Sales and Customer Management
-
News
24 Apr 2024
TD Synnex launches group to focus on AI
Distributor forms group to bring together businesses and individuals with different skills and resources to maximise benefits of artificial intelligence Continue Reading
-
Feature
24 Apr 2024
The keys to ESG success
Figures across the industry share some of their best practices to improve sustainability and diversity Continue Reading
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
-
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
- 23 Aug 2019
- 23 Aug 2019
-
News
23 Aug 2019
Channel advice: How to spend the holiday weeks
Staff might be coming and going topping up their tans but there is still plenty that the channel can do both internally and crucially externally with customers Continue Reading
-
Feature
15 Aug 2019
Cyber security and the channel
Leading lights in the industry give their assessment of where the cyber security market is headed in the second half of 2019 Continue Reading
-
Feature
13 Aug 2019
How to help businesses reach their digital goals
With digital transformation a hot trend in IT right now, the channel’s ability to help organisations hit the sweet spot in this pursuit could attract a lot of attention from potential customers Continue Reading
-
Feature
12 Aug 2019
Control or shift – channel’s role in the move to business-led IT
What impact could the shift to business-led IT have on channel partners’ role with customers and the relationships they have grown and developed within customer organisations? Continue Reading
-
News
07 Aug 2019
Digital transformation leadership a problem for users
NTT research has highlighted issues around the expertise of those leading digital transformation efforts and Kyocera has highlighted the need to concentrate on people as well as technology Continue Reading
-
News
01 Aug 2019
Channel taking steps to improve customer experience
CompTIA has found that resellers are starting to get on board with improving customer experience strategies to remain competitive Continue Reading
-
News
30 Jul 2019
Cisco increasing channel digital marketing support
Vendor brings together various marketing initiatives under one umbrella to help the channel reach out to customers more effectively Continue Reading
-
Feature
29 Jul 2019
Interview: Simon England, Nuvias CEO
With the first quarter of his tenure completed the boss of Nuvias shared his thoughts about his role leading the distributor Continue Reading
-
News
19 Jul 2019
Ethos Technology building on Pure signing
Distributor has landed a relationship with Pure Storage and is looking to build on that moment over the rest of 2019 Continue Reading
-
Feature
15 Jul 2019
Interview: Graeme Watt, CEO of Softcat
Softcat boss talk about office openings, organic growth and why he doesn't lie awake at night worrying about the future of the channel Continue Reading
-
Opinion
10 Jul 2019
What makes a great managed security service provider?
With an increasingly challenging threat landscape, being a successful MSSP can be a struggle. Making sure customers stay safe is critical to the success of your business, which is why understanding what makes a great MSSP is crucial for you to be able to make informed choices that will prove beneficial to the company Continue Reading
-
News
08 Jul 2019
Brexit leading to increased customer caution
CFOs and tech startup entrepreneurs are both showing risk aversion with Brexit the cause of most of the problems Continue Reading
-
News
05 Jul 2019
Retail driving spending in CX market
There have been examples of the channel gaining customer experience expertise in the past few weeks and no wonder given the IDC growth forecasts for the technology Continue Reading
-
News
03 Jul 2019
Connect Managed Services and G3 Comms merge
Customer Experience and Unified Comms players bought together to form a £55m revenue business Continue Reading
-
Opinion
02 Jul 2019
What are the risks of not responding to a critical alarm in time?
