Channel Business Management

Spiceworks using AI to matchmake customers and partners

Spiceworks has unveiled AI capabilities to directly connect tech users with MSPs Continue Reading

By

• Christine Horton

Does the digital services tax idea add up?

An idea that emerged at the recent Conservative Party conference has sparked some thoughts from Billy MacInnes Continue Reading

By

• Billy MacInnes

Channel tensions rising

Competition and strained vendor relationships highlighted as concerns at Canalys Channel Forum Continue Reading

By

• Simon Quicke, Microscope Editor

Online retailers posing threat to distribution

Fears about the likes of Amazon eating into channel revenues are well-grounded according to Context research Continue Reading

By

• Simon Quicke, Microscope Editor

Brexit could hit enterprise investment plans

Deloitte's latest quarterly quizzing of the CFO community makes sobering reading for those hoping that the good times will keep rolling Continue Reading

By

• Simon Quicke, Microscope Editor

PRM a tool to identify next gen partners

Gut feelings might have helped channel managers make decisions in the past but technology should make it easier and more precise Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Tap into wearables

An issue looking at opportunities in virtual reality, health and fitness give the channel a clear run for wearable technology Continue Reading

CensorNet makes return to distribution

Security player decides the time is right to return to a two-tier model in the UK channel space Continue Reading

By

• Simon Quicke, Microscope Editor

Kaseya CEO reveals 2019 IPO plans

MSP platform vendor Kaseya talks IPO, acquisitions and developing home-grown products Continue Reading

By

• Christine Horton

Does the IT industry think diversity and Dyslexia Awareness is just for one week in October?

Amazon, the Prince’s Trust and Nuance all do their bit to make the IT industry more accessible. But is there really a diversity dividend wonders Nick Booth Continue Reading

By

• Nick Booth

DCC heralds impact of acquisitions on profits and makes another one

The owner of Exertis has updated investors on how its first fiscal half has gone with acquisitions making an impact on the bottom line Continue Reading

By

• Simon Quicke, Microscope Editor

Co-founder Dobson departs Cloud Distribution

The time was right for Scott Dobson to leave the firm he founded in 2009 for new ventures Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco EMEAR svp talks digital transformation and channel opportunities

The networking vendor has promoted its EMEAR partner boss into an svp position covering the region Continue Reading

By

• Simon Quicke & Alex Scroxton

Nadella calls for more 'tech intensity'

It's an idea that the channel will have little argument with, that customers need to adopt and build the latest technology Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

What do Lenovo, NTT Security, Redstor and Red Box, to name a few, have in common? They have all recruited some fresh faces this week Continue Reading

By

• Simon Quicke, Microscope Editor

Rubrik emphasises competencies with global partner programme

Backup and data protection specialist launches first global partner programme with plans to reward those partners that gain certifications Continue Reading

By

• Simon Quicke, Microscope Editor

The need to keep women from falling out of the IT world

The discovery that women often fall into IT is one that got the attention of Billy MacInnes who hopes that more can be convinced to stay Continue Reading

By

• Billy MacInnes

SonicWall flags firewall upgrade opportunity

The security vendor has used its partner event as a forum to encourage resellers to talk to customers using ageing technology Continue Reading

By

• Simon Quicke, Microscope Editor

Could YouView save our home from surveillance marketing by the Big Browser brigade

The IoT-connected home is becoming a location for commercial opportunities for the channel finds Nick Booth Continue Reading

By

• Nick Booth

MTI cranking up services revenues

The channel player has shared its first set of numbers since it was taken over by Endless last year Continue Reading

By

• Simon Quicke, Microscope Editor

Commvault reveals EMEA distribution rationalisation

Commvault evaluating distributor relationships as part of sweeping changes to channel organisation Continue Reading

By

• Christine Horton

Context: Channel enjoys growth in H1

The analyst house has shared the headline findings from its extensive channel survey and found that distribution in particular is in rude health Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

A fair few appointments have caught the eye with quite a lot of shuffling at the very highest levels of management in some cases over the past week Continue Reading

By

• Simon Quicke, Microscope Editor

CompTIA flags emerging tech the channel needs to get to grips with

The industry organisation has shared the top ten emerging technologies that are set to have an impact on the channel and users Continue Reading

By

• Simon Quicke, Microscope Editor

BlackBerry building partner base and working with Check Point

The software firm has used its Security Summit in London to outline channel growth and reveal an ISV relationship with Check Point Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam cranking up public sector focus

