Channel Business Management

Dell vows to be easier to work with

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Dell builds on the incumbency programme

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Q&A: Tim Maloney, svp worldwide channels, Lifesize

The video conferencing specialist has launched a partner programme and has shared the details with MicroScope Continue Reading

Pure Storage issues demand for partner commitment

The vendor has cut the ribbon on a fresh partner programme and revealed an ultimatum for partners Continue Reading

By

• Christine Horton

Fortinet increases MSSP support

The security player continues to add depth to the options it can offer those providing managed security services Continue Reading

By

• Simon Quicke, Microscope Editor

MXC Capital leads efforts to support IDE Group

The managed services player has found life tough but its largest shareholder has come to the rescue Continue Reading

By

• Simon Quicke, Microscope Editor

Compleat Software makes channel return

After a break the accountancy software player is back in the channel with a solution built from scratch with partners in mind Continue Reading

By

• Simon Quicke, Microscope Editor

Pure Storage considers EMEA partner cull

Storage vendor may replicate North America partner cutbacks within Europe Continue Reading

By

• Christine Horton

Vohkus gains Dell EMC Titanium partner status

The channel player has moved into the higher end of the vendor's partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Sainsbury Management Fellows is engineering your next breakthrough in the IT business

There is plenty of talk about reinvention and changing business models but there could also be something to doing some personal development Continue Reading

By

• Nick Booth

Vendor service needs to improve

Firms quizzed by Cogeco Peer 1 have expressed frustration with the level of service currently being offered by vendors Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat finishing its fiscal year strongly

The channel player has provided a Q3 update that indicates it will finish the year ahead of expectations Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy time in the channel with various executive moves being made over the last seven days Continue Reading

By

• Simon Quicke, Microscope Editor

Salesforce leaning on partners in enterprise push

Channel thanked for the progress made so far but sizeable market opportunity is still there to address Continue Reading

By

• Simon Quicke, Microscope Editor

Barracuda revises channel programme to increase simplicity

Vendor takes steps to reduce the complexity in its channel partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

PA Consulting adds Sparkler to the mix

Acquisition will strengthen the digital and brand strategy side of the business Continue Reading

By

• Simon Quicke, Microscope Editor

Exertis delivers the growth to swell out DCC full year numbers

The decision by Exertis to build a strong AV business is paying dividends with the firm's parent revealing decent numbers for the last fiscal year Continue Reading

By

• Simon Quicke, Microscope Editor

Brighter steals a march with managedservices,co.uk launch

Brighter Connections has cut the ribbon on a website designed to have a national appeal Continue Reading

By

• Simon Quicke, Microscope Editor

The bland leading the bland

Maybe technology has a role to play in helping customers find out what a solution can really deliver argues Nick Booth Continue Reading

By

• Nick Booth

Channel roundup: Who's gone where?

Time for some of the industry veterans to shine as their knowledge is in high demand in firms operating across the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Huawei thanks partners for UK growth

The firm has thanked its channel base for helping it gain more share in important vertical markets Continue Reading

By

• Simon Quicke, Microscope Editor

AWS: The channel really matters

The public cloud giant has been expanding its channel base and is keen to work with more resellers and ISVs Continue Reading

By

• Simon Quicke, Microscope Editor

Exertis expands into electricals

The distributor has hired a former Argos staffer and revealed intentions to build a reputation in the small domestic appliance market Continue Reading

By

• Simon Quicke, Microscope Editor

Oracle encouraging partners to develop IP

The vendor's UK channel chief is encouraging partners to add their own 'secret sauce' to its cloud portfolio Continue Reading

By

• Simon Quicke, Microscope Editor

Silobreaker building on partner programme

The security player is looking for more partners having recently launched a UK channel partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

GCI gets £60m warchest from fresh backer

Serial acquisition deal maker GCI has changed its major shareholder and been given access to funds to continue to expand the business Continue Reading

By

• Simon Quicke, Microscope Editor

Fujitsu steps up support for MSPs

The vendor has launched a pilot programme that will give service providers the chance to co-create solutions Continue Reading