When selling management tools, managed service providers need to educate users about the importance of acting on the alarms generated by such equipment Continue Reading
-
News
01 Jul 2019
Amazon rolls out Business Prime offering
Etailer continues to enhance the offering for commercial customers with the addition of Business Prime Continue Reading
-
News
24 Jun 2019
Insight adds muscle on both sides of the Atlantic with PCM buy
Insight has forked out a significant amount to add IT products and services player PCM to the portfolio Continue Reading
-
Opinion
24 Jun 2019
Why organisations cannot afford to get carried away with contact centre success
To build sustainable success in the contact centre world, you need a strong focus on business goals, incremental business gains, teamwork and a culture based on trust Continue Reading
-
News
24 Jun 2019
IoT seen as key revenue and fresh business generator
CompTIA has turned to its emerging technology community to ask what technologies are going to drive opportunities and for the second year IoT has topped the list Continue Reading
-
Opinion
21 Jun 2019
Shifting business model to benefit from the rise in cloud
Channel partners will need to undergo their own version of digital transformation to take full advantage of the shift to cloud Continue Reading
-
News
18 Jun 2019
DXC cuts the ribbon on London innovation centre
Firm open to bringing in partners to work on cracking customer digital transformation challenges Continue Reading
-
News
10 Jun 2019
MSPs told to be wary of the CSP model
A channel event in Canada will resonate with managed service players here who are worried about losing customer relationships Continue Reading
-
Opinion
10 Jun 2019
How to train channel staff
Having trained staff leads to better growth for your business and is something the channel needs to focus on – but how to go about it? Continue Reading
-
News
29 May 2019
HPE adds depth to SME targeted solution
Vendor looking to help SMEs with their digital transformation needs with server, storage and cloud software options Continue Reading
-
News
20 May 2019
Softcat provides investor cheer with Q3 update
Channel player continues to deliver the goods with an upbeat third quarter trading update Continue Reading
-
Opinion
13 May 2019
How to make channel sales work
To be effective in channel sales, you have to be a great project manager, able to influence without formal organisational power and operate effectively at every level in an organisation. Read on for advice on how to succeed Continue Reading
-
Opinion
10 May 2019
A bridge too VAR
The expedition from VAR to MSP is not short of challenges but, equipped with the right map, ambitious companies can feel more confident in getting past first base. In the second part of his series, Predatar CEO Alistair Mackenzie takes a closer look at the importance of a strong culture and highlights why marketing should no longer be viewed as an afterthought Continue Reading
-
Feature
07 May 2019
GPC 2019: Dell Technologies highlights channel growth
Dell Technologies demonstrates progress with partners while encouraging cross-selling across expansive portfolio Continue Reading
-
News
03 May 2019
Channel getting the transformation message
Research from Agilitas IT has found that an increasing number of resellers are going through a transformation process Continue Reading
-
Feature
03 May 2019
Channel enjoys a strong start to the year
Just how has this year been going? There is no better way to find out than ask a number of those working in the channel Continue Reading
-
News
30 Apr 2019
Daisy combines and rebrands channel operation
IT and telco player combines existing channel facing operations into a single entity to make life easier for partners Continue Reading
-
News
29 Apr 2019
Computacenter gets off to a good start
A trading update for Q1 reveals that the growth it enjoyed last year has continued into 2019 Continue Reading
-
Opinion
25 Apr 2019
VAR from the madding crowd
Predatar’s CEO reflects on the transformation from VAR to MSP, highlighting some of the key milestones and the obvious pitfalls to avoid Continue Reading
-
News
24 Apr 2019
Digital transformation spending flooding across all verticals
IDC is forecasting strong customer investments in digital transformation projects but the channel needs to make sure the focus is on more than just spending on tech Continue Reading
-
News
23 Apr 2019
SAP users get the chance to rate and compare resellers
A TripAdvisor type system means that customers will be able to click through resellers looking for those with the best skills and ratings Continue Reading
-
News
17 Apr 2019
Data projects failing thanks to skills shortages
The channel should have a role to play in helping enterprise customers execute data initiatives Continue Reading
-
News
17 Apr 2019
Channel delivers in Q1 for Aerohive and Veeam
Both firms have reported customer numbers are up in the first quarter and acknowledged the role the channel has played in getting that result Continue Reading
-
Opinion
04 Apr 2019
Why software patch management matters
When building a business case for software patch management, focus on its ability to protect against malware, ransomware, phishing and other security threats, thereby reducing the risk of downtime Continue Reading
-
News
26 Mar 2019
Datto looking to increase MSP sales and marketing support
The managed services specialist has shared its list of attributes that make a world class MSP and indicated that it could provide more help to those looking to increase their sales and marketing activities Continue Reading
-
News
21 Mar 2019
Incoming Nuvias boss clear on distributor's value
In the run up to his start date of next month the incoming boss at Nuvias already has ideas on what makes a successful distributor Continue Reading
-
News
19 Mar 2019
Softcat expanding customer base
First half numbers from the channel player indicate that a strategy to widen the customer base is delivering Continue Reading
-
News
08 Mar 2019
Tech Data CEO looking for the higher value
The distributor is continuing to make its move towards higher value business Continue Reading
-
Feature
08 Mar 2019
Adapt for the era of virtual distribution
Virtual distribution – the delivery of subscription services rather than physical products – is a growing IT trend. We consider what this means for channel businesses and how they can remain relevant in this changing IT world Continue Reading
-
Opinion
04 Mar 2019
Making the business case to create a successful IoT initiative
The internet of things has the potential to address multiple business objectives, but it is not a miracle technology that will provide business benefit in isolation – true value comes only when the wider challenges are considered across all departments Continue Reading
-
News
01 Mar 2019
Those failing to use the channel are missing out on growth
Research from Investec makes it clear that those that fail to use the channel well are losing out on significant amounts of revenue Continue Reading
-
Opinion
27 Feb 2019
Help us to help you – how the customer-first model helps you empower your business
We are in the middle of the fourth industrial revolution, with technologies such as the internet of things, data analytics, artificial intelligence and cloud-based business management tools a regular talking point. But technology alone won’t solve productivity bottlenecks and open new avenues for growth. There is a bigger picture that cannot be ignored – it starts with the customer Continue Reading
-
News
25 Feb 2019
SMEs failing to embrace innovation
The channel ill need to do a lot of hand holding to help more SMEs embrace some of the latest technological innovations Continue Reading
-
News
14 Feb 2019
Channel has to do more to help SMEs with IoT and AI
Cloud Industry Forum and Ingram Micro Cloud urge resellers to do more to help users overcome hurdles holding back emerging tech adoption Continue Reading
-
News
12 Feb 2019
Fear of failure a digital transformation barrier
KCOM has taken a closer look at what is holding back customer innovation Continue Reading
-
News
01 Feb 2019
Fear of hard Brexit sparking SME exodus
More firms are looking at relocation as a way of avoiding the worst effects of a hard Brexit Continue Reading
- 01 Feb 2019
-
Opinion
30 Jan 2019
What has the channel ever done for digital transformation?