One of the areas the vendor is looking to put the time in is around helping partners sell into the public sector Continue Reading

By

• Simon Quicke, Microscope Editor

Clear Licensing Campaign turns the focus on maintenance contracts

Customers are often paying maintenance without giving it much thought and as a result could be spending too much Continue Reading

By

• Simon Quicke, Microscope Editor

Dell EMC launches Enterprise Preferred Channel Programme

 Continue Reading

Knowledge and speed the key to a channel chief's first 180 days

A guide to those looking to make an impact at a vendor in the channel management role has some advice about what to do in the first few months Continue Reading

By

• Simon Quicke, Microscope Editor

Looking overseas through Brexit tinted glasses

The idea that UK resellers want to expand internationally caught the interest of Billy MacInnes who found that Brexit was having an impact on those dreams Continue Reading

By

• Billy MacInnes

Rackspace ramping up channel business

The cloud player has been looking to ramp up its channel over the course of this year and those efforts are continuing Continue Reading

By

• Simon Quicke, Microscope Editor

Many in the UK channel looking at international expansion

The idea of setting up a bridgehead overseas appeals to a fair few people in the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Veritas reveals channel’s role in growth strategy

The vendor is “on a mission” to drive channel sales in midmarket and enterprise Continue Reading

By

• Christine Horton

Tomlin in at Dell to run UK channel

The distribution veteran has been given the chance to make an impact at the vendor replacing Sarah Shields after she moved to a European role Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys: Vendor's beware partner programmes don't lose relevance

The analyst house has found that more resellers are reporting issues with the programmes that they are offered by vendors Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter expands European footprint with Misco buy

Misco's operation in the Netherlands becomes part of the Computacenter family after the UK player expands its European reach even further Continue Reading

By

• Simon Quicke, Microscope Editor

Multi-cloud the theme at VMWorld

An acquisition and some partner programmes have underlined the commitment of VMware to carve out more share in the multi-cloud market Continue Reading

By

• Simon Quicke, Microscope Editor

DataDirect Networks keeps the Tintri channel going

Billy MacInnes is impressed with the proactive channel approach being taken by DDN Continue Reading

By

• Billy MacInnes

Computacenter delivers more market cheer with strong H1

The firm's investors are getting used to the channel player providing them with decent revenue growth Continue Reading

By

• Simon Quicke, Microscope Editor

The hidden costs of doing business with vendors

Technology is starting to shed light on more of the mechanics of how the channel works with vendors and Nick Booth finds out about one of the latest offerings Continue Reading

By

• Nick Booth

Silver Peak increases SD-WAN support for partners

The vendor has rolled out a programme that will provide those looking to get to grips with SD-WAN with training and certification Continue Reading

By

• Simon Quicke, Microscope Editor

Peach and Getronics add to summer of consolidation

Peach IT and Getronics have both struck acquisitions adding to a growing list of deals that have been made over the last few weeks Continue Reading

By

• Simon Quicke, Microscope Editor

CompTIA issues mixed channel report

The industry group has found that the channel is facing some constraints in its mission to grow Continue Reading

By

• Simon Quicke, Microscope Editor

Vendors under pressure to generate better channel data

The information that a lot of vendors have around rebate, MDF and marketing programmes is nowhere near as good as it should be Continue Reading

By

• Simon Quicke, Microscope Editor

Shouting over the gender gap

Things are being done but the shouting over the gender gap is far from over says Billy MacInnes Continue Reading

By

• Billy MacInnes

Dell EMC launches Enterprise Preferred Channel Programme

Dell EMC take collaborative approach to channel enterprise sales with new programme Continue Reading

By

• Christine Horton

Channel roundup: Who's gone where?

Summer holidays might be in full swing but that does not stop the channel appointments coming thick and fast Continue Reading

By

• Simon Quicke, Microscope Editor

NTT bringing comms, security and Dimension Data together

The Japanese based firm hopes that by bringing its various operations under one roof it can pitch harder for digital transformation business Continue Reading

By

• Simon Quicke, Microscope Editor

Nutanix says fresh programme will benefit more partners

Nutanix drops ‘one-size-fits-all’ programme and rewards partner investment over revenue targets Continue Reading

By

• Christine Horton

Users feel restricted by vendor contracts and tech choices

There seems to be a gap between the vendor ambitions to make everything simple and what is happening on the ground Continue Reading

