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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News
18 Jun 2020
Security rises to the top of the MSP agenda
Research from Datto and IT Glue provides a snapshot of how managed service players are reacting to the coronavirus Continue Reading
By- Simon Quicke, Microscope Editor
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News
17 Jun 2020
Ingram Cloud Summit shares thoughts on the long view
Sessions at the distributor's virtual conference look beyond the current demands of the pandemic to what will be coming next Continue Reading
By- Simon Quicke, Microscope Editor
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News
16 Jun 2020
Channel crying out for the ‘human touch’
Research from Kaspersky reveals that distributors and resellers want much more contact with vendors Continue Reading
By- Simon Quicke, Microscope Editor
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News
12 Jun 2020
RM hopes trading will be boosted by schools reopening
Education specialist shares a first-half trading update that shows the impact of the coronavirus Continue Reading
By- Simon Quicke, Microscope Editor
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News
11 Jun 2020
Context charting a rising channel optimism
Analyst house Context has been following the impact of the coronavirus through the course of the pandemic and has found that the sentiment across the European channel has improving since late May Continue Reading
By- Simon Quicke, Microscope Editor
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News
10 Jun 2020
IT pros struggling to juggle Covid-19 demands with innovation agenda
The current coronavirus crisis is making life increasingly difficult for those tasked with keeping the lights on at IT departments Continue Reading
By- Simon Quicke, Microscope Editor
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Feature
10 Jun 2020
Five-minute interview: Remco Postma, Tufin
Remco Postma, director, channel sales EMEA at Tufin, takes the questions and reveals what gets him up in the morning and shares his ice-skating credentials Continue Reading
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Opinion
09 Jun 2020
Enhancing the conference call experience
The use of collaborative tools has exploded – and so have efforts to make sure staff don’t fall asleep during the calls Continue Reading
By - 05 Jun 2020
- 05 Jun 2020
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Feature
03 Jun 2020
Channel starts considering the legacy of the coronavirus
As lockdown starts to ease, considerations are turning to what the “new normal” will look like, and how it will impact the channel Continue Reading
By- Simon Quicke, Microscope Editor
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News
01 Jun 2020
Channel increases digital marketing efforts
Veeam is the latest to notice an increase in demand from partners for digital marketing support Continue Reading
By- Simon Quicke, Microscope Editor
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News
29 May 2020
Citrix taking the channel to a digital workplace future
Citrix is moving beyond its virtualisation roots and is working to make sure it has the channel in place to support its ambitions Continue Reading
By- Simon Quicke, Microscope Editor
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News
28 May 2020
Tech Data weeks away from closing Apollo deal
Distributor shares first-quarter numbers and reveals it is close to sealing Apollo merger Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
27 May 2020
Building the workplace of the future
Technology has evolved in the office, but are companies prepared for the next step? Continue Reading
By- Lieven Bertier, Barco ClickShare
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News
22 May 2020
Tech Data increases digital collaboration to reach out to resellers
Distributor’s lunchtime sessions have proved popular with resellers, who appreciate the chance to talk about a range of topics Continue Reading
By- Simon Quicke, Microscope Editor
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News
19 May 2020
Brexit uncertainty and coronavirus barely leave a dent on DCC
Exertis parent delivers its numbers for its fiscal 2019, indicating that it is weathering the storm Continue Reading
By- Simon Quicke, Microscope Editor
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News
15 May 2020
Computacenter business strengthens during lockdown trading
Channel giant issues a trading statement that will provide cheer not only to investors but also those keen to see the channel shake off the impact of the coronavirus Continue Reading
By- Simon Quicke, Microscope Editor
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Feature
13 May 2020
Interview: Bob Bailkoski, CEO of Logicalis
The recently appointed chief executive of Logicalis, Bob Bailkoski, discusses coronavirus and his vision for the business Continue Reading
By- Simon Quicke, Microscope Editor
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Feature
07 May 2020
Coronavirus: How Covid-19 kick-started a shift to home working
Lockdown has forced people to work from home and turn to the channel for help in supporting the ‘new normal’ Continue Reading
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News
07 May 2020
Marketing goes digital as resellers look to grow sales base
Sales teams are adapting to the coronavirus pandemic with the world making a shift to remote working Continue Reading
By- Simon Quicke, Microscope Editor
