Channel Business Management

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

By

• Marcus Cauchi and David Davies, Sandler Training (UK)

Channel roundup: Who's gone where?

Even with a bank holiday last week the appointments kept coming in the channel Continue Reading

By

• Simon Quicke, Microscope Editor

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

By

• Alistair Mackenzie, Predatar

Open Systems charting a channel course

SD-WAN specialist has decided that the time is right to become a channel first company and make a push into the UK market Continue Reading

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

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

By

• Simon Quicke, Microscope Editor

GPC 2019: Dell Technologies highlights channel growth

Dell Technologies demonstrates progress with partners while encouraging cross-selling across expansive portfolio Continue Reading

By

• Christine Horton

MicroScope: A virtual world

In this month's issue, we cover changes in distribution and the challenges being faced by those aiming to add value Continue Reading

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

By

• Simon Quicke, Microscope Editor

Channel enjoys a strong start to the year

Just how has this year been going? There is no better way to find out than ask a number of those working in the channel Continue Reading

By

• Simon Quicke, Microscope Editor

VMware getting UK partners ready for Connect

The vendor is rolling out a revised partner programme next year and efforts are already under way to make sure the channel is ready for that development Continue Reading

By

• Simon Quicke, Microscope Editor

Twilio aiming to build channel momentum

Comms specialist has been on a partner recruitment drive and is looking to keep its indirect business moving forward over the course of this year Continue Reading

By

• Simon Quicke, Microscope Editor

Channel hitting the SME market for Dropbox

Partners delivered growth for the content and collaboration specialist last year and the foundations are building built to support future efforts Continue Reading

By

• Simon Quicke, Microscope Editor

WatchGuard adds specialisations to partner programme

The security player has taken steps to try and help partners increase their skill levels with three specialisations Continue Reading

By

• Simon Quicke, Microscope Editor

Michael Dell: Customers need trusted advisors more than ever

Channel will be “super important” for cutting through complexity, says CEO of the hardware giant Continue Reading

By

• Christine Horton

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

By

• Simon Quicke, Microscope Editor

Daisy combines and rebrands channel operation

IT and telco player combines existing channel facing operations into a single entity to make life easier for partners Continue Reading

By

• Simon Quicke, Microscope Editor

Dell gives partner programme a fresh look

Dell Technologies re-brands programme, encourages cross-selling across portfolio Continue Reading

By

• Christine Horton

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

By

• Simon Quicke, Microscope Editor

Computacenter gets off to a good start

A trading update for Q1 reveals that the growth it enjoyed last year has continued into 2019 Continue Reading

By

• Simon Quicke, Microscope Editor
• Simon Quicke, Microscope Editor

VAR from the madding crowd

Predatar’s CEO reflects on the transformation from VAR to MSP, highlighting some of the key milestones and the obvious pitfalls to avoid Continue Reading

By

• Alistair Mackenzie, Predatar

KCOM heading into private ownership

Telco specialist indicates it is supporting an offer from a large pension fund player to take the business into private hands Continue Reading

By

• Simon Quicke, Microscope Editor

Digital transformation spending flooding across all verticals

IDC is forecasting strong customer investments in digital transformation projects but the channel needs to make sure the focus is on more than just spending on tech Continue Reading

By

• Simon Quicke, Microscope Editor

SAP users get the chance to rate and compare resellers

A TripAdvisor type system means that customers will be able to click through resellers looking for those with the best skills and ratings Continue Reading

By

• Simon Quicke, Microscope Editor

Data projects failing thanks to skills shortages

The channel should have a role to play in helping enterprise customers execute data initiatives Continue Reading

By

• Simon Quicke, Microscope Editor

Channel delivers in Q1 for Aerohive and Veeam

Both firms have reported customer numbers are up in the first quarter and acknowledged the role the channel has played in getting that result Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another week has passed with plenty of movement made in firms across the channel ecosystem Continue Reading

By

• Simon Quicke, Microscope Editor

Former Sage execs in demand by ambitious channel players

Former executives from the software firm have been given board room positions by firms keen to exploit their advice and knowledge Continue Reading

