Channel Business Management

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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• Miriam Murphy, Tech Data

Computacenter ‘materially above’ expectations and Redcentric exploring sale

Tech investors have received some cheer from Computacenter and some guidance around a possible sale from MSP Redcentric Continue Reading

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• Simon Quicke, Microscope Editor

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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• Simon Quicke, Microscope Editor

Tech Data shows expansion ambitions with APAC buy

With the backing of its new owners, the distributor has begun to flex its muscles and has picked an acquisition target to bolster its Asian presence Continue Reading

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• Simon Quicke, Microscope Editor

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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• Simon Quicke, Microscope Editor

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

Coronavirus accelerates digital transformation

The changes that have happened over the last six months have seen many customers make a dramatic shift in their stance on digital transformation Continue Reading

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• Simon Quicke, Microscope Editor

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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• Simon Quicke, Microscope Editor

How the GSI partner model has supported customers with distributed workforces

Adam Tarbox, director of the global system integrator business for EMEA at Nutanix, shares his thoughts about the impact of the pandemic and the GSI partner model Continue Reading

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• Adam Tarbox, Nutanix

Hitachi Vantara aims to double channel base

Storage player has transformed its indirect approach under its current leadership and is looking to keep that momentum going Continue Reading

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• Simon Quicke, Microscope Editor

Veeam partners building on wave of fresh customers

Vendor has seen users turn to its technology during the pandemic and is keen to make sure they remain there for the long-term Continue Reading

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• Simon Quicke, Microscope Editor

Channel pandemic response: Virtual events are king, but support could improve

Feedback from MicroScope’s virtual channel event reveals some insights into the current thinking in the industry, with the majority focusing on virtual events and stating they're happy with support – but nearly a quarter say more could be done Continue Reading

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• Simon Quicke, Microscope Editor

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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• Simon Quicke, Microscope Editor

Softcat on course for strong FY20

Channel player continues to deliver growth as it issues a trading update to cover its last fiscal quarter Continue Reading

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• Simon Quicke, Microscope Editor

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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• Simon Quicke, Microscope Editor

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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• Simon Quicke, Microscope Editor

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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• Simon Quicke, Microscope Editor

Jackson marks anniversary at 8x8 with solid channel progress

8x8’s EMEA channel boss, Keith Jackson, has spent his first 12 months building a channel base to use as a platform for future growth Continue Reading

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• Simon Quicke, Microscope Editor

Schneider Electric increases rewards for edge-selling partners

Vendor continues to encourage engagement with edge solutions, with margins and discounts on offer Continue Reading

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• Simon Quicke, Microscope Editor

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

Event: Navigating a post-pandemic world

MicroScope is holding a virtual event to discuss the changes that Covid-19 has sparked across the channel, what comes next and how to be more effective at digital marketing Continue Reading

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• Simon Quicke, Microscope Editor

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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• Billy MacInnes

RingCentral sings praises of master agency model

Cloud comms player is the latest to voice support of an approach that is starting to gain more ground in the UK Continue Reading

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• Simon Quicke, Microscope Editor

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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• Simon Quicke, Microscope Editor

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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• Simon Quicke, Microscope Editor

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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• Christine Horton

Coronavirus has not knocked the sustainability pitch

Epson reports that channel partners and customers are still talking green even in the face of the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam, 8x8, Synaxon, Snom and Compodium reaching out to partners

This appears to be the week for many vendors to announce partner programme enhancements and changes Continue Reading

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• Simon Quicke, Microscope Editor

Fujitsu changes approach to training

Vendor looks to end box-ticking exercise and deliver more customised support for partners Continue Reading

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• Simon Quicke, Microscope Editor

NetApp looks to help partners stand out from the crowd

Vendor has made a series of enhancements to its partner programme in an effort to widen the base and improve life for those that are already signed up Continue Reading

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• Simon Quicke, Microscope Editor

Computacenter enjoys profit growth in first half of 2020

Computacenter provides investors with some cheer after sharing an encouraging trading update for the first half of 2020 Continue Reading

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• Simon Quicke, Microscope Editor

Channel ends Q2 2020 on a high across Western Europe

Analysis of the market from Context reveals that the end of the second quarter continued to deliver growth for many across Western Europe, in spite of the pandemic Continue Reading

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• Simon Quicke, Microscope Editor

Getronics gets fresh owner managers

Deal worth €200m sees Dutch channel player start life under a different owner Continue Reading

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• Simon Quicke, Microscope Editor

Door opening wider for Canalys Channel Forum 2020

Analyst firm Canalys has moved its event online, which should give more people the chance to attend Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another busy few days across the industry, with some senior appointments being made Continue Reading

By

• Simon Quicke, Microscope Editor

Vectra targeting fresh customer base with partners

Security player has ambitions to make a mark in the mid-market and is looking to its channel to play a part Continue Reading

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• Simon Quicke, Microscope Editor

DCC Q1 update paints a picture of improving conditions

Exertis parent updates investors ahead of AGM, with signs of trading performance improving as the weeks progress Continue Reading

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• Simon Quicke, Microscope Editor

Sellers adapting to a digital world

There are signs that channel sales staff are getting more comfortable with a digital approach Continue Reading

As IT moves deeper into the factory the channel should follow

Schneider Electric is urging partners to get involved with the convergence happening between the operational technology and information technology worlds Continue Reading