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News
06 May 2020
Coronavirus: Existing customers key to getting through crisis
Keeping established relationships going is one way that the channel can weather what might be a challenging economic time ahead Continue Reading
By- Simon Quicke, Microscope Editor
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News
05 May 2020
Exclusive Networks gets closer to the startup community
Distributor forms partnership with Tomorrow Street to help startups get the chance to work with the channel Continue Reading
By- Simon Quicke, Microscope Editor
- 30 Apr 2020
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News
29 Apr 2020
SCC looks to ease lockdown with thermal imaging tech
Channel player sets up mobile thermal imaging at Bournemouth Airport as it looks for more verticals to adopt the technology Continue Reading
By- Simon Quicke, Microscope Editor
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News
27 Apr 2020
Softcat backing charity battling coronavirus-induced food poverty
Reseller Softcat is urging the rest of the channel to get behind a campaign aimed at helping to feed people who are struggling with hunger because of the Covid-19 coronavirus pandemic Continue Reading
By- Simon Quicke, Microscope Editor
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News
27 Apr 2020
Easter holidays and supply issues reverse some March gains
Research from Context has found that the growth rates experienced by the channel in March took a hit at the start of April Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
24 Apr 2020
Channel relationships really matter
The chief executive and founder of security distributor e92plus, Mukesh Gupta, shares his thoughts about the help his firm can deliver right now Continue Reading
By- Mukesh Gupta, e92plus
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News
23 Apr 2020
Computacenter provides some cheer with robust Q1 trading
One of the first set of numbers to include some lockdown trading has come out of the channel Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
20 Apr 2020
What will the next phase of working look like due to Covid-19?
Andy Jane, CTO at Olive Communications, looks back at the past couple of weeks as the UK has been on lockdown to see how businesses have coped during the initial stage of the Covid-19 coronavirus crisis Continue Reading
By- Andy Jane, Olive Communications
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News
17 Apr 2020
How Covid-19 has turned the IT events calendar on its head
With coronavirus restrictions in place, IT vendors are replacing their conferences with digital events. What does this mean for the channel? Continue Reading
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News
17 Apr 2020
Certification exams move online
Training bodies have reacted to the lockdown with moves to make it easier for resellers brushing up on their skills to sit exams Continue Reading
By- Simon Quicke, Microscope Editor
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News
16 Apr 2020
Coronavirus: e92plus increasing practical support for resellers
Distributor e92plus increases financial aid for partners that want to keep the customer orders flowing Continue Reading
By- Simon Quicke, Microscope Editor
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News
15 Apr 2020
SecureAge and ITQuoter on the hunt for partners
The Covid-19 coronavirus pandemic has not stopped some fresh arrivals landing in the UK with the intention of building up a channel base Continue Reading
By- Simon Quicke, Microscope Editor
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Feature
09 Apr 2020
Coronavirus: It’s time to support partners
Vendors have started to respond to the challenges that partners are facing with more flexibility and support Continue Reading
By- Simon Quicke, Microscope Editor
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News
09 Apr 2020
Helping existing customers is key for Forcepoint channel
Recently appointed EMEA vice-president of sales shares his view of how Forcepoint channel will get through the coronavirus and grow in the future Continue Reading
By- Simon Quicke, Microscope Editor
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News
07 Apr 2020
Coronavirus: BT’s response to maintain service levels
Telecoms player is taking steps to arm partners with more support and minimise risks for those still working in the field Continue Reading
By- Simon Quicke, Microscope Editor
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News
06 Apr 2020
Exclusive Networks sets up coronavirus support hub
Distributor steps up support it can provide resellers during these difficult times Continue Reading
By- Simon Quicke, Microscope Editor
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News
03 Apr 2020
Coronavirus: Extreme makes partner programme changes to up support
Extreme Networks has become the latest vendor to use the tools in its partner programme to increase the support it can give resellers in this difficult time Continue Reading
By- Simon Quicke, Microscope Editor
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E-Zine
03 Apr 2020
MicroScope: Seeking sustainability
In this issue, we look at sustainability in the channel, with customers increasingly wanting to know that their reseller has a handle on their carbon footprint. Also, read about SCC's insight on mobile working and workforce security, and take a closer look at Riverbed's return to its roots Continue Reading
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Opinion
02 Apr 2020
