Salesforce Management
A salesforce is one of the company's best assets -- how to attract, retain and manage a salesforce will be covered in this section of the site. With plenty of help on offer to resellers from both vendors and distributors, we detail the latest advice to channel employers.
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News
19 Mar 2025
Softcat ahead of expectations after solid first half
Channel player shares results for the first six months of its fiscal year with double-digit growth across all the key metrics Continue Reading
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News
18 Mar 2025
Channel moves: Who’s gone where?
Moves of note over the past week at Six Degrees, Business Systems, MLL Telecom, Claroty and Sysdig Continue Reading
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News
08 Dec 2020
Denise Bryant gets UKI channel role at NetApp
Well-known channel figure Denise Bryant takes lead role for indirect business at cloud and data management specialist NetApp Continue Reading
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News
07 Dec 2020
Channel round-up: Who’s gone where?
There is still time in 2020 for some senior appointments to be made across the industry Continue Reading
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News
01 Dec 2020
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
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News
30 Nov 2020
Channel round-up: Who’s gone where?
It’s another busy week, with some well-known names popping up at different companies Continue Reading
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News
19 Nov 2020
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
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News
16 Nov 2020
Channel round-up: Who's gone where?
We look at more moves taking place across the industry, with some senior appointments being made in the hunt for growth Continue Reading
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News
11 Nov 2020
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
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Opinion
11 Nov 2020
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
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News
26 Oct 2020
Channel roundup: Who's gone where?
Personnel moves that will interest the channel at Citrix, Mimecast, CyberGuard Technologies and ITS Continue Reading
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News
19 Oct 2020
Channel round-up: Who’s gone where?
It’s been a busy couple of weeks across the industry as more hires are made to support growth ambitions Continue Reading
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News
13 Oct 2020
Training’s shift to virtual is a lasting legacy of the pandemic
CompTIA has shone the spotlight on how Covid-19 has changed the industry as it starts its EMEA partner event Continue Reading
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News
13 Oct 2020
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
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News
09 Oct 2020
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
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News
09 Oct 2020
Canalys: A profitable year for the channel
The channel has managed to navigate one of the most challenging years so far in a positive way Continue Reading
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News
06 Oct 2020
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
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News
02 Oct 2020
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
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News
21 Sep 2020
Channel roundup: Who’s gone where?
Another busy few days, with – amongst other moves – Dell’s former channel chief popping up as US boss at Insight Continue Reading
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News
16 Sep 2020
HP looks for channel to make a positive difference
Vendor launches Amplify Impact programme to encourage more diversity and inclusion across the industry Continue Reading
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News
15 Sep 2020
Change at the top of Exclusive Networks
Distributor welcomes a fresh CEO to take the helm and keep the firm’s growth coming Continue Reading
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News
07 Sep 2020
Channel roundup: Who's gone where?
Another busy week across the industry, with there being no signs of slowdown in the volume of hires Continue Reading
- 03 Sep 2020
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Opinion
02 Sep 2020
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
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News
01 Sep 2020
Context: Toner sales reveal slow return to offices
Analyst house Context has found that it is able to reveal the different reactions across Europe to working back in the office by charting the sales of toner Continue Reading
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News
27 Aug 2020
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
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Feature
25 Aug 2020
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
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News
24 Aug 2020
Channel roundup: Who’s gone where?
Another busy few days across the IT world with some fresh names for partners to add to their contacts book Continue Reading
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News
20 Aug 2020
HPE on the hunt for new channel chief
Paul Hunter heads to the US, leaving a vacancy at the top of the vendor’s channel organisation Continue Reading
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News
18 Aug 2020
Dell welcomes former staffer Dagher as global channel chief
After a three-year spell running Cisco Canada, Rola Dagher returns to step into the shoes vacated by Joyce Mullen Continue Reading
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News
18 Aug 2020
MSSPs the answer for fed-up SOC staff
Employees sitting in security operations centres are showing signs of cracking under increasing pressure Continue Reading
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News
18 Aug 2020
Channel roundup: Who’s gone where?
A fresh face is at the helm in the UK&I at IBM, while there have also been moves at Corelight and Adaptiv Networks Continue Reading
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Feature
07 Aug 2020
Five-minute interview: Jan Ursi, Rubrik
MicroScope asks another channel executive a series of questions designed to help you get to know them that little bit better Continue Reading
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Feature
04 Aug 2020
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
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News
29 Jul 2020
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
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News
28 Jul 2020
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
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Feature
27 Jul 2020
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
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News
22 Jul 2020
Getronics gets fresh owner managers
Deal worth €200m sees Dutch channel player start life under a different owner Continue Reading
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News
20 Jul 2020
Channel roundup: Who’s gone where?
Another busy few days across the industry, with some senior appointments being made Continue Reading
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News
13 Jul 2020
Mullen calls time on her spell as Dell channel chief
After more than two decades at the vendor, Joyce Mullen has decided the time is right for a fresh challenge Continue Reading
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News
10 Jul 2020
Exclusive Networks brings the curtain down on its festival
Distributor has spent the week educating and entertaining partners through its online festival Continue Reading
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News
08 Jul 2020
GTDC: Distribution shines during the pandemic
Cloud sales increased, as did as-a-service demands, but a snapshot into the past few months from the Global Technology Distribution Council found disties were more than able to react to the changes Continue Reading
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News
06 Jul 2020
Insight promotes from within for next UK boss
Darren Hedley will step into Emma de Sousa’s role as Insight’s UK senior vice-president from the start of next year Continue Reading
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Feature
03 Jul 2020
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
- 02 Jul 2020
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News
29 Jun 2020
Channel roundup: Who's gone where?