By

• Simon Quicke, Microscope Editor

Firms making slow moves to embrace digital

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Brexit Tracker helps chart the confidence

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Dell builds on the incumbency programme

The flurry of announcements coming out of the partner shindig in Las Vegas have included indications, picked up by Billy MacInnes, that the vendor is building on past work it has carried out with partners Continue Reading

By

• Billy MacInnes

Poor websites costing resellers customers

Plenty of resellers have yet to get their digital presence up to scratch and that could cost them business Continue Reading

By

• Simon Quicke, Microscope Editor

Claranet adds Azure depth with Union buy

The managed services player is again hitting the headlines for making an acquisition to bolster its cloud offering Continue Reading

By

• Simon Quicke, Microscope Editor

Dell vows to be easier to work with

One of the main tenets of its channel strategy is to be simple and the firm has introduced a framework to simplify engagement for channel partners Continue Reading

By

• Christine Horton

Dell talks up channel storage opportunity

Dell continues to encourage more storage sales with additional programmes and rebates for partners Continue Reading

By

• Christine Horton

Dell EMC launches converged infrastructure programme

Vendor hopes new programme will help partners to bundle, sell and build converged infrastructure solutions Continue Reading

By

• Christine Horton

Exclusive Group makes key hire to support growth plans

Just a few weeks after getting backing from a private equity player the distributor has made an appointment that will support geographic expansion plans Continue Reading

By

• Simon Quicke, Microscope Editor

Puppet signals channel opportunities as it extends ecosystem

The DevOps specialist has indicated it is now working with a number of vendors with some of those offering its technology via the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Late payments hitting SME pockets

The channel's main customer base is suffering because of late payments and its negative impact on cash flow Continue Reading

By

• Simon Quicke, Microscope Editor

Year starts strongly for Computacenter

A trading update from the channel player has indicated that Q1 was better than it had expected Continue Reading

By

• Simon Quicke, Microscope Editor

If you hated GDPR you may like the African Continental Free Trade Area

For those struggling with GDPR there is a new $2.5 trillion target market that Nick Booth thinks is worth looking into Continue Reading

By

• Nick Booth

Mitel channel should enjoy flexibility and pace after vendor goes private

With Mitel looking to accept an offer that would take it private the message for the channel is that it's business as usual but there is the prospect of something even better coming after the deal closes Continue Reading

By

• Simon Quicke, Microscope Editor

Mitel looking at life as a private entity

The unified comms player has accepted an offer that would see it go into private hands Continue Reading

By

• Simon Quicke, Microscope Editor

The difference between profits and revenues

With numbers thrown around making revenue look like the main achievement Billy MacInnes turns his attention to profits Continue Reading

By

• Billy MacInnes

Ambitious Nuvias cuts ribbon on Woking HQ

The distributor has pointed to its move as being evidence of its growth ambitions across EMEA Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

All change at the top of Tech Data and plenty of movement in the security world in another week of people starting fresh chapters in their channel careers Continue Reading

Millennial tech buyers forcing channel to change sales approach

Fresh research indicates changing attitudes to tech purchasing, and how the channel must adapt accordingly Continue Reading

By

• Christine Horton

Cofense chooses to go 100% indirect

Security player revamps partner programme as it pledges to go 100% through the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Colt DCS aims for significant growth with channel programme launch

the data centre specialist has cut the ribbon on a global partner programme that should provide the structure to increase indirect revenues Continue Reading

By

• Simon Quicke, Microscope Editor

Banks investing in cloud and digital

An insight into the IT investment priorities in the finance sector has revealed a market keen to keep on top of cloud and cyber security Continue Reading

By

• Simon Quicke, Microscope Editor

GDPR: securing data is more than just a technology fix, it’s about understanding human behaviour

Neal Lillywhite, VP EMEA Channel at Forcepoint, argues GDPR is about people and processes as well as technology Continue Reading

By

• Neal Lillywhite, VP EMEA Channel at Forcepoint

Channel roundup: Who's gone where?