Tech Data has a taste for Apple
Company’s recent results got Billy MacInnes wondering about the importance of the relationship between the distributor and its key vendor Continue Reading
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News
01 Apr 2020
Softcat weighs up furry choice
Channel player raises thousands for Mind as part of its April’s Fool campaign Continue Reading
By- Simon Quicke, Microscope Editor
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News
31 Mar 2020
Coronavirus: Distributors can take a lead
Head of the Global Technology Distribution Council shares his thoughts on the Covid-19 crisis Continue Reading
By- Simon Quicke, Microscope Editor
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News
27 Mar 2020
Coronavirus: Channel braces for challenging second quarter
There are growing signs that it is getting harder for partners and vendors to predict what will come next Continue Reading
By- Simon Quicke, Microscope Editor
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News
25 Mar 2020
Brown to step down at Softcat as Hockin emerges at Arcserve
Softcat managing director announces his intention to step down at the end of the reseller’s current fiscal year Continue Reading
By- Simon Quicke, Microscope Editor
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News
20 Mar 2020
Cherwell extends platform depth with developer support
IT services management specialist Cherwell has launched its Marketplace as it looks to extend the options in its CORE platform Continue Reading
By- Simon Quicke, Microscope Editor
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News
20 Mar 2020
Tech bosses share messages of support with channel partners
A raft of CEOs from the largest vendors have assured partners that they are working to protect supplies during the coronavirus crisis Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
18 Mar 2020
Covid-19: Let's get through this together
The channel has always been about people at its heart, and as we all struggle to get through the coronavirus crisis, let's not forget to look out for each other Continue Reading
By- Simon Quicke, Microscope Editor
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News
17 Mar 2020
Maplin boss looking to extend supply chain
The managing director of online electronics retailer Maplin is looking to grow the business, accepting that it will need to widen its supplier network Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
12 Mar 2020
Building customer trust with an open approach
In the final piece of our three-part series, Barracuda’s director International talks of the importance of delivering promises and being honest about services to build customer trust Continue Reading
By- Jason Howells, Barracuda MSP
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News
10 Mar 2020
HPE marks a year of the Tech Pro Community
Vendor shares progress on growth numbers and interactions within its tech community Continue Reading
By- Simon Quicke, Microscope Editor
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News
09 Mar 2020
Dell Technologies World joins growing list of events hit by Covid-19
Dell opts to turn its annual Vegas shindig into a virtual event as Covid-19 coronavirus continues to wreak havoc on the industry calendar Continue Reading
By- Simon Quicke, Microscope Editor
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News
05 Mar 2020
CompTIA teams up with SkillsTX to extend training reach
Industry group is keen to get its certifications in front of more users and forms partnership with platform provider Continue Reading
By- Simon Quicke, Microscope Editor
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News
02 Mar 2020
Feeling the impact of coronavirus
Although the number of cases in the UK is still low, there have already been some issues for the channel to deal with Continue Reading
By- Simon Quicke, Microscope Editor
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News
28 Feb 2020
HP Reinvent joins list of partner events hit by Covid-19
Vendor is the latest to react to the ongoing spread of coronavirus by opting to move its channel event to later in the year Continue Reading
By- Simon Quicke, Microscope Editor
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Feature
26 Feb 2020
The channel and sustainability
There is no doubt that the climate change crisis has put the issue in the spotlight and resellers are being asked to not only help customers but show their own credentials around sustainability Continue Reading
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Feature
17 Feb 2020
Five-minute interview: Ian Ashworth, Netwrix
MicroScope puts its questions to Ian Ashworth, channel director for EMEA and APAC at Netwrix Continue Reading
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Opinion
17 Feb 2020
Cancellation of MWC will leave a gap
For those who wanted trade shows to die, the unexpected cancellation of Mobile World Congress could highlight the weakness of their argument Continue Reading
By- Simon Quicke, Microscope Editor
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News
13 Feb 2020
Digital risk looks to be a good niche for the channel
Business leaders are concerned that their digital strategies are not going to lead them in the right direction Continue Reading
By- Simon Quicke, Microscope Editor
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News
30 Jan 2020
Channel could benefit from SME Brexit bounce
With the UK just hours away from officially leaving the EU it looks like many SMEs are gearing up to start spending on tech Continue Reading