Senior changes at Lenovo and the emergence of a fresh employer in the shape of Nebulon are just a couple of the highlights this week Continue Reading
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Opinion
25 Jun 2020
Four disciplines for maintaining staff productivity to meet service level agreements in pandemic
Datto’s vice-president of engineering for remote monitoring and management, Ian van Reenen, shares some views about productivity during the current crisis Continue Reading
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News
23 Jun 2020
Cancom UK boss urges offices to reopen
The office environment has an important to to play, and staff are starting to return as the coronavirus lockdown eases. Cancom's UK boss is encouraging others to open their offices once more Continue Reading
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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
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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
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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
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News
15 Jun 2020
Channel roundup: Who’s gone where?
Another week of personnel movement across the industry as firms seek the expertise that will help drive growth Continue Reading
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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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News
08 Jun 2020
Channel roundup: Who’s gone where?
Talent already in the building has been discovered and rewarded by a few firms this week Continue Reading
- 05 Jun 2020
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E-Zine
05 Jun 2020
MicroScope: The surge in home working
The shift by many to home working has created opportunities and challenges for the channel as it looks to help customers through the changes. Also discover the importance of diversity in your workforce, and how Covid-19 is affecting IT events Continue Reading
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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
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News
01 Jun 2020
Channel roundup: Who's gone where?
Some fresh names for the channel to add to their contacts books as there is more personnel movement across the industry Continue Reading
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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
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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
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News
26 May 2020
Softcat shares details of ‘satisfactory’ Q3 trading
Channel player’s trading update reveals that the first few weeks of lockdown have not had too much impact on the numbers Continue Reading
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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
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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
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News
18 May 2020
Channel roundup: Who’s gone where?
Another busy week across the channel, with some boardrooms opening the door to some fresh expertise Continue Reading
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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
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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
04 May 2020
Channel round-up: Who’s gone where?
The country might have been in lockdown for the past few weeks, but that has not stopped the hires continuing across the industry Continue Reading
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Opinion
04 May 2020
All to gain: Unlocking the potential of a diverse and inclusive workforce
We look at the business benefits of opening the doors to a diverse workforce Continue Reading
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Opinion
04 May 2020
What if we could learn IT skills at the speed of hackers?
IT training is not a marathon, but maybe it is a Skill Sprint, writes Nick Booth Continue Reading
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E-Zine
01 May 2020
MicroScope: Staying connected
In this issue, read about how the channel is helping customers stay connected during the pandemic, with Covid-19 raising hardware demand as businesses aim to provide technology for home workers. Also discover the benefits of SD-WAN and learn about the top compliance concerns for the coming year Continue Reading
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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
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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
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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
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News
20 Apr 2020
Exclusive Networks adds more muscle to executive team
Distributor hires a head of professional services as it continues to bolster its management ranks 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
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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
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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
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News
07 Apr 2020
Computacenter bosses sacrifice pay in solidarity with workers
Leaders of the channel giant decide to go without pay for the next three months to stand shoulder-to-shoulder with furloughed staff Continue Reading
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News
06 Apr 2020
Channel round-up: Who’s gone where?
The job appointments keep coming, despite the lockdown, with some movement across the industry in the past week Continue Reading
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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
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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
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News
30 Mar 2020
Channel roundup: Who's gone where?
No matter where the human resources departments are operating from, the need to keep actively hiring fresh talent continues unabated Continue Reading
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News
30 Mar 2020
Coronavirus: Partners add value as customers adapt to lockdown
Face-to-face meetings might not be an option, but the channel can still help users as they adapt to a new reality Continue Reading
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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
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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
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News
16 Mar 2020
Channel round-up: Who’s gone where?
A few executives on the move as firms look to bring on board expertise to support growth ambitions Continue Reading
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News
13 Mar 2020
Coronavirus sparks remote working demand
The channel is in a prime position to help customers keep going through the coronavirus crisis by enabling more flexible working methods Continue Reading
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News
09 Mar 2020
Channel round-up: Who’s gone where?
HR departments across the industry remain busy thanks to a flurry of executive appointments over the past seven days Continue Reading
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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
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E-Zine
03 Mar 2020
MicroScope: Making life easier for the channel
In this issue, read about how Dell is continuing on its mission to make life easier for partners by introducing improved tools, and we take a closer look at how cloud, cyber security and 5G are set to dominate over the course of 2020 Continue Reading
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News
02 Mar 2020
Channel roundup: Who’s gone where?
Another busy week, with executives shuffling and getting the chance to make a difference in fresh roles Continue Reading
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News
27 Feb 2020
Are users ready as coronavirus sparks more remote working?
More firms are starting to send staff home as the coronavirus continues to spread, but there are concerns their technology is not up to supporting more remote access Continue Reading
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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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News
24 Feb 2020
SCC shares insights into workplace mobility
Channel firm casts an eye over the current extent of mobile working and the consequences for customers Continue Reading
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News
20 Feb 2020
Insight will move de Sousa into EMEA role
Next year will see changes in Insight’s EMEA leadership, with the current UK boss the chosen candidate to take up that role Continue Reading
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News
17 Feb 2020
Channel roundup: Who’s gone where?
It’s been another few days of movement across the industry, with personnel departments kept busy 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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News
14 Feb 2020
Simmonds takes channel leadership role at HPE
Vendor chooses to promote from within as it continues to put the right executives in place across a unified sales operation Continue Reading
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News
12 Feb 2020
Logicalis rings the changes
Channel player updates its executive line-up days after undergoing a corporate rebranding Continue Reading
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News
11 Feb 2020
ScanSource adapting for digital future
Distributor makes senior appointment to coordinate its digital distribution efforts, with plans to offload physical operations gathering pace Continue Reading
- 31 Jan 2020
- 31 Jan 2020