By

• Simon Quicke, Microscope Editor

Vertiv cuts ribbon on fresh partner programme

Power specialist has taken steps to increase incentives and support for channel partners across EMEA Continue Reading

By

• Simon Quicke, Microscope Editor

Tripwire increases support for top tier partners

Security player rolls out channel programme enhancements including a platinum level Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

It's been another busy week in the HR departments across the channel as more executives come and go Continue Reading

By

• Simon Quicke, Microscope Editor

The channel is really big business

 Continue Reading

MicroScope: Spotlight on SD-WAN security

In this issue, we look at the value of security in SD-WAN, as well as storage innovations and opportunities for channel growth Continue Reading

Channel backing apprenticeships

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Flashpoint registers significant channel growth

The business risk specialist has seen the channel numbers rise significantly since it introduced a formal partner programme 18 months ago Continue Reading

By

• Simon Quicke, Microscope Editor

Why software patch management matters

When building a business case for software patch management, focus on its ability to protect against malware, ransomware, phishing and other security threats, thereby reducing the risk of downtime Continue Reading

By

• Ian van Reenan, Datto

Pure Storage rolls out distributor programme

Storage player looks to formalise relationships with distribution partners across EMEA Continue Reading

By

• Simon Quicke, Microscope Editor

VMware shares details of forthcoming partner programme changes

The vendor has been rebuilding its channel partner programme and has indicated early next year will see the launch of a revised scheme Continue Reading

By

• Simon Quicke, Microscope Editor

Staff churn a challenge for IT recruiters

Curo Talent has been looking into how recruiters are attracting staff and some of their concerns about keeping them Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

The first quarter comes to a close with another flurry of job changes as the channel looks for executives with the experience to help deliver growth Continue Reading

By

• Simon Quicke, Microscope Editor

Dimension Data reskilling engineers for DevOps and automation

Channel player looking to get technical staff in a position to deal with growing demand for Continue Reading

By

• Simon Quicke, Microscope Editor

Aryaka channel boss taking a structured approach

The recently appointed senior president of worldwide channels at SD-WAN player Aryaka is looking to develop a formal partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

How resellers can cash in by making their clients Siccura

Security should be the most exciting sector in IT, yet the marketing is dull and unimaginative. We need stories of cops and robbers, not another set of meaningless statistics Continue Reading

By

• Nick Booth

Time and money holding back IT pro skills development

Those delivering technological solutions for customers are only too aware that the world is changing and skills need to be developed but as SolarWinds has uncovered its not quite that simple Continue Reading

By

• Simon Quicke, Microscope Editor

Datto looking to increase MSP sales and marketing support

The managed services specialist has shared its list of attributes that make a world class MSP and indicated that it could provide more help to those looking to increase their sales and marketing activities Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another seven days have passed in the world of the channel and as usual that means several changes across the industry in terms of personnel Continue Reading

By

• Simon Quicke, Microscope Editor

Nuvias moving to the next stage

Before he moves into the executive chairman role Paul Eccleston the CEO of the distributor talks about the journey the firm has been on Continue Reading

By

• Simon Quicke, Microscope Editor

Arcserve increasing top tier support

Data protection specialist's EMEA channel boss is looking to renegerise the partner base and work more closely with those that have been in its corner Continue Reading

By

• Simon Quicke, Microscope Editor

Incoming Nuvias boss clear on distributor's value

In the run up to his start date of next month the incoming boss at Nuvias already has ideas on what makes a successful distributor Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam increasing partner collaboration

Data management player is making this the year it listens more to channel partners Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat expanding customer base

First half numbers from the channel player indicate that a strategy to widen the customer base is delivering Continue Reading

By

• Simon Quicke, Microscope Editor

HP increases channel support for EaaS approach

The vendor has taken steps to make life easier for those partners looking to get involved with Everything as a Service Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy few days in the personnel departments across the channel with some fresh faces arriving Continue Reading