By- Simon Quicke, Microscope Editor
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News
23 Jan 2020
BETT: Lenovo calls for more tech investment
The hardware vendor has worked on a report that indicates that money needs to be spent on tech to keep education in touch with the digital demands of the future Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
23 Jan 2020
IT security is broken: Six ways partners can help fix it
Many organisations have numerous non-integrated security point products installed across their enterprise, the management of which is a huge challenge. Here, we discuss how partners can help their customers to adopt a more holistic approach to security Continue Reading
By- Ian Jenkins, VMware
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News
20 Jan 2020
Kaspersky rolls out licensing portal for MSPs
Security player aims to make licensing easier with online tools and more flexible with a monthly billing option Continue Reading
By- Simon Quicke, Microscope Editor
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News
16 Jan 2020
Skills crisis threatens to derail customer growth ambitions
Getting hold of talent is top of the list of concerns for UK tech leaders and is causing many of them to cast doubts over the prospects for the industry in the next couple of years Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
13 Jan 2020
Beware of falling for the hype machine
With more companies resorting to hyperbole to sell products, Billy MacInnes warns of the necessity to see past exaggeration and look at the true effectiveness of products and technology Continue Reading
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News
10 Jan 2020
Synnex splits in two with Concentrix getting its independence
Distributor is looking to gain more flexibility and focus by splitting away from the customer experience specialist Concentrix Continue Reading
By- Simon Quicke, Microscope Editor
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News
09 Jan 2020
Desmond returns as Exclusive strengthens executive team
After a year away from his role at Exclusive Networks, Barrie Desmond has returned to the distributor alongside three other hires to add muscle to the channel player’s executive team. Continue Reading
By- Simon Quicke, Microscope Editor
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Feature
03 Jan 2020
Channel faces another year of evolution
Distributors, vendors and trade associations share their expectations for the year ahead, with the need to embrace change a key part of the message Continue Reading
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Feature
02 Jan 2020
Channel predictions: Opportunities in AI, hybrid cloud, edge and security
Some of the great and the good in the industry have shared their predictions for what they expect in 2020 Continue Reading
By- Simon Quicke, Microscope Editor
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News
23 Dec 2019
Motherhood is the necessity of invention, says Mellanox channel boss
Mellanox vice-president Yael Asseraf Shenhav talks about how her employer has enabled her to thrive in a male-dominated industry and sheds light on how we can all better manage our time Continue Reading
By -
News
20 Dec 2019
Resellers feeling good about 2020
Context has surveyed thousands of resellers across the UK and Europe and found that levels of optimism are higher than at this time last year Continue Reading
By- Simon Quicke, Microscope Editor
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News
19 Dec 2019
VMware arming channel with skills to unlock digital opportunities
Reaping the digital transformation rewards is more than just an IT conversation and VMware's UK channel chief is taking an approach based on helping partners increase their capabilities Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
11 Dec 2019
Distribution model is alive and well
Warren Buffett’s interest in Tech Data represents a very strong endorsement of distribution and the channel’s role Continue Reading
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News
10 Dec 2019
SCC chief heralds solid year
The last twelve months have been busy ones for SCC and its chief executive is keen to highlight its achievements Continue Reading
By- Simon Quicke, Microscope Editor
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E-Zine
06 Dec 2019
MicroScope: Time for change
In this issue, we ask experts how they're approaching digital transformation to meet customers demand, and we look at whether the actions of the user should reflect on the accountability of the cloud provider Continue Reading
- 04 Dec 2019
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News
29 Nov 2019
Veeam UK channel boss looking to widen partner support
The recently installed UK channel boss is planning to increase the support it offers a wider number of partners as well as looking to exploit its alliances for the benefit of resellers Continue Reading
By- Simon Quicke, Microscope Editor
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News
26 Nov 2019
Support for business and tech called for from next government
Channel and business groups set out their wish list for whoever wins the keys to Number 10 next month Continue Reading
By- Simon Quicke, Microscope Editor
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Feature
20 Nov 2019
How to improve customer experience
Billy MacInnes questions experts on what they’re doing to digitally transform the customer experience and asks what advice they have for channel partners Continue Reading
