Channel Business Management

What’s TechUK’s most inspiring data science story - Harry Potter, Mission Impossible or Susan Bowen?

Nick Booth gets inspired talking about programming, coding and the next generation with Susan Bowen, VP and general manager at Cogeco Peer 1 Continue Reading

By

• Nick Booth

Channel numbers continue to swell at SonicWall

Since spinning out of Dell the security firm has received strong backing from the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Setting up a business is like jumping out of a plane at 12,000 feet

When he decided to set up his own business the IBC Group it reminded Ian Birch of the feelings he had when skydiving Continue Reading

By

• Ian Birch

Channel roundup: Who's gone where?

They say that talent will rise to the top and a fair few firms have been creaming off the best of the best over this last week Continue Reading

By

• Simon Quicke, Microscope Editor

Innovate or die?

The well worn phrase has Billy MacInnes wondering if it is still as popular as it once was in the channel Continue Reading

By

• Billy MacInnes

Warranties not hitting the mark with millennials

The next generation of buyers do not seem to be that bothered about warranties Continue Reading

By

• Simon Quicke, Microscope Editor

Dell looking for a $50bn channel business

The vendor is aiming to take global channel revenues through the $50bn barrier as it lays down plans for a year of growth with partners Continue Reading

By

• Simon Quicke, Microscope Editor

UK delivers growth for CDW

Full year numbers from the US firm indicate that the UK performed well over the course of last year Continue Reading

By

• Simon Quicke, Microscope Editor

IoT projects need to deliver growth

Those pitching IoT solutions have underlined the importance of showing customers the positive results Continue Reading

By

• Simon Quicke, Microscope Editor

Channel open to more collaboration

A significant number of resellers are happy to work with other partners to make sure they avoid skill gaps and meet customer demands Continue Reading

By

• Simon Quicke, Microscope Editor

Dell weighing IPO options

An SEC filing from the vendor reveals it is musing over the idea of returning to public ownership but it has called on partners to remain calm in the face of the speculation Continue Reading

By

• Simon Quicke, Microscope Editor

Watts takes the reins in the UK at Tech Data

In a move that will add more muscle to the UK management team long time staffer David Watts has formally been given the country management role Continue Reading

By

• Simon Quicke, Microscope Editor

Talari Networks looking for channel expansion

The appointment of its first worldwide channel boss and plans to work with distribution in Europe are moves being made by the SD-WAN player Continue Reading

By

• Simon Quicke, Microscope Editor

Vodafone highlights the UC opportunities

Vodafone's UK channel chief has provided a progress report one year on from rolling out its partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Steering IT in the right direction

In this issue, we look at the timing of the ideal sales pitch and just what's happening with IoT and the channel. Continue Reading

Four tips for successful digital transformation

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Goldilocks IT: Pitching it just right

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CompTIA: Digital transformation driving IT spending growth

The demand for cloud, security , IoT and a fair few other technologies should keep the channel busy throughout the rest of 2018 Continue Reading

By

• Simon Quicke, Microscope Editor

Silver Peak puts the emphasis on local support

Changes made this month designed to provide partners with stronger local support Continue Reading

By

• Simon Quicke, Microscope Editor

The price of happiness

What happens when people are happy in their work? Or rather, what happens when too many people are too happy in their work? Continue Reading

By

• Billy MacInnes

Connect Managed Services makes double acquisition

The firm has struck two deals on both sides of the Atlantic as it looks to bolster its portfolio and customer base Continue Reading

By

• Simon Quicke, Microscope Editor

HP and Lenovo make their educational pitches

The BETT show saw the two leading hardware players unveil more products, expand the reseller base and talk about the importance of VR Continue Reading

By

• Simon Quicke, Microscope Editor

Couchbase formalises channel relationships

The engagement database player has launched a global partner programme to support its reseller base Continue Reading

By

• Simon Quicke, Microscope Editor

Microsoft boasts of partner profitability levels

The vendor's partners are able to generate extra revenue for every $1 that they gain selling Microsoft Continue Reading

By

• Simon Quicke, Microscope Editor

There will be change but the channel is constant

Plenty of vendors are changing their partner programmes but as Billy MacInnes looks at recent examples he concludes all are looking for a long future relationship with partners Continue Reading

By

• Billy MacInnes

Tech Data increases support for hyper converged, security and cloud

The distributor's Advanced Solutions business has been given investment to ensure it can support resellers around key growth technologies Continue Reading

By

• Simon Quicke, Microscope Editor

Carphone Warehouse Business rolls out dealer reward programme

Taking a lead from established reward programmes available in the IT channel the firm has launched one to appeal to mobile dealers Continue Reading

By

• Simon Quicke, Microscope Editor

Are Claromentis and Iconfirm putting in enough decent crosses for their strikers?

