Sales and Customer Management

N-able looks to plug MSP marketing gaps

Firm launches marketing platform to provide managed service providers with access to a range of resources Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: A hybrid working world

With hybrid working set to become the norm as the world starts to return to a more normal footing post-Covid, we look at how businesses are preparing for the new world of work. Also discover how to tackle the sustainability challenge, and have some key questions answered around handling bottlenecks caused by large volumes of data Continue Reading

Softcat heads for ‘above expectation’ year

Firm’s third-quarter trading update should please investors that are looking to the channel player to continue growth Continue Reading

By

• Simon Quicke, Microscope Editor

Things to consider before signing off on PR

Are you an MSP or channel partner looking for a good PR and/or content agency? Gina Hough, managing director at MCC Int Ltd, reckons it’s all about being prepared Continue Reading

By

• Gina Hough, MD at MCC Int

Xerox highlights rising SME optimism

Firm shares insights from customers that seem to be keen to spend on automation and security and get support from the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Ascertus and DataSolutions tap into growth areas

Channel players report growth in remote working and security solutions as customers reacted to the pandemic Continue Reading

MicroScope: Exploring digital metamorphosis

Digital transformation is the buzz phrase, but is it more a question of evolution? In this issue, experts weigh in on digitisation and its effect on the world of work. Also read about local broadband providers aiming to improve internet connection and productivity, and find out how to tackle sales in a post-pandemic landscape Continue Reading

Softcat sets out ambitious sustainability targets

Channel player looks to mark itself out as a leader on the issue of sustainability, with carbon commitments and plans for the way it chooses those it works with Continue Reading

By

• Simon Quicke, Microscope Editor

Agilitas IT Solutions: Optimism in the channel holding firm

The latest research from Agilitas IT Solutions reveals that many in the channel are feeling good about their prospects despite the coronavirus pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Steve Santini, Schneider Electric

In the latest five-minute interview, Steve Santini, channel director of APC by Schneider Electric, takes some time to field the questions Continue Reading

It’s time for the channel to stand up and be counted on sustainability

With e-waste volumes growing, Tim Westbrook, director at Stone Group, argues that now is the time for the channel to show how it can help to tackle the sustainability problem Continue Reading

By

• Tim Westbrook, Stone Group

Sustainability remains the real challenge of our times

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The evolution of the channel partner: control the narrative to increase your sales

Johnny Carpenter, vice-president of EMEA sales at iland, shares some advice for partners looking to increase their sales in a post-pandemic world Continue Reading

By

• Johnny Carpenter, Iland

Digital transformation or digital evolution?

There is no doubt that customers are changing and moving to a more digital world – but perhaps this is better described as an evolution rather than a transformation? Continue Reading

By

• Billy MacInnes

BSL strategy accelerated by August

Private equity has given the business a chance to seal its first acquisition and look at taking more market share in an evolving market Continue Reading

By

• Simon Quicke, Microscope Editor

Executives increasingly open to external guidance from experts

External expertise is something that is rising up the agenda for C-suite customers looking for thought leaders Continue Reading

By

• Simon Quicke, Microscope Editor

Sustainability remains the real challenge of our times

The coronavirus might have dominated a lot of the headlines, but climate change remains a real threat to mankind Continue Reading

By

• Billy MacInnes

Exclusive Networks charts a digital course

Distributor's CEO provides update on progress made last year and ambitions for the rest of 2021 Continue Reading

By

• Simon Quicke, Microscope Editor

How to address Covid-19 in the long run and maintain a healthy business

Christian Alvarez, senior vice-president of worldwide channels at Nutanix, shares his advice around adapting to the challenges posed by the coronavirus pandemic Continue Reading

By

• Christian Alvarez, Nutanix

Offices won’t be full for some time to come

Channel will have a role in helping customers adjust to a hybrid working world, with many staff indicating they will continue to work from home Continue Reading

By

• Simon Quicke, Microscope Editor

Sabio moves for Salesforce partner makepositive

Customer experience specialist Sabio again turns to acquisition as a route to expanding its capabilities and market reach Continue Reading

By

• Simon Quicke, Microscope Editor

Cherwell signals expanding ITSM opportunity

Firm’s recent virtual Clear conference indicated that more customers were looking for employee development tools and no-code options Continue Reading

By

• Simon Quicke, Microscope Editor

Smart buildings: Shaping how we live and work in 2021

Changes are coming in the way that people work, says Matthew Margetts, director of sales and marketing at Smarter Technologies Continue Reading

