Sales and Customer Management

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

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

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

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

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

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

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

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

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

• Nick Booth

Coronavirus: How Covid-19 kick-started a shift to home working

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How Covid-19 has turned the IT events calendar on its head

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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

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

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

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

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

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

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

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

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

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

By

• Billy MacInnes

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

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

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

Coronavirus: Distributors can take a lead

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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

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

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

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

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

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

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

By

• Christine Horton

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

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

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

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

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

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

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

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

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

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

By

• Billy MacInnes

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

By

• Billy MacInnes

Five-minute interview: Ian Ashworth, Netwrix

MicroScope puts its questions to Ian Ashworth, channel director for EMEA and APAC at Netwrix Continue Reading

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

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

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

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

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

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

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

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

By

• Billy MacInnes

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

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

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

By

• Billy MacInnes

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

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

• Nick Booth

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

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

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

By

• Billy MacInnes

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

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

How to improve customer experience

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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

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

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

By

• Billy MacInnes

CompTIA: Pressure on channel to change

Industry association is encouraging resellers to step out of their comfort zones and embrace change Continue Reading

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

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

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

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

By

• Billy MacInnes

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

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

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

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

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

CompTIA: Channel must “learn new tricks” to keep customers

CompTIA CEO urges channel to explore emerging technologies or risk losing business Continue Reading

By

• Christine Horton

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

By

• Billy MacInnes

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

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

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

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