Dealing with customer data is already a challenge and as Nick Booth finds out it is going to get even harder with GDPR coming Continue Reading

By

• Nick Booth

Sage looking for partners to bring in fresh customers

The software firm is stepping up support for its channel to encourage the generation of new customers Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter enjoys a solid 2017

Digital transformation projects helped Computacenter exceed expectations and deliver growth across all its operating regions Continue Reading

By

• Simon Quicke, Microscope Editor

The attraction of the single tier approach

Crowdstrike and SecureAuth are both security vendors and have both recently taken the decision to move away from distribution Continue Reading

By

• Simon Quicke, Microscope Editor

Dell ups rewards to encourage partners to embrace hyper converged

The vendor is keen to ensure that its partners are getting involved with the growth hyper converged infrastructure market Continue Reading

By

• Simon Quicke, Microscope Editor

Arrow extends learning options with virtual classroom

The distributor has rolled out its virtual classroom programme in the UK and across EMEA Continue Reading

By

• Simon Quicke, Microscope Editor

SAP increases support for partners selling SME cloud services

The vendor has increased the support that partners can gain access to if they are serious about increasing their cloud revenues Continue Reading

By

• Simon Quicke, Microscope Editor

Riverbed: Changing times need a different partner programme

The vendor has overhauled its partner programme in a move that should align its channel with the demands of customers Continue Reading

By

• Simon Quicke, Microscope Editor

Adept4 cuts pre-tax losses as cloud services grow

Managed services player has taken steps to simplify its structure and make a security push with the latest prelim numbers showing progress Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco extending channel reach

The vendor has been leaning on its distribution partners to engage more closely with a broader range of resellers Continue Reading

By

• Simon Quicke, Microscope Editor

Why the UK’s Industrial Strategy needs the channel

Ben Boswell, VP Europe for World Wide Technology, discusses the role of channel players in boosting innovation in the UK, particularly post-Brexit Continue Reading

By

• Ben Boswell, VP Europe for World Wide Technology

Managed print moving into the large format world

The appeal of managed print services is widening beyond the small format world to include larger printers Continue Reading

By

• Simon Quicke, Microscope Editor

Founder of Nimans passes away

Julian Niman has been found dead at his home in Manchester Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

It has been a busy last few days in the channel with people opting to start the year with a fresh challenge Continue Reading

By

• Simon Quicke, Microscope Editor

Channel key to future Avaya plans

With its shares going onto the New York Stock Exchange next week the firm has outlined some of its growth plans, with the channel very much part of the future Continue Reading

By

• Simon Quicke, Microscope Editor

The rise of the robots

The robots are coming for jobs and Billy MacInnes wonders what that means for us all Continue Reading

By

• Billy MacInnes

Excalibur snaps up Techs4Education

Excalibur has made its fifth acquisition in seven years bolstering the support it can offer educational customers Continue Reading

By

• Simon Quicke, Microscope Editor

Westcon aiming to increase UK support levels with fresh MD

Westcon has created the position of a managing director in the UK and Ireland to increase levels of support it can offer resellers Continue Reading

By

• Simon Quicke, Microscope Editor

Citrix simplifies partner rewards programme

The vendor has used its Summit event in California to outline a revamp to its partner reward scheme Continue Reading

By

• Simon Quicke, Microscope Editor

Former Cisco channel man Roberts pitches up at Mitel

Mitel has made a major channel appointment as it looks to crank up sales of its unified comms products Continue Reading

By

• Simon Quicke, Microscope Editor

ConnectWise adds consulting depth with HTG acquisition

ConnectWise adds consulting and training specialist HTG to provide more support to its channel ecosystem Continue Reading

By

• Simon Quicke, Microscope Editor

GTDC: Distribution set for a solid year

Distribution is well placed in a cloud and multivendor solution world to deliver the support that suppliers are looking for Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Grasp the social networking opportunity

An issue looking at the issues around social media, the growth in unclouding and some security industry predictions for the year ahead Continue Reading

Four tips for successful digital transformation

Nicola Downing, CFO, Ricoh Europe, has some advice for those looking to help customers carry out a successful digital transformation project Continue Reading

By

• Nicola Downing, CFO, Ricoh Europe

Training in key areas being offered to resellers

The year is just a few days old and already vendors are making sure that the channel can get access to training to support some of the key areas Continue Reading

By

• Simon Quicke, Microscope Editor

Syscap rebranded as parent opts for more unified approach

Just shy of three years after Syscap was acquired by Wesleyan Bank the operation is going through a rebrand Continue Reading

By

• Simon Quicke, Microscope Editor

That was the year that was - the channel

In the second part of our look back over last year the focus is on what 2017 meant to the channel Continue Reading

