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
20 May 2025
Westcon-Comstor European unification efforts progressing
Distributor announced at the start of March it was looking to go to market across the region with a more unified approach Continue Reading
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News
19 May 2025
Channel moves: Who’s gone where?
Discover the moves announced over the past week at Ingram Micro, AMD, Nutanix and Logpoint 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
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News
31 Jan 2020
Lenovo DCG turns to channel veteran to run EMEA
Hardware player brings in former Riverbed channel executive with a history of working with partners to drive growth across the ecosystem Continue Reading
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News
29 Jan 2020
Resellers look to distribution to underpin 2020 ambitions
Context shares more findings from its ChannelWatch report with resellers looking for more support from their distie partners Continue Reading
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News
27 Jan 2020
Channel roundup: Who's gone where?
Who has moved into a fresh job in the past seven days? We highlight some of those making moves in the industry in the past week Continue Reading
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News
22 Jan 2020
Avaya appoints former channel boss to UK&I MD role
The comms specialist has turned to its former European channel chief to help continue its drive into the cloud Continue Reading
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News
20 Jan 2020
Channel roundup: Who's gone where?
Moves at a fairly senior level seemed to be the trend over the past week with firms looking to kick on in 2020 with some fresh talent Continue Reading
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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
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News
13 Jan 2020
Channel roundup: Who's gone where?
Several executive moves have caught the eye over the past seven days with this roundup capturing a few of the notable ones Continue Reading
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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
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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
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News
06 Jan 2020
Channel roundup: Who's gone where?
Just a few executive changes to concentrate on the first full week back to work of 2020 Continue Reading
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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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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
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Feature
20 Dec 2019
Five minute interview: Alex Walsh, Manager of Channels UK&I at Veeam
The recently appointed UK channel chief at Veeam shares his thoughts on his favourite band and the movie he wish he hadn't seen Continue Reading
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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
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News
16 Dec 2019
Channel roundup: Who's gone where?
Before the channel starts to go into full on festive mode there have still been some appointments worth highlighting 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
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News
09 Dec 2019
Northamber founder David Phillips passes away
The founder of Northamber has sadly died after suffering a short illness Continue Reading
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News
09 Dec 2019
Sabio looks for growth with fresh CEO
Firm looks to build on six acquisitions in the last three years with a fresh face in the CEO chair Continue Reading
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News
05 Dec 2019
Lenovo lifts lid on SME demands for more flexibility
The vendor has found that a significant number of staff working for SMEs would like to get access to mobile and cloud computing tools Continue Reading
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News
02 Dec 2019
Channel roundup: Who's gone where?
Another busy week with several comings and goings to report on from across the channel Continue Reading
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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
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News
25 Nov 2019
Channel roundup: Who's gone where?
Another week with some moves across the industry as firms look to get the right personnel to drive growth Continue Reading
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News
22 Nov 2019
GTDC: Distribution set for continued growth
The industry group has released the findings of its 2025 research indicating that the future for distribution is looking positive Continue Reading
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News
18 Nov 2019
Channel roundup: Who's gone where?
No sign of the job moves slowing down with some more changes happening across the industry over the course of the last week Continue Reading
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News
14 Nov 2019
Dell platinum partner OCF undergoes an MBO
The owners of the high performance computing specialist have decided the time is right for some fresh hands at the wheel Continue Reading
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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
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News
12 Nov 2019
Exertis delivers for DCC
Half year numbers show that although facing its challenges the Technology side of the business is performing strongly Continue Reading
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News
11 Nov 2019
Channel roundup: Who's gone where?
A busy week with lots of announcements of fresh faces taking up roles across the industry Continue Reading
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News
08 Nov 2019
SCC investing millions in HQ
A couple of buildings that date from the 1980s will be given a full refurb as the channel player invests in its facilities Continue Reading
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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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News
04 Nov 2019
Channel roundup: Who's gone where?
Another busy few days in the IT world with some more appointments being made across the industry Continue Reading
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News
31 Oct 2019
Rivals offer alternative to UKFast staff after CEO steps down
Lawrence Jones has decided to step down amid allegations of sexual misconduct Continue Reading
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News
29 Oct 2019
Retirement wave sparking mainframe skills crisis
LZLabs has found that in just a few years those with the skills at many firms to keep the mainframe lights on are planning to head off into retirement Continue Reading
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News
28 Oct 2019
Channel roundup: Who's gone where?
A brief guide to some of the appointments made across the industry in the past week Continue Reading
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News
23 Oct 2019
Skills issues holding back wider channel adoption of emerging tech
CompTIA takes the pulse of the UK channel and discovers more would like to be at the cutting edge but expertise is an issue Continue Reading
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News
21 Oct 2019
Channel roundup: Who's gone where?
Another busy seven days with some more arrivals that have been hand picked for their abilities to bring growth Continue Reading
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News
14 Oct 2019
Channel roundup: Who's gone where?
The revolving doors in the industry have been spinning over the last week as some senior figures have chosen to step aside and some fresh blood has been sought elsewhere to help fuel growth Continue Reading
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News
07 Oct 2019
Channel roundup: Who's gone where?
