
21 Apr 2022
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
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Opinion
19 Apr 2022
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
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News
05 Apr 2022
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
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E-Zine
01 Apr 2022
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
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News
22 Mar 2022
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
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News
21 Mar 2022
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
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Opinion
15 Mar 2022
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
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News
15 Mar 2022
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
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News
14 Mar 2022
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
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News
11 Mar 2022
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
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News
09 Mar 2022
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
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News
04 Mar 2022
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
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E-Zine
04 Mar 2022
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
- 03 Mar 2022
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Feature
03 Mar 2022
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
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News
02 Mar 2022
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
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Feature
01 Mar 2022
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
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News
25 Feb 2022
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
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Feature
14 Feb 2022
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
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News
09 Feb 2022
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
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E-Zine
04 Feb 2022
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
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News
02 Feb 2022
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
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News
02 Feb 2022
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
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Feature
13 Jan 2022
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
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News
12 Jan 2022
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
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News
11 Jan 2022
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
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Feature
10 Jan 2022
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
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News
22 Nov 2021
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
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News
22 Nov 2021
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
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News
17 Nov 2021
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
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News
11 Nov 2021
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
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Feature
09 Nov 2021
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
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News
08 Nov 2021
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
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E-Zine
05 Nov 2021
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
- 04 Nov 2021
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News
26 Oct 2021
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
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News
22 Oct 2021
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
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News
18 Oct 2021
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
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News
15 Oct 2021
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
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News
14 Oct 2021
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
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News
13 Oct 2021
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
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Opinion
12 Oct 2021
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
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E-Zine
01 Oct 2021
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
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News
22 Sep 2021
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
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News
21 Sep 2021
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
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News
15 Sep 2021
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
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News
14 Sep 2021
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
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Feature
13 Sep 2021
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
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News
10 Sep 2021
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
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Feature
08 Sep 2021
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
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News
03 Sep 2021
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 - 02 Sep 2021
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News
01 Sep 2021
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
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News
24 Aug 2021
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
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News
23 Aug 2021
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
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Opinion
19 Aug 2021
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
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News
17 Aug 2021
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
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Feature
04 Aug 2021
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
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News
22 Jul 2021
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
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News
22 Jul 2021
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
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News
21 Jul 2021
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
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Feature
08 Jul 2021
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
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News
08 Jul 2021
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
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Feature
06 Jul 2021
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
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News
06 Jul 2021
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
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E-Zine
02 Jul 2021
MicroScope: Life on the edge
With opportunities around edge computing on the up, we ask experts to weigh in on how the channel can approach using the tech to its advantage. Also discover how to encourage employees to take cyber security lessons seriously, and how collaboration is key to growth this year Continue Reading
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News
30 Jun 2021
Channel warned comms contracts not flexible enough
Comms player highlights a negative reaction from some customers to mutli-year contracts Continue Reading
By- Simon Quicke, Microscope Editor
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News
29 Jun 2021
Insight warns money will be wasted if IT remains an island
A disconnect between those in the technology department and the rest of the business will undermine digital transformation efforts, warns channel player Continue Reading
By- Simon Quicke, Microscope Editor
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News
17 Jun 2021
Watt lands CEO award with backing of Softcat staff
Softcat leader picks up award that resulted from views expressed by the channel player’s own employees Continue Reading
By- Simon Quicke, Microscope Editor
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News
16 Jun 2021
Is it time to say farewell to the three-tier approach?
The pandemic has prompted many channel players to pause and think about just how effective their current marketing model is Continue Reading
By- Simon Quicke, Microscope Editor