By

• Billy MacInnes

MicroScope: Unpacking cloud potential

In this issue of MicroScope, we look at what steps distribution has taken to help resolve the move to cloud, and in the second part of our storage roundtable coverage, vendors look at what opportunities the world of DevOps offers the channel and how flash is changing the world. Continue Reading

Distributor consolidation causing some reseller price concerns

The distribution world has been shrinking in terms of the number of players as the big get bigger and that has raised some reseller worries about price and procurement issues Continue Reading

By

• Simon Quicke, Microscope Editor

Bytes expands UK footprint with Phoenix Software buy

Bytes has boosted its position in the North and the public sector with the move to acquire Phoenix Software Continue Reading

By

• Simon Quicke, Microscope Editor

In praise of the power of partnerships

Some of the most famous partnerships have changed the world, just look at Lennon and McCartney, and the same can be true in the tech world Billy MacInnes discovers Continue Reading

By

• Billy MacInnes

Tomlin takes on combined Azlan and Technology Solutions role

With the Avnet Technology Solutions acquisition all tied up the scope of Rob Tomlin's role has expanded Continue Reading

By

• Simon Quicke, Microscope Editor

Channel must position themselves as digital transformation experts

Customers and vendors are looking for resellers that are in a position to offer real expertise around digital transformation and have undergone the process themselves Continue Reading

By

• Simon Quicke, Microscope Editor

Dell EMC names first top tier partners

With the launch of the channel programme just a month away Dell EMC is providing more details of just who is getting the top level ranking Continue Reading

By

• Simon Quicke, Microscope Editor

Exertis expands AV footprint with Medium buy

A month after announcing the Hammer acquisition Exertis is busy again buying AV player Medium Continue Reading

By

• Simon Quicke, Microscope Editor

Exertis snaps up Hammer

Storage and server specialist Hammer is the latest distributor to be acquired by an expanding Exertis Continue Reading

By

• Simon Quicke, Microscope Editor

The problem with licensing and how to solve it

Licensing can be an expensive business. Niv Lilien explores license management solutions, and how to optimise licenses that you've already purchased Continue Reading

By

• Niv Lillen

Ingram Micro acquires Comms-care

Ingram Micro has moved to bolster its services capabilities with the acquisition of Comms-care Continue Reading

By

• Simon Quicke, Microscope Editor

Buying for business

Commercial law expert Matthew Gough explains what legal rights businesses have when they purchase products and services Continue Reading

By

• Matthew Gough

Getronics closes acquisition of Colt's cloud business

Getronics completes acquisition of Colt's managed services business, as it looks to intensify European operations Continue Reading

By

• Sean McGrath, Senior reporter

Lack of security awareness poses a major threat to businesses

Organisations are putting their reputation and competitive advantage at risk by not addressing the 'human factor' in cyber security. Could the channel come to the rescue? Continue Reading

By

• Sean McGrath, Senior reporter

GE lures allies for Predix industrial internet dominance

Global manufacturer GE has established a partner programme for its Predix platform to drive the value of analytics across the industrial internet Continue Reading

By

• Cliff Saran, Managing Editor

Entatech settles with liquidators of Changtel

Entatech looks to the future, as it announces a new owner and a settlement with Changtel's liquidators Continue Reading

By

• Sean McGrath, Senior reporter

Arrow calls time on COO position as Bryant retires

Arrow has followed the example of other firms and opted to spread the COO responsibilities once the current incumbent opts to leave the distributor Continue Reading

By

• Simon Quicke, Microscope Editor

CDW increases Kelway stake to 100%

US reseller CDW has increased the stake it holds in Kelway taking over the business completely Continue Reading

By

• Simon Quicke, Microscope Editor

Daisy completes acquisition of Phoenix IT

Daisy takes step closer to ambition of becoming a £1 billion unified communications & IT infrastructure managed services business Continue Reading

By

• Sean McGrath, Senior reporter

Nadella delivers a fresh org chart as Microsoft restructures

Resellers will have a fresh structure to familiarise themselves with as Microsoft's CEO outlines a company restructure Continue Reading

By

• Simon Quicke, Microscope Editor

Interview: Microsoft's channel head urges IP development

Phil Sorgen, Microsoft's worldwide channel head, is encouraging partners to develop their own IP as they embrace a cloud model Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter sells recycling arm to Arrow

Arrow buys IT disposal and asset recovery business RDC for a cool £56m cash Continue Reading

By

• Sean McGrath, Senior reporter

Exclusive Networks acquires ITEC

Distributor bags global services firm, extending support reach across the globe Continue Reading

By

• Sean McGrath, Senior reporter

Daisy Group agrees to £494m takeover

After nearly three months of uncertainty, Daisy announces that a deal has been struck Continue Reading