Another busy week in the industry and time for the channel to get familiar with a few fresh names Continue Reading
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Opinion
03 Oct 2019
Westcoast and iland present a tale of two disties
Talking to just a couple of distributors reveals the evolution and determination from those firms to remain ahead of the market Continue Reading
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News
01 Oct 2019
Maintel turns to former Avaya boss to step into CEO shoes
It's only taken a few weeks for the managed services player to settle on its choice of who will be its next chief executive Continue Reading
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News
30 Sep 2019
Channel roundup: Who's gone where?
Another busy week for those working in HR departments, including one of those getting a fresh head, over the past week Continue Reading
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News
23 Sep 2019
Channel roundup; Who's gone where?
Another busy few days with some of the great and the good in the industry getting a chance to make a fresh impression in senior roles Continue Reading
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News
17 Sep 2019
Agilitas chairman Kelly awarded OBE
Channel veteran is recognised for his efforts working in the ICT community in Wales Continue Reading
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News
16 Sep 2019
Channel roundup: Who's gone where?
Time for the weekly roundup of personnel moves across the industry with several senior roles being filled in the last seven days Continue Reading
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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
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News
09 Sep 2019
Channel roundup: Who's gone where?
Plenty of movement in the industry this week as firm's look for experts that can help deliver growth 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
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News
02 Sep 2019
Channel roundup: Who's gone where?
Changes in personnel worth noting this week at Googe Cloud, Lexmark, AOC/MMD and Qualitest Continue Reading
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News
27 Aug 2019
Channel roundup: Who's gone where?
The channel moves continue to stack up regardless of the summer holidays Continue Reading
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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
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News
09 Aug 2019
Channel roundup: Who's gone where?
Another busy week as some senior appointments are made across the channel Continue Reading
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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
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News
01 Aug 2019
Skilled staff key to delivering CDW strategy
Channel player's CEO opens up about the importance of having the staff to deliver its growth ambitions during a call discussing its Q2 results Continue Reading
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News
29 Jul 2019
Channel roundup: Who's gone where?
A fresh channel face at Vodafone and a new boss at LogRhythm are just a couple of the highlights from the past week Continue Reading
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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
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News
22 Jul 2019
Channel roundup: Who's gone where?
Another seven days that have seen personnel movement across the channel Continue Reading
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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
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News
08 Jul 2019
Channel roundup: Who's gone where?
A selection of personnel moves this week as firms turn to experience to help support growth ambitions Continue Reading
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E-Zine
05 Jul 2019
MicroScope: The effects of Brexit
Brexit is still to be delivered, but the channel has to carry on as usual – discover how executives are reacting to the effects of Brexit on business. Also read about the pros and cons of virtual storage, and how Barracuda is helping partners go further Continue Reading
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News
01 Jul 2019
Channel roundup: Who's gone where?
Another busy week with executives shuffling into fresh roles across the channel Continue Reading
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News
24 Jun 2019
Channel roundup: Who's gone where?
Another week with some senior executives deciding that the time is right for a fresh challenge Continue Reading
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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
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News
17 Jun 2019
Channel roundup: Who's gone where?
UK resellers striking out for the US, board appointments at a couple of security players and a channel specialist at an AI player feature in this week's roundup Continue Reading
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News
14 Jun 2019
Advanced thanks channel for delivering growth
Changing market conditions have played into the hands of software player Advanced and its partners Continue Reading
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News
10 Jun 2019
Channel roundup: Who's gone where?
A bust few days in the channel as several executives come in and a lucky few get promoted to gain more responsibility Continue Reading
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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
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Feature
03 Jun 2019
Five minute interview: Greg Bailey, Veeam
MicroScope puts its questions to Greg Bailey, director of channels and cloud at Veeam UK&I Continue Reading
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News
30 May 2019
More AI education needed
CompTIA finds that many firms are in the dark over the technology and would benefit from some guidance over its advantages Continue Reading
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News
23 May 2019
NetApp UK&I boss talks growth and channel opportunities
Chris Greenwood has been given the chance to run the UK&I for the storage player and has stressed the importance of the firm's channel Continue Reading
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News
20 May 2019
Channel roundup: Who's gone where?
Another week and there has been plenty of personnel movement across the channel with some senior channel appointments being made Continue Reading
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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
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News
13 May 2019
Channel roundup: Who's gone where?
Even with a bank holiday last week the appointments kept coming in the channel Continue Reading
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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
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News
08 May 2019
IT vacancies continue to stack up
There have always been vacancies in the IT world and Q1 has revealed the number of jobs out there Continue Reading
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News
07 May 2019
Channel roundup: Who's gone where?
Another busy few days across the industry as firms serving various sectors look to bring some fresh expertise on board Continue Reading
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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
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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
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News
30 Apr 2019
Incoming GTDC CEO stresses positive prospects for distribution
The incoming boss of the body that represents distributors has spoken of his belief that the best is yet to come from that tier of the channel Continue Reading
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News
29 Apr 2019
Channel roundup: Who's gone where?
Another week of personnel movements to chart across the channel as some get a chance to make a mark in a fresh executive role Continue Reading
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News
15 Apr 2019
Channel roundup: Who's gone where?
Another week has passed with plenty of movement made in firms across the channel ecosystem Continue Reading
