Channel Business Management

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

Bounce Back scheme backs £2bn of loans to small firms

The latest attempt by the government to ease the economic pain caused by the coronavirus has kicked off 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

IBM reaches out to MSPs and ISVs

Big Blue makes major enhancements to its partner programme with the aim of attracting and rewarding those that specialise in developing their own IP and providing services 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

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

By

• Simon Quicke, Microscope Editor

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

By

• Yvette Steele, CompTIA

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

By

• Nick Booth

Veritas increases number and depth of support for top partners

Data protection and management player is looking to help more partners get to the top tier of its programme Continue Reading

By

• Simon Quicke, Microscope Editor

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

Coronavirus: Distributors can take a lead

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Coronavirus: Print channel appeals for more vendor support

Research from Quocirca reveals that the print channel is having to cope with the pandemic and the challenges of moving to a “new normal” Continue Reading

By

• Simon Quicke, Microscope Editor

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

Chancellor hopes Bounce Back Loan scheme will deliver funds to small firms

Small businesses have so far faced a challenge in getting hold of funds during the coronavirus crisis, but a fresh scheme coming in next week should ease those problems 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

Coronavirus: HPE adds to list of vendors offering financial aid

HPE has outlined a number of initiatives designed to help partners get through the Covid-19 coronavirus crisis Continue Reading

By

• Simon Quicke, Microscope Editor

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

Coronavirus: Dell offers channel access to $9bn in financing

Vendor continues to make moves to support partners that are trying to keep business as normal as possible during the Covid-19 crisis Continue Reading

By

• Simon Quicke, Microscope Editor

Coronavirus: Extreme Networks adds LEAP to support partners

Vendor builds on previous moves to ease certifications and increase access to training with financial help for resellers 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

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

By

• Simon Quicke, Microscope Editor

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

No pause for the funding rounds

Over the past few days, there have been a few lucky firms securing more investment to bulk up their growth ambitions 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: Dell makes moves to ease channel finances

With the current challenges caused by Covid-19, the supplier has made changes to its MDF programmes to make life easier for the channel 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

F5 on the hunt for DevOps channel specialists

Security player is keen to make sure it has the resellers signed up to support its recent acquisitions Continue Reading

By

• Simon Quicke, Microscope Editor

SonicWall enhances MSSP proposition

Security player continues to develop the support it can provide to the growing managed security services provider community 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

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

By

• Simon Quicke, Microscope Editor

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

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

Coronavirus: HP increases partner support

Vendor reacts to the ongoing pandemic with moves designed to make life easier for partners and their customers Continue Reading

By

• Simon Quicke, Microscope Editor

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

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

By

• Simon Quicke, Microscope Editor

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

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

Computacenter buying and Tech Data fighting in France

There is plenty going on over the other side of the Channel at the moment as Computacenter looks to expand and Tech Data and Ingram counter fines dished out by the French authorities 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

Fortinet offers partner flexibility with Engage programme

Security player Fortinet has launched its partner programme with a conscious move to provide several options for partners looking to work with the vendor Continue Reading

By

• Simon Quicke, Microscope Editor

Covid-19: Suppliers arm the channel with free options

A range of suppliers have responded to the spread of coronavirus by making their technology free for partners to deliver for a limited time Continue Reading

By

• Simon Quicke, Microscope Editor

Atlas Cloud secures significant investment

North-East-based managed services specialist gains backing to expand the business 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

Covid-19: Chancellor offers further financial support to SMEs

Government ramping up support for firms struggling with cash flow problems amid the growing impact of coronavirus 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

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

StorageCraft and eSentire increase channel focus

Vendors StorageCraft and eSentire have indicated that they will double-down on channel efforts as they look for more growth across the rest of 2020 Continue Reading

By

• Simon Quicke, Microscope Editor

Stritt appointment adds to momentum at SentinelOne

Endpoint security specialist continues to add depth to its EMEA operations with the introduction of a seasoned channel chief Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter boss shares coronavirus concerns after solid 2019

Last year was a solid one for Computacenter, but the firm's CEO has indicated that Covid-19 is making forecasting for 2020 a challenge 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