By

• Simon Quicke, Microscope Editor

Elite Group talks acquisitions after securing refinancing

The unified comms specialist is looking to expand the business further after getting more backing from Lloyds Continue Reading

By

• Simon Quicke, Microscope Editor

Mode Print Solutions gets private investment backing for MBO

The print management specialist has capped off five decent years of growth with an MBO Continue Reading

By

• Simon Quicke, Microscope Editor

Channel should use the summer to improve strategy planning

There is plenty that could be done in the summer weeks when business is traditionally that bit slower Continue Reading

By

• Zach Emmanuel, Computer Weekly

Too much silence in the Brexit debate

Business in general has been fairly quiet about Brexit and the channel has been no exception but that might not be the best strategy Continue Reading

By

• Billy MacInnes

When it comes to privacy, technology is only part of the story

Philippe Ortodoro, VP EMEA Channel Sales, TrustArc, explains why the coming two years are going to be a business bonanza for the channel Continue Reading

By

• Philippe Ortodoro, VP EMEA Channel Sales, TrustArc

SMEs changing the bundles approach

Bundles have often been a bit hit and miss but thanks to the need to cater them for SME customers things are improving Continue Reading

By

• Billy MacInnes

Plugging the security skills gap

Government is doing its bit to raise the profile of the need for more cyber security skills but the IT industry is also picking up the baton and working hard to improve the situation Continue Reading

By

• Simon Quicke, Microscope Editor

BlueJeans extends channel programme

The video conferencing specialist has increased the incentives and rewards for those prepared to meet the requirements of its revised partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

A busy week with senior executives being appointed at a number of firms to help steer the ship and get more out of channel relationships Continue Reading

By

• Simon Quicke, Microscope Editor

Customers don't have the skilled staff to man the security barricades

Gartner has warned that two thirds of users do not have the in house staff able to deal with security issues as the ongoing skills crisis continues to hit firms globally Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Holidays are for wimps and those working in the HR departments across the channel never take a break with the appointments continuing to clock up Continue Reading

By

• Simon Quicke, Microscope Editor

Microsoft flagging channel Azure MSP experts

Ahead of the Inspire event the vendor has made it easier for those who are experts at Azure managed services to stand out from the crowd Continue Reading

By

• Simon Quicke, Microscope Editor

Who wants to be number one?

Vendors have an obsession with being number one in their market but is it really that important wonders Billy MacInnes Continue Reading

By

• Billy MacInnes

Exertis brings in former Dell UK boss for next chapter

The distributor has made a change at the top as it looks for more growth with an industry veteran getting a chance to make a mark on the channel player Continue Reading

By

• Simon Quicke, Microscope Editor

Agony aunt as a service

Impartner’s chief marketing officer Dave R Taylor has some helpful advice for those trying to increase and improve their partner communities Continue Reading

By

• Nick Booth

Computacenter looking at a strong 2018

The channel player has issued a Q2 trading update that refers to growth, momentum and the prospects for the second half of the year Continue Reading

By

• Simon Quicke, Microscope Editor

Coming back to the channel: why it’s time to rethink reselling

Neil Robertson, CEO of Compleat Software, shares the motivation for the firm's re-engagement with the channel Continue Reading

By

• Neil Robertson, CEO of Compleat Software

SonicWall determined to gain share in the mid-market

Security vendor stepping up support for partners as it sets out an ambition to replicate SME efforts in the mid-market space Continue Reading

By

• Simon Quicke, Microscope Editor

Vodafone pointing partners towards IoT and 5G opportunities

The comms firm has been getting its channel ready for the next wave of innovation Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat delivers investor cheer with profit beating update

The channel player has issued a trading update indicating that its Q4 is ending even more strongly than it had expected Continue Reading

By

• Simon Quicke, Microscope Editor

Excalibur keeps it local and acquires in Swindon

The firm is no stranger to using acquisition as a way of extending its reach but for its latest target has looked very close to home Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Board room, business development and cyber security were some of the job roles where firms chose to make some changes across the channel last week Continue Reading

By

• Simon Quicke, Microscope Editor

Keeping up with pace of IT change a growing problem for customers

Digital transformation might be the aim but getting there is not proving to be easy and that should spell a major opportunity for the channel Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Getting storage right

This issue looks at what products are in demand now in the storage world and what technologies are coming that need to be embraced by the channel Continue Reading

The bland leading the bland

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Ingram signals modern workplace as a channel target