How the channel can play an important role in the drive for digital transformation Continue Reading
-
News
29 Jan 2019
Dell calls for more digital transformation progress
The vendor has revealed the findings of global research into the progress in the adoption of digital transformation Continue Reading
-
News
28 Jan 2019
Brexit is hitting IT spending
Research confirms what many in the channel had already experienced with customers hitting the pause button on IT projects Continue Reading
-
Opinion
17 Jan 2019
Channelling the cloud – building healthy CSP relationships
Creating a successful relationship with cloud service providers is essential for channel partners looking to increase their cloud portfolio. iLand 's director of channel sales has five tips to make the most of the opportunity Continue Reading
-
News
14 Jan 2019
Channel taking steps to remain relevant
A report from Agilitias IT Solutions looking into the channel's efforts to remain relevant has some encouraging findings Continue Reading
-
News
04 Jan 2019
The channel opportunities in 2019
There are plenty of areas that should excite the channel as the year kicks off Continue Reading
-
Opinion
02 Jan 2019
Insight 2019 technology predictions
Michael Guggemos, CIO of Insight, shares his thoughts about what will be the key issues for the channel in the months ahead Continue Reading
-
News
20 Dec 2018
2018 review: The main channel themes
With the last days of December drawing near it's time to look back at the year that has passed before we do it all over again in 2019 Continue Reading
-
News
19 Dec 2018
SonicWall increasing local partner support across EMEA
More offices plus extra hires have added depth to the security player's presence across EMEA Continue Reading
-
News
17 Dec 2018
Spectrami aiming to fill VAD gap
The relatively fresh player to the UK market is aiming to provide some of the value added services that it believes larger rivals are missing Continue Reading
-
News
03 Dec 2018
Sabio looks East for latest acquisition
Customer experience player makes a second purchase this year adding both technology and a wider geographical footprint Continue Reading
-
News
27 Nov 2018
Spectrami latest to join list of UK VADs
The UAE based channel player is looking to ramp up its activity across Europe with an independent operation opening in the UK Continue Reading
-
News
09 Nov 2018
Distribution set for a solid year as growth continues through Q3
A market analysis of how distribution across Europe has fared in Q3 from Context indicates that it has all been good so far in 2018 Continue Reading
-
Opinion
09 Nov 2018
Enhancing the role of the channel essential for the tech industry
Ben Boswell, Vice President for Europe at World Wide Technology (WWT), discusses how vendors and the channel need to work together to ensure outstanding outcomes for customers Continue Reading
-
News
07 Nov 2018
Tech must be a force for good
VMware CEO shares his belief that the industry has a responsibility to use technology as a positive force in society Continue Reading
-
News
02 Nov 2018
Customers want more automation and better data
A global Cisco study has found that customers looking to innovate need to take the pressure off the IT budget by getting better at predicting where problems might occur Continue Reading
-
News
31 Oct 2018
Microsoft sounds AI warning
Those customers that do not take an interest in artificial intelligence face losing ground and missing out on the benefits Continue Reading
-
News
15 Oct 2018
Exertis plugs Hoover into electricals operation
Plans to grow its position in the small domestic appliance market have been given a boost with the signing of household name Hoover Continue Reading
-
News
15 Oct 2018
Spiceworks: Europe leads in emerging tech
Europe adopting emerging tech in response to GDPR and rising cybersecurity threats Continue Reading
-
News
12 Oct 2018
Services the key to fending off the Amazon Business threat
The retail giant might hoover up the transactional business but those resellers that can provide services will have more chances of retaining customers Continue Reading
-
News
12 Oct 2018
Lenovo pledges to fix channel process issues
The vendor came in for some criticism at the Canalys Channels Forum but responded by vowing to fix the problems in the next six months Continue Reading
-
Feature
10 Oct 2018
Channel tensions rising
Competition and strained vendor relationships highlighted as concerns at Canalys Channel Forum Continue Reading