Budget: SMEs given support in the face of Covid-19

The chancellor announces measures in the Spring Budget to help small to medium-sized enterprises that could be hit hard by further spread of coronavirus Covid-19 Continue Reading

By

• Simon Quicke, Microscope Editor

Cloud security concerns remain an issue

The argument that cloud security has been dealt with appear premature, according to research Continue Reading

By

• Simon Quicke, Microscope Editor

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

Giacom, Renewtrak and Apstra reach out to partners

Activity to reach out to partners continues as distributors and vendors look to extend market influence Continue Reading

By

• Nick Booth

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

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

By

• Simon Quicke, Microscope Editor

Tech Data shares final FY numbers before Apollo takes off

Global distributor Tech Data has released the last set of full year results before it changes ownership in a few months Continue Reading

By

• Simon Quicke, Microscope Editor

Commvault channel chief looking to increase relevance

This is going to be a big year for Commvault’s channel chief, Mercer Rowe, as he looks to ensure that partners get the message about the benefits of working with the vendor 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

Riverbed refocuses on its roots

Vendor returns to the core business that made its reputation, with partners being encouraged to embrace performance and visibility strategy Continue Reading

By

• Simon Quicke, Microscope Editor

VMware cuts the ribbon on Partner Connect

The supplier has been getting partners ready for the launch of its revised programme, and has indicated that hundreds have already gained top-tier status Continue Reading

By

• Simon Quicke, Microscope Editor

Xerox moves to bring HP takeover saga to a conclusion

Channel businesses might not have to wait too much longer for outcome as Xerox appeals directly to HP shareholders Continue Reading

By

• Simon Quicke, Microscope Editor

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

Distribution – the new queen of reinvention

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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

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

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

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

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

By

• Simon Quicke, Microscope Editor

AdEPT aims to raise millions to fund acquisitions

Managed service player is looking to raise millions with a share placing to provide more resources for its acquisition strategy Continue Reading

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

GTDC CEO: Promoting the value of distribution

Boss of the Global Technology Distribution Council promotes the value that its membership can bring in a world of virtual distribution Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

It’s been another few days of movement across the industry, with personnel departments kept busy Continue Reading

By

• Simon Quicke, Microscope Editor

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

Forescout responds to partner feedback with Envision programme

Security player looks to improve life for partners with more predictability and greater levels of support Continue Reading

By

• Simon Quicke, Microscope Editor

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

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

Logicalis rings the changes

Channel player updates its executive line-up days after undergoing a corporate rebranding Continue Reading

By

• Simon Quicke, Microscope Editor

Zero clients: The future of mobile security for the channel?

As cyber attacks and security breaches continue to grow, IT managers are seeking new ways to secure their critical business data. While thin clients have been a good option in the past, they have limited benefits for remote working. That is where zero clients step in Continue Reading

By

• Nick Offin, Dynabook Northern Europe

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

By

• Simon Quicke, Microscope Editor

Avaya kicks off partner recruitment for UCaaS launch

Avaya previews first unified communications-as-a-service product Cloud Office following partnership with RingCentral Continue Reading

By

• Christine Horton

Distribution – the new queen of reinvention

The IT world is all too aware of the increasing speed of reinvention, says Jonathan Wagstaff, Exertis Group, business intelligence manager Continue Reading

By

• Jonathan Wagstaff, Exertis Group

Dell aiming to make things simple in 2020

Vendor introduces simplified management structure, clearer rebate structures and improved online tools to support partner growth Continue Reading

By

• Simon Quicke, Microscope Editor

The catch-22 of cyber security

The cyber security industry is booming, which is good news for the channel – but that means the cyber threat is increasing too Continue Reading

By

• Billy MacInnes

Lexmark unifies partner programmes under Connect banner

Printer player looks to make life easier and more profitable for partners with launch of fresh global programme Continue Reading

By

• Simon Quicke, Microscope Editor

Check Point increasing subscription revenues

Just a few days after launching a fresh worldwide partner programme the security vendor has revealed the growth in its subscription offerings Continue Reading

By

• Simon Quicke, Microscope Editor