By

• Matthew Margetts

Northamber looks to build on H1 2020

Distributor issues an update detailing how it fared in the last six months of 2020, with coronavirus and Brexit both having an impact on the business Continue Reading

By

• Simon Quicke, Microscope Editor

Service providers should ask more questions

Nick Booth catches up with Barracuda and hears how it wants its channel to ask much more about the everyday stuff of life Continue Reading

By

• Nick Booth

After finance, digital marketing is a key demand

The channel has reached out to vendors for digital marketing support with Dell sharing some of the progress it has made on that front Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter adds to picture of strong Q4

Channel player issues trading update that adds to a growing list of evidence that H2 and the last few months of last year were robust for the channel Continue Reading

By

• Simon Quicke, Microscope Editor

‘Sticking plasters’ applied in first lockdown leave users vulnerable

Channel urged to make sure customers are not left using inadequate products that they acquired in March last year to get them through the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Distribution comes through pandemic year strongly

Record sales and a rapid response to the changing demands caused by the coronavirus pandemic helped the channel get through 2020 Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

The first working week of 2021 saw a few personnel moves across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

Agilitas opens Euro logistics hub to sidestep Brexit issues

Channel player will have stock in the Netherlands to keep supplying its customers spread across the EU Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat bolsters public sector efforts with major hire

Channel player turns to former VMware staffer to take charge of its public sector division Continue Reading

By

• Simon Quicke, Microscope Editor

2021: What the channel thinks is coming next

This year has been a strange one, and the pandemic is going to linger into the next, along with Brexit and other unknowns, but the channel is ready for whatever comes Continue Reading

By

• Billy MacInnes

2020: A year of accelerated change in the channel

A look back over some of the main themes of a year that will be long remembered thanks to the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Supply delays hitting some customers

Brexit is looming and there are delays at the ports – and that is having an impact in the channel and among its customers Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys recognises vendor leadership through pandemic

Analyst firm’s latest Channel Leadership Matrix picks up on those vendors that have given partners excellent support Continue Reading

By

• Simon Quicke, Microscope Editor

Fundamental principles for channel business success

Steven Santini, UK&I channel director of Schneider Electric, shares his thoughts around just what underpins a winning approach Continue Reading

By

• Steve Santini, APC by Schneider Electric

Fujitsu puts ecosystem platform at heart of channel approach

Vendor is adding partners to its collaborative platform that launched last month to encourage more cross-channel partnerships Continue Reading

By

• Simon Quicke, Microscope Editor

Insight UK boss on taking the positives from a challenging year

Darren Hedley opens up about the impact the current pandemic has had on his relatively short time in the UK&I managing director role at Insight Continue Reading

By

• Simon Quicke, Microscope Editor

Ingram Micro ends Chinese adventure with $7.2bn sale

Distributor Ingram Micro has been picked up by US private equity player Platinum Equity, ending four years under the ownership of the HNA Group Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Reasons to be positive for 2021

In this issue, discover why the continued digital transformation trend means 2021 is looking good for the channel. Also read how business processes can be optimised by adding artificial intelligence to the mix, and how the channel is looking at the challenge of sustainability Continue Reading

Softcat: Coronavirus impacting customer tech priorities

 Continue Reading

SME customers showing signs of coronavirus impact

The pandemic has hit many small and medium-sized businesses and they are showing signs of caution and distress Continue Reading

By

• Simon Quicke, Microscope Editor

Cloud Distribution masterclass series puts emphasis on sales

Distributor extending the online support it can provide to partners keen to improve their sales skills Continue Reading

By

• Simon Quicke, Microscope Editor

Insight urges customers to examine costs closely before cutting jobs

Channel player is concerned customers are laying off IT staff when savings could be made elsewhere in the business Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Olen Scott, Aryaka Networks

In this interview, MicroScope asks Olen Scott, senior vice-president of worldwide channels at Aryaka Networks, about his life, career and inspirations Continue Reading

DCC Technology delivers revenue growth in H1 2020

Exertis owner navigates the challenges of the coronavirus and indicates that the quarter has seen improvements in its B2B portfolio Continue Reading

By

• Simon Quicke, Microscope Editor

GTDC praises distribution’s response to the pandemic

The industry group has held its annual summit, with CEO Frank Vitagliano highlighting just how well distribution has navigated the challenges of Covid-19 Continue Reading

By

• Simon Quicke, Microscope Editor

Covid-19 pandemic highlights a crisis of data

Paul Evans, CEO of Redstor, shares his views about why he feels the ‘new normal’ offers unprecedented opportunities Continue Reading