Another busy week in the channel as some fresh faces join various resellers and vendors to try and keep the growth flowing Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Group gets private equity backing to continue growth

The distributor has landed backing from a private equity player that will give it the funds to continue expansion plans Continue Reading

By

• Simon Quicke, Microscope Editor

Probrand launches online marketplace

The firm has put its faith in an online marketplace offering users the chance to procure thousands of products Continue Reading

By

• Simon Quicke, Microscope Editor

IT departments, LOB and more to come?

The channel is having to get used to lines of business spending more than the traditional IT buyers but Billy MacInnes wonders if change will stop there Continue Reading

By

• Billy MacInnes

Lines of business overtaking IT department as spenders on tech

IDC has indicated that next year will be a turning point in the way funds are spent on IT and that will have ramifications for the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy seven days in the channel with movement at all levels as fresh blood is ushered into senior roles Continue Reading

By

• Simon Quicke, Microscope Editor

Extreme Networks increases finance options for partners

The vendor is hoping it can use zero interest and other finance offers to encourage users to increase their networking investments Continue Reading

Dell is deadly serious about the channel

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Making the right exit

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Cloud and IoT to play key role for distributors

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MicroScope: Hatch a plan for retirement

In this issue, we look at problems around business management and retirement and how distribution plays a crucial role with cloud and the internet of things Continue Reading

DXC extends Microsoft support with deals in the UK and Australia

Ambitions by the channel player to be the largest independent Microsoft Dynamics operator get a shot in the arm with a double acquisition Continue Reading

By

• Simon Quicke, Microscope Editor

ESET opts for two-tier approach to support ambitious channel growth plans

The endpoint protection player is looking for ambitious channel growth and has turned to distribution to support that aim Continue Reading

By

• Simon Quicke, Microscope Editor

Microsoft rings in the changes to support devices

Partners have a new organisation management chart to get to grips with as the firm looks to split the teams running Windows and devices Continue Reading

By

• Simon Quicke, Microscope Editor

CompTIA acquisitions add training muscle

The training specialist has made a couple of acquisitions that should give it much more depth in its ability to provide training to IT professionals Continue Reading

By

• Simon Quicke, Microscope Editor

KCOM deepens cloud commitment

The firm has strengthened its cloud credentials extending its relationship with AWS and joining Google's partner ranks Continue Reading

By

• Simon Quicke, Microscope Editor

D-Link widening channel as product footprint expands

The firm has moved beyond its networking roots and as it enters new markets it has a requirement to expand its channel ecosystem Continue Reading

By

• Simon Quicke, Microscope Editor

Brexit Tracker helps chart the confidence

In these uncertain days Nick Booth is interested to find a technology that can give a little bit more clarity Continue Reading

By

• Nick Booth

Infrastructure skills shortage causing users problems

Infrastructure and organisation skills are changing and plenty of users are failing to keep up with the different demands being put on staff Continue Reading

By

• Simon Quicke, Microscope Editor

Firms making slow moves to embrace digital

Research from various sources has pointed the finger at a number of reasons for the slow adoption of digital business processes and some are resorting to acquisition to solve the problems Continue Reading

By

• Simon Quicke, Microscope Editor

PRM pitched as channel management solution

Vendors are being urged to use technology to help manage their increasingly complex channel bases Continue Reading

By

• Simon Quicke, Microscope Editor

Barracuda uncovers user issues with cloud licensing

A failure to provide customers with a menu of payment options for cloud services could be a problem, according to the vendor's research Continue Reading

By

• Simon Quicke, Microscope Editor

IBM encouraging partners to change models and tech portfolios

Big Blue is stepping up its support for partners that are looking to get involved with emerging technologies Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat looks West for next wave of expansion

The firm is looking to open an Ireland office in the next few months as it continues to expand its footprint Continue Reading

By

• Simon Quicke, Microscope Editor

Morpheus seeks channel partners for UK expansion

The firm is keen to expand its partner base to take advantage of a growing demand around multi-cloud orchestration Continue Reading

By

• Christine Horton

Dell taking share and talking channel growth across UK and EMEA

Senior UK and EMEA channel leaders from Dell have given an update on the progress made last year and the focus for the months ahead Continue Reading

By

• Simon Quicke, Microscope Editor

Ambitious SMEs are open to using finance

Some of the SMEs looking for growth this year are using finance to speed up that process Continue Reading