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• Simon Quicke, Microscope Editor

HP looks to Amplify partner relationships

Vendor announces significant changes to its partner programme due to come into effect towards the end of the year Continue Reading

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• Simon Quicke, Microscope Editor

Commvault rolls out enhanced partner programme

As promised by the Commvault’s channel boss earlier in 2020, steps have been taken to make life easier and more profitable for partners Continue Reading

By

• Simon Quicke, Microscope Editor

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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• Simon Quicke, Microscope Editor

Exclusive Networks brings the curtain down on its festival

Distributor has spent the week educating and entertaining partners through its online festival Continue Reading

By

• Simon Quicke, Microscope Editor

Vectra, Sumo Logic, Konica Minolta and HP work on partner programmes

Vendors continue to enhance channel progammes and sign up more resellers to the fold Continue Reading

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• Simon Quicke, Microscope Editor

Kaspersky: Now is not the time to pitch a fresh strategy

Security vendor Kaspersky advises its channel base to focus on helping customers with current problems Continue Reading

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• Simon Quicke, Microscope Editor

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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• Simon Quicke, Microscope Editor

Cato makes senior channel hire and rolls out support accreditation

Cato aims to keep channel momentum going with addition of global partner executive and technical support programme Continue Reading

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• Simon Quicke, Microscope Editor

TalkTalk Business adds partner MDF to Homeworker package

Firm follows up on launch of business-grade connectivity offering, with details of how it plans to support its channel partners Continue Reading

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• Simon Quicke, Microscope Editor

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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• Simon Quicke, Microscope Editor

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

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• Simon Quicke, Microscope Editor

MicroScope: MSPs lend a helping hand

In this issue, read about how the Covid-19 pandemic has allowed for managed services players to show their worth, and discover how the use of collaborative tools has made businesses consider how to make conference calls more engaging Continue Reading

Interview: Bob Bailkoski, CEO of Logicalis

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Resellers overcoming resistance to agent model

Avaya has seen its channel partners change their position on the master agent model as the vendor has led more of them through the process Continue Reading

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• 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

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• Simon Quicke, Microscope Editor

Veeam channel becoming ‘calmer’ about alliances approach

Vendor has worked to increase transparency and encourage resellers to tap into the strong network of alliances it has struck Continue Reading

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• 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

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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• Simon Quicke, Microscope Editor

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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• Ian van Reenan, Datto

HPE CEO: We won’t grow the business without the channel

HPE kicks off its Discover event with a range of enhancements for the channel around its GreenLake proposition Continue Reading

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• Simon Quicke, Microscope Editor

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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• Simon Quicke, Microscope Editor

Dell and Rackspace strengthen edge pitch

Vendors launch fresh products and services to make sure the channel has the answers that customers are increasingly looking for Continue Reading

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• 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

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• 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

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• 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

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• 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

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• Simon Quicke, Microscope Editor

Westcon named ‘master agent’ for Avaya UCaaS offering

Westcon will help take Avaya’s first joint offering with RingCentral to the channel in Europe Continue Reading

By

• Christine Horton

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

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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• Simon Quicke, Microscope Editor

Agilitas extends reach into security market

Firm signs up as a Fortinet partner as it looks to make more of an impact in the cyber security space Continue Reading

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• 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

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• 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

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• Simon Quicke, Microscope Editor

Juniper filling up Enterprise+ ranks

Networking player Juniper is not far off completing its recruitment process to get partners signed up for its enterprise targeting scheme Continue Reading

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• 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

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• 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

Channel roundup: Who’s gone where?

Talent already in the building has been discovered and rewarded by a few firms this week Continue Reading

By

• Simon Quicke, Microscope Editor

All to gain: Unlocking the potential of a diverse and inclusive workforce

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

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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

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

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• Simon Quicke, Microscope Editor

Partner programme launches continue to stack up

Not only are those running vendor channel teams busy supporting current partners, but some have found the time and focus to devise fresh channel programmes Continue Reading

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• Simon Quicke, Microscope Editor

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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• 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

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• 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

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• Simon Quicke, Microscope Editor

If we get funding now, our tech must be good

Those lucky enough to get investment against the backdrop of the coronavirus pandemic are highlighting what that might say about their offerings to the market Continue Reading

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• 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

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• 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

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

By

• Simon Quicke, Microscope Editor

Secureworks launches partner programme with a difference

Cyber security vendor replaces traditional tiered structure with performance-based model Continue Reading

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• Christine Horton

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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• Simon Quicke, Microscope Editor

Channel at the heart of SecureAge’s UK plans

Security vendor SecureAge is starting to build its UK presence with one of the priorities being to develop a partner network Continue Reading

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• Simon Quicke, Microscope Editor

Coronavirus: Fujitsu adds to list of vendors increasing support for partners

Fujitsu has indicated it is taking steps to support its Select partners, and Adobe has come up with a solution to keep partners and ISVs busy during Covid-19 Continue Reading

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• 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

Channel roundup: Who’s gone where?

Another busy week across the channel, with some boardrooms opening the door to some fresh expertise 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

Check Point driving partners into growth areas

Security player Check Point has seen some success in the months since launching the latest incarnation of its partner programme Continue Reading

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• 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

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• Simon Quicke, Microscope Editor