By

• Paul Evans, Redstor

Softcat: Coronavirus impacting customer tech priorities

Firm’s research shines a light on where enterprise users are looking to shore up their IT capabilities Continue Reading

By

• Simon Quicke, Microscope Editor

Centreon looks for UK growth via the channel

Software player shares an ambition to grow its business here and to do so by working with resellers and MSPs Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Simplify the path to partner programmes

In this issue, discover how to navigate the complexity of channel partner programmes to best foster relationships, how business intelligence software is helping companies look beyond Covid-19, and why leaders are looking forward to 2021 Continue Reading

Managed print channel upbeat over year ahead

Despite the ongoing pandemic, Quocirca found that many in the managed print world are looking to 2021 with better expectations Continue Reading

By

• Simon Quicke, Microscope Editor

Tech is at the forefront of customer needs

The channel has had a good year so far and there are reasons to be optimistic about that continuing into 2021 Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat delivers growth through the pandemic

Softcat’s FY20 numbers show that the channel player continued to succeed in growing its bottom line despite the coronavirus Continue Reading

By

• Simon Quicke, Microscope Editor

GTDC: Two-tier model offers vendors highest returns

Working with distribution and resellers rather than opting to go single-tier or direct is the best go-to-market strategy for vendors Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam will extend channel options with Kasten

The addition of container back-up options will give channel partners a wider solution to pitch, according to Veeam’s CTO Continue Reading

By

• Simon Quicke, Microscope Editor

Current conditions could foster further consolidation

Boss of SCC reveals that the company is considering some deals at a time when M&A activity is continuing across the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Channel leaders cautiously optimistic about 2021

Challenges lie ahead, but the importance of technology is clear and steady, according to those responsible for supplying it to customers Continue Reading

By

• Simon Quicke, Microscope Editor

HPE boss looking for channel to bring SME growth

HPE is looking to reward those that bring in more business from small and medium-sized customers over the next year Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys: Pandemic has created winners and losers

As anyone in the channel serving vertical markets such as hospitality and travel will already know, there have been some real business victims of Covid-19 Continue Reading

By

• Simon Quicke, Microscope Editor

There is no one-size-fits-all

Vendors would like to think that they understand partners but as Billy MacInnes points out that is a hard challenge when so many are different from each other Continue Reading

By

• Billy MacInnes

Sabio adds more CX muscle with Anana

Customer experience specialist Sabio makes its fourth acquisition this year as it continues to back its ambition to become a major European player in the CX market Continue Reading

By

• Simon Quicke, Microscope Editor

Trolle eyes expansion at Exclusive Networks

New CEO is keen to bulk out global presence to make sure company increases its representation in more markets Continue Reading

By

• Simon Quicke, Microscope Editor

Pandemic sparks revenue climbs in unified comms and collaboration

IDC has shared its views of what happened in the market in the second quarter, with the shift to home working having a clear impact on demand Continue Reading

By

• Simon Quicke, Microscope Editor

Context: Distribution efforts through coronavirus appreciated

Resellers grateful for the help provided by distributors during Covid-19 pandemic but indicate they want more support in moving to a cloud services world Continue Reading

By

• Simon Quicke, Microscope Editor

HPE points distribution to everything as a service

Vendor holds its distribution event with a number of enhancements being rolled out to make it easier to sell services Continue Reading

By

• Simon Quicke, Microscope Editor

Consenna sets sights on £10m revenues

Firm has seen growth ramp up over the past year and is now considering more international growth Continue Reading

By

• Simon Quicke, Microscope Editor

It’s not personal

Billy MacInnes shares a few thoughts on the industry’s love of the word ‘consumer’ Continue Reading

By

• Billy MacInnes

Renew your selling system and make digital marketing effective

Chris Davies, managing director of Sandler Training, has some sound advice for those in the channel trying to ramp up their digital marketing efforts Continue Reading

By

• Chris Davies, Sandler Training

Fintechs ramping up efforts to get loans into SME hands

With the deadline for the government-backed coronavirus loan scheme looming, efforts are being made to try to get those small firms looking for financial aid logged onto the system Continue Reading

By

• Simon Quicke, Microscope Editor

Cloud Distribution heads to Moon to support growth

Distributor keen to increase opportunities for fresh business opportunities, making a couple of promotions to back up that aim Continue Reading

By

• Simon Quicke, Microscope Editor

Is the channel missing the ‘human touch’?

 Continue Reading

How can technology businesses make a safe return to business?