By

• Sean McGrath, Senior reporter

MicroScope: August 2014

An issue highlighting the opportunities in the UC market as well as the ways resellers are adapting to the growth in cloud computing. Continue Reading

An A-Z guide to social media

The use of social media across the channel has grown at an incredible rate, but is often lacking a strategy that really works Continue Reading

By

• Amanda Mace

Competition from FinTech startups keeps big suppliers on their toes

Big suppliers in the financial technology space are becoming more agile because of the competition from startup technology companies Continue Reading

By

• Caroline Baldwin, Freelance editor and journalist

Two nations, one channel? The impact of Scottish independence on IT

In September Scotland goes to the polls in a referendum to decide its future and that of the UK, Alex Scroxton considers what the prospect of independence could mean for the channel Continue Reading

By

• Alex Scroxton, Security Editor

Well-educated men on circa £39,040 are most fulfilled IT sector workers

Randstad profiles UK IT professionals to investigate who is most fulfilled in their jobs and why Continue Reading

By

• Kayleigh Bateman, Computer Weekly

Amazon Web Services beefs up channel programme

Amazon Web Services is increasing the support for those resellers that put some consulting muscle behind selling its cloud offering Continue Reading

By

• Simon Quicke, Microscope Editor

Arrow Computerlinks purchase a done deal

The acquisition of Computerlinks by Arrow Electronics formally closed on 28 October 2013 Continue Reading

By

• Alex Scroxton, Security Editor

Computer 2000 renamed Tech Data

The Computer 2000 name is to disappear from the UK market 15 years after its purchase by global distribution giant Tech Data Continue Reading

By

• Alex Scroxton, Security Editor

Ingram Micro buys hardware recycling outfit CloudBlue

Ingram Micro buys into reverse logistics business with acquisition of US-based asset disposition, data destruction and e-waste recycling firm CloudBlue Technologies Continue Reading

By

• Alex Scroxton, Security Editor

Gartner’s Magic Quadrant: Sales tool or marketing gimmick?

With businesses under pressure to find targeted solutions for their customers, Alex Scroxton asks if the channel can find value in Gartner's Magic Quadrant - or whether it is just a shabby sales ruse Continue Reading

By

• Alex Scroxton, Security Editor

Evesham founder Richard Austin pops up at Centerprise

Evesham co-founder and chairman Richard Austin back in the channel after six year absence Continue Reading

By

• Alex Scroxton, Security Editor

The channel of the 1990s

Simon Quicke revisits the events that made the headlines during MicroScope's coverage of the channel in a decade of mergers, acquisitions and the millennium bug Continue Reading

By

• Simon Quicke, Microscope Editor

In-depth: Selling BI in the context of other market trends

Business intelligence vendors and their solutions need to be more agile and adaptive than ever, says Amro Gebreel. The need for business intelligence (BI) has never been greater. Data volumes continue to multiply and the requirement for real-time information is now an acute one. Continue Reading

By

• Microscope contributor

Dell launches social media training for partners

Dell Premier and Certified partners are to get access to social media training sessions, with on-demand modules set to be added to Dell's Partner Direct portal in the near future. Continue Reading

By

• Alex Scroxton, Security Editor

Blame for NHS's £12 billion IT disaster identified

No evidence of corruption has been found in the NHS IT cock up that has cost the UK taxpayer £12.8 billion. Continue Reading

By

• Nick Booth

"We're not a broadliner anymore," says C2000 boss. So what are you?

Computer 2000 is not a generalist distributor. Has everybody got that? You at the back, did you hear it? Continue Reading

By

• Billy MacInnes

Phoenix IT Group to merge Servo and ICM businesses

Phoenix IT Group is to merge its Servo and ICM Continuous Business division from the beginning of April in a nod to the converging technologies they sell. Continue Reading

By

• Microscope contributor

How important is the role of CEO?

Amro Gebreel reports on the diverse range of views of the top job from a cross-section of CEOs in the channel. Just how important is the position of a CEO? Continue Reading

By

• Microscope contributor

Phoenix IT Group acquires KCOM network break fix arm

Phoenix IT Group has confirmed that it has acquired the contracts held by KCOM's network maintenance arm for £1.8m. Continue Reading

By

• Microscope contributor

Computacenter completes Thesaurus acquisition

Computacenter has completed the acquisition of Thesaurus Computer Services for £900,000, bolstering its IBM z series business. Continue Reading

By

• Microscope contributor

Interview: Sir Peter Rigby finds fortune favours the brave

As is the case with most successful entrepreneurs, it is possible to look at the winner of this year's MicroScope Awards for Channel Excellence lifetime achievement award, Sir Peter Rigby, and gloss over the hard work and visionary career that has got him to where he is now. Continue Reading

By

• Simon Quicke, Microscope Editor