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News
19 Nov 2019
CompTIA: Pressure on channel to change
Industry association is encouraging resellers to step out of their comfort zones and embrace change Continue Reading
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News
14 Nov 2019
Customer experience driving collaboration investments
Improving customer experience is one of the main factors behind the decision by users to invest in unified comms and collaboration tools Continue Reading
By- Simon Quicke, Microscope Editor
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News
13 Nov 2019
Tech Data accepts $5.4bn private equity offer
Distributor's board recommend the sale, which should give it access to more financial muscle Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
13 Nov 2019
IoT security: A winning strategy for MSSPs
Don’t let your clients’ IoT initiatives make them vulnerable to cyber attacks Continue Reading
By- Jason Howells, Barracuda MSP
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Opinion
07 Nov 2019
What’s in a name? Inside sales versus telesales
Inside sales seems much the same as telesales, only dressed up for the modern age. What's brought the change about and is it really so different from what we already know? Continue Reading
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Feature
05 Nov 2019
Q&A: Angela Whitty, managing director, UK&I partner organisation, Cisco
Cisco’s UK channel chief shares some views on the year ahead and the progress made in the 2019 financial year Continue Reading
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Opinion
30 Oct 2019
What resellers want: Countering customer frustrations
Alex Tatham, managing director of Westcoast, discusses his conclusions from the results of the company’s recent survey Continue Reading
By- Alex Tatham, Westcoast
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News
17 Oct 2019
Schneider Electric: Healthcare, manufacturing and education leading edge spend
Power management specialist works with Canalys to survey resellers around the opportunities and challenges customers are facing around edge computing Continue Reading
By- Simon Quicke, Microscope Editor
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News
16 Oct 2019
LzLabs moving to plug mainframe expertise gap
Pressure is mounting from various sides on those customers that are still using apps that are stuck on aging mainframes Continue Reading
By- Simon Quicke, Microscope Editor
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News
10 Oct 2019
Westcoast uncovers reseller thoughts about distribution
Channel player asks resellers what they think of distribution and finds there is work to do to support digital transformation ambitions Continue Reading
By- Simon Quicke, Microscope Editor
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News
09 Oct 2019
CompTIA: Channel must “learn new tricks” to keep customers
CompTIA CEO urges channel to explore emerging technologies or risk losing business Continue Reading
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Feature
09 Oct 2019
SD-WAN: How channel can make net gains
How prepared are channel partners to take advantage of the rapidly growing SD-WAN market? Continue Reading
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News
09 Oct 2019
Might be a while before someone orders from a reseller with Alexa
Personal assistants are gaining traction as yet another way customers can order services but concerns about data integrity are holding back widespread adoption Continue Reading
By- Simon Quicke, Microscope Editor
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News
20 Sep 2019
ScanSource paints a picture of a digital future
Just weeks after it revealed plans to divest its hardware operation the firm has updated UK partners on the strategy Continue Reading
By- Simon Quicke, Microscope Editor
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News
18 Sep 2019
Channel has to help customers with confidence crisis
Those trying to go through the IT buying process are struggling with too much information and trying to make sense of vendor marketing messages Continue Reading
By- Simon Quicke, Microscope Editor
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News
12 Sep 2019
Datto challenging MSP sales and marketing assumptions
Firm is using an event in London to challenge existing views of sales and marketing and provide advice for those looking to devise their own strategy Continue Reading
By- Simon Quicke, Microscope Editor
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Opinion
09 Sep 2019
Commercial PC growth better for channel than consumer PC growth
The commercial PC segment experienced a 15% sales increase in July, while consumer sales dropped by 2% – but that’s better than the other way round Continue Reading
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News
04 Sep 2019
Users struggling to get hold of digital skills
Research has found that a lot of customers are not able to take advantage of the latest technology because they do not have the in-house expertise needed to adapt and adopt it Continue Reading
By- Simon Quicke, Microscope Editor
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News
29 Aug 2019
Tech Data CEO points to Q2 results as validation of strategy
Rich Hume is keen to move the firm to higher value solutions and viewed the second quarter results as a sign that the strategy is delivering Continue Reading
By- Simon Quicke, Microscope Editor
- 23 Aug 2019
- 23 Aug 2019