Miriam Murphy, senior vice-president at Tech Data Advanced Solutions, shares her thoughts about how we can start to get back to more normal working practices Continue Reading

By

• Miriam Murphy, Tech Data

Tech Data shows expansion ambitions with APAC buy

With the backing of its new owners, the distributor has begun to flex its muscles and has picked an acquisition target to bolster its Asian presence Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data gearing up for more familiar Q4

As life gets ever closer to returning to a more normal state, the distributor has noticed enterprise projects coming back Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Darren Laurie, Versa Networks

It’s time for another channel executive to share some details about their life and career Continue Reading

Coronavirus accelerates digital transformation

The changes that have happened over the last six months have seen many customers make a dramatic shift in their stance on digital transformation Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam partners building on wave of fresh customers

Vendor has seen users turn to its technology during the pandemic and is keen to make sure they remain there for the long-term Continue Reading

By

• Simon Quicke, Microscope Editor

Channel pandemic response: Virtual events are king, but support could improve

Feedback from MicroScope’s virtual channel event reveals some insights into the current thinking in the industry, with the majority focusing on virtual events and stating they're happy with support – but nearly a quarter say more could be done Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat on course for strong FY20

Channel player continues to deliver growth as it issues a trading update to cover its last fiscal quarter Continue Reading

By

• Simon Quicke, Microscope Editor

Event: Navigating a post-pandemic world

MicroScope is holding a virtual event to discuss the changes that Covid-19 has sparked across the channel, what comes next and how to be more effective at digital marketing Continue Reading

By

• Simon Quicke, Microscope Editor

Buying and selling: this time, it’s personal

People buy from people, so the saying goes, and the coronavirus pandemic has tested the channel’s ability to do just that Continue Reading

By

• Billy MacInnes

RingCentral sings praises of master agency model

Cloud comms player is the latest to voice support of an approach that is starting to gain more ground in the UK Continue Reading

By

• Simon Quicke, Microscope Editor

Channel eyes opportunities around hybrid working

There is a fresh two-word contender to challenge digital transformation for dominance in every channel conversation Continue Reading

By

• Simon Quicke, Microscope Editor

Trams celebrates 30 years

Reseller reaches milestone and reflects on its history, with its people getting the nod for helping the firm prosper over three decades Continue Reading

By

• Simon Quicke, Microscope Editor

Is the channel missing the ‘human touch’?

Research from Kaspersky suggests vendors need to improve their relationships with channel partners, with experts weighing in on how to develop a closer bond through programmes and education Continue Reading

By

• Christine Horton

Coronavirus has not knocked the sustainability pitch

Epson reports that channel partners and customers are still talking green even in the face of the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Fujitsu changes approach to training

Vendor looks to end box-ticking exercise and deliver more customised support for partners Continue Reading

By

• Simon Quicke, Microscope Editor

Channel ends Q2 2020 on a high across Western Europe

Analysis of the market from Context reveals that the end of the second quarter continued to deliver growth for many across Western Europe, in spite of the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Door opening wider for Canalys Channel Forum 2020

Analyst firm Canalys has moved its event online, which should give more people the chance to attend Continue Reading

By

• Simon Quicke, Microscope Editor

DCC Q1 update paints a picture of improving conditions

Exertis parent updates investors ahead of AGM, with signs of trading performance improving as the weeks progress Continue Reading

By

• Simon Quicke, Microscope Editor

Sellers adapting to a digital world

There are signs that channel sales staff are getting more comfortable with a digital approach Continue Reading

As IT moves deeper into the factory the channel should follow

Schneider Electric is urging partners to get involved with the convergence happening between the operational technology and information technology worlds Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks brings the curtain down on its festival

Distributor has spent the week educating and entertaining partners through its online festival Continue Reading

By

• Simon Quicke, Microscope Editor

What will the ‘new normal’ look like?

With thoughts starting to turn to a post-coronavirus world, the channel is trying to work out what changes made in the past few months will stick Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data flexes financial muscles after Apollo deal

Deal to acquire the distributor finally closes and the channel player is quick to show off what the benefits of private ownership will involve Continue Reading

By

• Simon Quicke, Microscope Editor

No Glastonbury? Try the Exclusive Networks festival

Resellers can register for the festival, running all of next week, to gain insights, get entertained and get into gear on future plans from the distributor Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco: Partners heading in the right direction

The coronavirus pandemic has not knocked Cisco’s existing strategy off course, with the vendor convinced its channel is able to tackle current and future problems Continue Reading

By

• Simon Quicke, Microscope Editor

Now is the time for traditional partners to change

Cisco warns those resisting a move to services and software-led business that the coronavirus pandemic could hit them hard Continue Reading

By

• Simon Quicke, Microscope Editor