Research from the distributor and Microsoft exposes the struggles that IT directors are facing trying to satisfy staff demands for flexibility Continue Reading

By

• Simon Quicke, Microscope Editor

Automation a major focus at UKFast

UKFast has created a chief technology officer role to ensure it can continue to automate more processes across its business Continue Reading

By

• Simon Quicke, Microscope Editor

Quadient and Quertum working on CX opportunity

Growth in the customer experience market means that those providing the tools for banks and utilities to communicate with users are experiencing healthy market conditions Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

No time for applying the sun cream and firing up the BBQ for those working in personnel departments in the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Maintel picks up Atos contracts

The managed services specialist has spent millions to acquire Atos contracts Continue Reading

By

• Simon Quicke, Microscope Editor

Considerations on a European channel strategy

Brad Parks, VP of business development at Morpheus Data, shares some of the thoughts that go through then mind of a vendor looking at increasing European channel coverage Continue Reading

By

• Brad Parks, VP of business development at Morpheus

Scale Computing rolls out MSP programme

The hyper converged player has stepped up the support it can offer to managed service providers Continue Reading

By

• Simon Quicke, Microscope Editor

Nutanix and SonicWall hand partners tools to target the mid-market

Both vendors have launched programmes that will help their channel partners increase sales in the mid-market customer segment Continue Reading

By

• Simon Quicke, Microscope Editor

Fujitsu extends support for service providers

The vendor has built on steps taken to make life easier for MSPs in the UK last month with a wider European programme Continue Reading

By

• Simon Quicke, Microscope Editor

Thoughtonomy on track for 90% channel business target

The intelligent automation specialist has rolled out a fresh partner portal as it looks to increase channel revenues Continue Reading

By

• Simon Quicke, Microscope Editor

Dixons Carphone challenges will take some time to overcome

The retailer has indicated that headwinds in the mobile market and the electricals space have taken a toll on the financials Continue Reading

By

• Simon Quicke, Microscope Editor

Channel could plug 'digital dexterity' gap

On World Productivity Day Gartner has warned that any companies are not in a position to deliver the sort of flexibility that staff are looking for Continue Reading

By

• Simon Quicke, Microscope Editor

Change at the top of Comms-care

With the business now a fully functioning part of Ingram Micro the managing director has opted to leave the services specialist Continue Reading

By

• Simon Quicke, Microscope Editor

Managed service sell-off last action for RedstoneConnect boss

Just weeks after the firm sold off its managed services and SI units the firm's CEO has decided it is time to move on Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy week for personnel departments as more fresh faces arrive determined to shake things up for the better Continue Reading

By

• Simon Quicke, Microscope Editor

Security world showing plenty of channel interest

The recent InfoSec show underlined just how many vendors are keen to work with the channel and build their presence in the market Continue Reading

By

• Steve Bell

Impartner strengthens partner relationship management portfolio

The PRM specialist has made an acquisition that will give it more muscle in the social media space Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

The quest for growth means the channel never sleeps and talent is always in demand leading to another busy few days of personnel moves Continue Reading

By

• Simon Quicke, Microscope Editor

Extreme Networks could acquire again to strengthen portfolio

The firm made three big acquisitions over the course of the last 18 months and has indicated it could spend again to strengthen its portfolio Continue Reading

By

• Simon Quicke, Microscope Editor

Canon refreshes partner programme

A unified offering should make it easier for partners to sell across more of the vendor's portfolio Continue Reading

By

• Simon Quicke, Microscope Editor

Interview: Miriam Murphy, senior vice president, Advanced Solutions, Europe, Tech Data

It has been just over four months since she was handed the chance to run the Advanced Solutions business across Europe and the focus is on next generation opportunities Continue Reading

By

• Simon Quicke, Microscope Editor

CAE and i-Storage have something to market

A couple of British firms caught the eye of Nick Booth with both deserving recognition Continue Reading

By

• Nick Booth

Tech Data steps up security commitment

Distributor aims to double headcount in security operation and open a centre of excellence in Warrington Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Focus on film

In this issue, we look at how video marketing can help companies capture customers' attention, as well as the challenges of a multi-cloud world and a focus on Dell's desire to make business easier Continue Reading

Q&A: Luis Murguia, SAP

SAP is sitting down with partners and customers in Orlando next week, but before that one of its senior channel executives was prepared to give an update about its reseller base Continue Reading

By

• Simon Quicke, Microscope Editor