By

• Simon Quicke, Microscope Editor

Channel growth a priority for Juniper Networks

The vendor's recently appointed EMEA channel head is looking to work more closely with its top tier of partners Continue Reading

By

• Simon Quicke, Microscope Editor

HPE puts solution architects at heart of customer engagement

HPE's Tech Pro programme will bolster technical training and support and equip solution architects for customers’ transformation projects Continue Reading

By

• Christine Horton

Spring Statement uodates progress on late payments

Business groups are hoping that the government has made some progress on cracking down on those firms that are late paying reseller invoices Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter breaks through £4bn revenue barrier

The channel player has released its 2018 year results breaking new ground and indicating that there is more growth to come Continue Reading

By

• Simon Quicke, Microscope Editor

HPE steps up technical support for partners

Vendor will introduce technical community programme to EMEA and the US after running a successful pilot Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

There have been a mixture of personnel changes across the channel in the past seven days Continue Reading

By

• Simon Quicke, Microscope Editor

Nexsan listening to partners

The firm has chosen to celebrate its 20th anniversary by rolling out a partner advisory council Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data CEO looking for the higher value

The distributor is continuing to make its move towards higher value business Continue Reading

By

• Simon Quicke, Microscope Editor

Growing opportunities for women to make a difference

On International Women's Day some of those women working in the channel have talked of their experiences and urged others to follow their lead Continue Reading

By

• Simon Quicke, Microscope Editor

Adapt for the era of virtual distribution

Virtual distribution – the delivery of subscription services rather than physical products – is a growing IT trend. We consider what this means for channel businesses and how they can remain relevant in this changing IT world Continue Reading

By

• Billy MacInnes

Channel backing apprenticeships

It is National Apprenticeship Week and the channel is doing its bit to arm the next generation with the skills and opportunities to make a difference in the IT world Continue Reading

By

• Simon Quicke, Microscope Editor

England gets nod as next CEO of Nuvias

Distribution veteran Simon England will take up the role at the start of next month at the EMEA wide VAD Continue Reading

By

• Simon Quicke, Microscope Editor

Juniper Networks bets on managed partners for growth

Juniper’s EMEA channel chief overhauls channel model to focus on top partners Continue Reading

By

• Christine Horton

Partner numbers and investment up at Salesforce

The CRM firm has revealed that it has grown its partner base and seen an increasing number go through certifications Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter expands depth of European coverage

An acquisition of a Swiss reseller will provide the firm with a solid pipeline of business in the country Continue Reading

By

• Simon Quicke, Microscope Editor

Vendors stepping up security training

Gartner has produced a list of trends for the year ahead and has noted that there has been a reaction to the ongoing skills crisis Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Lots of appointments this week as some firms shuffle their executive packs in the hunt for growth Continue Reading

By

• Simon Quicke, Microscope Editor

Making the business case to create a successful IoT initiative

The internet of things has the potential to address multiple business objectives, but it is not a miracle technology that will provide business benefit in isolation – true value comes only when the wider challenges are considered across all departments Continue Reading

By

• Nick Sacke, Comms365

UKFast opens doors to 100 more apprentices

The cloud specialist is ramping up its commitment to apprenticeships with plans to bring on board a significant number of new recruits Continue Reading

By

• Simon Quicke, Microscope Editor

Those failing to use the channel are missing out on growth

Research from Investec makes it clear that those that fail to use the channel well are losing out on significant amounts of revenue Continue Reading

By

• Simon Quicke, Microscope Editor

Drive that growth through the channel

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MicroScope: Making tracks to SD-WAN growth

SD-WAN is a technology on the rise and there are clearly plenty of channel opportunities out there for those that get a firm grip on deployment and installation Continue Reading

Help us to help you – how the customer-first model helps you empower your business

We are in the middle of the fourth industrial revolution, with technologies such as the internet of things, data analytics, artificial intelligence and cloud-based business management tools a regular talking point. But technology alone won’t solve productivity bottlenecks and open new avenues for growth. There is a bigger picture that cannot be ignored – it starts with the customer Continue Reading

By

• Thomas Honoré, Columbus

Channel roundup: Who's gone where?