By

• Simon Quicke, Microscope Editor

Gigamon planning closer ties with more channel partners

The network visibility specialist is aiming to double the number of focused partners it works with over the course of this year Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data beefs up credit support

The distributor has formed a team with a brief to provide positive credit answers to SME resellers looking to grow Continue Reading

By

• Simon Quicke, Microscope Editor

Regulations, budget and culture holding back growth

Ricoh Europe continues its research into customers with a look at what is holding back further investment in digital transformation Continue Reading

By

• Simon Quicke, Microscope Editor

Chancellor's plans to tackle late payments welcomed

The Spring Statement included some comments about the government's determination to tackle late payments and increase support for SMEs Continue Reading

By

• Simon Quicke, Microscope Editor

Twilio says it's time you gave your listening muscles a Flex

Most corporations use omni-channels for talking but they’ve got too little time for listening. Nick Booth thinks there’s plenty of scope for improvement Continue Reading

By

• Nick Booth

Anaplan looks to channel to support global growth

Software vendor talks channel growth as partners take greater role in go-to-market strategy Continue Reading

By

• Christine Horton

Computacenter hints at expansion after strong 2017

The firm has released its full year numbers and indicated the over the next few years it would look to expand its geographical footprint Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

More movement in the channel with boards being strengthened, consultancy departments padded out and R&D getting a boost Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data boss confident in future strategy

Sharing his view of the future with analysts after its Q4 results were issued the distributor's CEO believes the firm is in the right place to sell digital technology and services Continue Reading

By

• Simon Quicke, Microscope Editor

Making the right exit

Those considering leaving the industry and selling up need to think about the value of their firm and make sure they get the exit strategy right Continue Reading

By

• Billy MacInnes

Dell is deadly serious about the channel

Things have changed at the once mighty direct giant and Billy MacInnes comments on a firm now heavily targeted on the channel Continue Reading

By

• Billy MacInnes

Women in Tech – How long can we wait?

Inspiring the next generation into IT is clearly important, but says Zoe Cunningham, Managing Director, Softwire, the skills gap and gender imbalance will never be addressed without some radical thinking Continue Reading

By

• Zoe Cunningham, Managing Director, Softwire

More work to be done to increase gender diversity

Senior industry figures have called for more diversity on International Women's Day Continue Reading

By

• Simon Quicke, Microscope Editor

Mitel lines up unified global partner programme

The final part of Mitel's intregration of ShoreTel is to combine the partner programme into a single offering Continue Reading

By

• Simon Quicke, Microscope Editor

Security and cloud driving growth at Exclusive Group

The distributor has shared revenue figures from last year with it again delivering double digit improvements Continue Reading

By

• Simon Quicke, Microscope Editor

Changes at Jigsaw24 following secondary MBO

One of Apple's largest resellers gets a change of private equity backers ending a five year association with NorthEdge Continue Reading

By

• Simon Quicke, Microscope Editor

Exertis extends reach with Hypertec acquisition

Exertis, which is no stranger to acquisition, has been active again with a move to buy Hypertec Continue Reading

By

• Simon Quicke, Microscope Editor

Cloud and IoT to play key role for distributors

Forecasts coming out of the Global Technology Distribution Council indicate that there is growth out there for disties if they focus in the right technology areas Continue Reading

By

• Zach Emmanuel, Computer Weekly

Channel focus and increased support the mark of champions

Fujitsu is among the handful of vendors that have been marked as champions by the latest Canalys EMEA leadership matrrix Continue Reading

By

• Simon Quicke, Microscope Editor

Transformation continuing at Insight

The channel player has been transforming its own business and the managed services side of the business continues to grow Continue Reading

By

• Simon Quicke, Microscope Editor

The price of happiness

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Citrix finds optimism flooding through the channel

Resellers expect this to be a year of growth with Citrix working with Canalys to get a picture of what those operating in Northern Europe expect the rest of 2018 to hold Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another week and more moves across the channel as firms look to land the best talent to drive forward growth Continue Reading

By

• Simon Quicke, Microscope Editor