Those hunting growth often look to bring on talent and this last week has been no different Continue Reading

By

• Simon Quicke, Microscope Editor

SMEs failing to embrace innovation

The channel ill need to do a lot of hand holding to help more SMEs embrace some of the latest technological innovations Continue Reading

By

• Simon Quicke, Microscope Editor

HPE boss: "If the channel doesn't grow we can't grow"

Speaking to analysts about the HPE's Q1 numbers Antonio Neri made it clear that partners play a pivotal role Continue Reading

By

• Simon Quicke, Microscope Editor

Huawei looking to step up UK investment

The telco firm has indicated partners here could benefit from more investment if the ongoing problems in the US continue Continue Reading

By

• Simon Quicke, Microscope Editor

Eight tips to lead your prospect from discovery to purchase

With stronger competition than ever, it can be difficult for the channel to help their teams succeed in their sales proposals – here are eight tips to help you on your way Continue Reading

By

• Ian Ashworth, Netwrix

Foresite to use funding to build partner network

The cyber security specialist is looking to build its partner network across EMEA after getting backing from an investor Continue Reading

By

• Simon Quicke, Microscope Editor

Extreme Networks increasing partner support

A number of enhancements to the partner programme should make life easier for the networking player's channel this year Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy few days across the industry with some executives deciding now is the time for a fresh challenge Continue Reading

By

• Simon Quicke, Microscope Editor

The channel is really big business

Channel revenues at Dell have gained the attention of quite a few industry watchers, Billy MacInnes included Continue Reading

By

• Billy MacInnes

Channel has to do more to help SMEs with IoT and AI

Cloud Industry Forum and Ingram Micro Cloud urge resellers to do more to help users overcome hurdles holding back emerging tech adoption Continue Reading

By

• Simon Quicke, Microscope Editor

Logicalis gains Cisco IoT authorisation partner status

The channel player has become the first in the UK to gain the IoT certified status just a month after the scheme was launched Continue Reading

By

• Simon Quicke, Microscope Editor

Fear of failure a digital transformation barrier

KCOM has taken a closer look at what is holding back customer innovation Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

It has been another few days of personnel changes in the industry as firm's of all shapes and sizes Continue Reading

By

• Simon Quicke, Microscope Editor

Xerox signals SME growth ambitions

It has been a theme in the vendor's channel for the past 18 months but the importance of growing SME market share is something the firm has flagged with investors Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco: Partners play a crucial role

In an on-going series of Q&A's with channel executives the questions this time were put to Angela Whitty, managing director, partner, Cisco UK & Ireland Continue Reading

By

• Simon Quicke, Microscope Editor

Dell reduces obstacles in partner route to gold

The vendor has revealed that it is making it easier for authorised partners to move up into its tiered programme Continue Reading

By

• Simon Quicke, Microscope Editor

Dell sets sights on $70bn channel revenues

The vendor has revealed that the channel is within touching distance of hitting $50bn in revenues and it is now looking for a larger goal Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another seven days and as usual there have been some moves made by those channel firms looking for a change in talent to drive growth Continue Reading

By

• Simon Quicke, Microscope Editor

Context: Distribution set for another year of growth

After a decent 2018 things should go well again this year, depending on Brexit, for distribution Continue Reading

By

• Simon Quicke, Microscope Editor

Canon could expand Business Centre network

Having opened its first UK-based Canon Business Centre last year the firm's channel boss is looking into building on that progress Continue Reading

By

• Simon Quicke, Microscope Editor

Fear of hard Brexit sparking SME exodus

More firms are looking at relocation as a way of avoiding the worst effects of a hard Brexit Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Look to the future

This issue discusses the main threats and opportunities in the channel for 2019, as well as presents an in-depth look at what tech is likely to dominate the world of storage Continue Reading

The channel opportunities in 2019

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HMRC offers £8m reward to systems integrators who can customise Brexit

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