Channel Business Management

SME IT firms feeling positive about 2024

Findings from There Business will make cheery reading for those hoping that the narrative will change next year and become more upbeat Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco unveils major partner incentive enhancements

Vendor uses channel event to outline changes that will provide more rewards to those that sell solutions and support customers Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The start of a fresh month has seen the personnel moves continue to pile up Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Team up for peak success

In this issue, we explore the need to handle pitches and collaboration carefully to create more opportunities as an increasing amount of IT spending goes via partners. Also discover Canalys’ predictions for the use of generative AI, and just what exactly it means when we talk ‘cyber security’ Continue Reading

Seven steps to a successful CX journey

Rob Morris, head of customer success at Nebula Global Services, examines why it’s more vital than ever to keep customers engaged Continue Reading

By

• Rob Morris, Head of Customer Success at Nebula Global Services

Getting the channel balance right

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The example of iQuila shows need for more channel open mindedness

SDN specialist has found the channel lacking a sense of adventure when it comes to working with a fresh vendor Continue Reading

By

• Simon Quicke, Microscope Editor

AWS looking for more channel growth

Senior partner leader at AWS shares the vision for widening relationships and working with generative AI to unlock more opportunities Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Claudia Hebden, CrowdStrike

The director of Northern European Alliances at CrowdStrike, Claudia Hebden, is the latest to share some personal insights Continue Reading

Avanade exposes generative AI skills gap

Customers know they have to embrace generative AI, but many are not in a position to support it due to a lack of expertise Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Some interesting moves at vendor and distribution level catch the eye this week Continue Reading

By

• Simon Quicke, Microscope Editor

Getting the channel balance right

The majority of IT spending will go via partners, but it is never as simple as that and proceedings will need to be handled right for a more opportunistic future Continue Reading

By

• Billy MacInnes

Hybrid work and peripherals

Ahead of International E-Waste Day Neil MacDonald, UK&I Channel Director, HP , shares the vendor's progress on the recycling front Continue Reading

By

• Neil MacDonald, UK&I Channel Director, HP

Rubrik, ManageEngine and LogRhythm expanding channel reach

Vendors take steps to support, increase and expand their channel activities to drive further growth Continue Reading

By

• Simon Quicke, Microscope Editor

Google encouraging partners to embrace generative AI

Cloud giant unveils a number of partner programme enhancements as it looks to support more of a push into artificial intelligence Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Automating repetition in storage and backup management

In this issue, we explore how the growing hype of generative artificial intelligence is set to make change in the storage and backup management world, as well as the concerns and limits of the technology. Also read about the importance of getting MSSPs and suppliers on the same page, and how SSC is moving to meet customer needs Continue Reading

Schneider Electric hands partners sustainability SaaS

Vendor continues to support partners with tools to identify, measure and ultimately reduce carbon emissions Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys: Vendors will expand channel relationships

The partner-first trend is set to continue as more vendors recognise value of partners and give them the chance to take on a greater share of the business Continue Reading

By

• Simon Quicke, Microscope Editor

Millard steps into global channel role at Dell

Exit of Rola Dagher means a fresh face in the hot seat running the vendor’s global partner organisation Continue Reading

By

• Simon Quicke, Microscope Editor

Lenovo working with channel on sustainability challenges

Vendor Lenovo acutely aware it needs to work with its partner community to hit carbon reduction targets and help customers do the same Continue Reading

By

• Simon Quicke, Microscope Editor

Nutanix enhances programme to drive channel activity

Nutanix’s annual enhancement of its partner efforts continues to put the focus on driving more sales through the channel Continue Reading

By

• Simon Quicke, Microscope Editor

BNZSA cuts ribbon on marketing as a service offering

Firm is looking to help improve channel marketing efforts with a concierge service that will provide high levels of support Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another busy week across the industry on the personnel movement front, as more executives take up fresh positions Continue Reading

By

• Simon Quicke, Microscope Editor

The chief financial officer has become the deal-breaker

There is a need for the channel to become more flexible around finance to make sure customers are happier signing off investments Continue Reading

By

• Simon Quicke, Microscope Editor

HP encourages channel to help users improve working environments

Supplier’s work relationship study shines light on high levels of dissatisfaction from many workers with how things are currently operating Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks confirms Eccleston in EMEA role

After working across the region in an interim role, the channel veteran has now being given the job on a permanent basis Continue Reading

By

• Simon Quicke, Microscope Editor

CrowdStike looks to accelerate channel sales

Security player CrowdStrike cuts the ribbon on fresh partner programme, with the aim of making life easier Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The desire by firms across the channel to gain expertise and reward internal excellence continues to be a theme Continue Reading

By

• Simon Quicke, Microscope Editor

Iomart CEO departs

Outgoing boss Reece Donovan has overseen iomart’s move towards a managed services model, but is leaving the business with immediate effect Continue Reading

By

• Simon Quicke, Microscope Editor

Avoiding making a waste of choice

There is a lot of choice out there but getting it right is not always easy as Billy Macinnes discovers Continue Reading

By

• Billy MacInnes

Memories of Nick Booth

MicroScope editor Simon Quicke reflects on his relationship with the publication’s long-time contributor Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Simon Godfrey, Secureworks

The latest to share some personal insights is the sales and partner go-to-market lead across Europe at Secureworks Continue Reading

Channel round-up: Who’s gone where?

It’s been another busy week across the industry, with executives on the move, including an experienced channel marketing expert Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Channel pushes on against the odds

In this issue, we take a look at the struggles and triumphs faced by the channel this year so far. Also read up on possible solutions to the skills shortage, including the opening up of STEM to a more diverse range of students, and the necessity for improving skills on the job Continue Reading

Bridging the channel’s skills gap for a stronger workforce

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TD Synnex focused on taking market share

Distributor’s UK boss updates on progress made so far this year and the prospects for an improved 2024 Continue Reading

By

• Simon Quicke, Microscope Editor

Bridging the channel’s skills gap for a stronger workforce

Hayley Mooney, General Manager UK, Crayon, shares some thoughts about navigating the talent shortage Continue Reading

By

• Hayley Mooney, General Manager UK, Crayon

Channel roundup: Who's gone where?

Another busy week across the industry on the personnel movement front Continue Reading

By

• Simon Quicke, Microscope Editor

Dell goes partner-first on storage

Vendor will hand channel significant amount of business as it looks to drive increased sales through partners Continue Reading

By

• Simon Quicke, Microscope Editor

NetApp focusing partners on cloud and flash

Launch of partner programme that rewards expertise in those areas offers support and co-selling options to the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The personnel moves continue apace despite the summer focus on sun and sea Continue Reading

By

• Simon Quicke, Microscope Editor

Daisy: Customers keeping a continuing eye on costs

Comms player shares research that underlines the ongoing impact the economic landscape is having on customer behaviour Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

A busy few days with moves, promotions and welcomes to senior personnel across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

A closer look at XLAs and what they mean for managed IT

Matt Baker, services consultant art Littlefish, lifts the lid on experience level agreements Continue Reading

By

• Matt Baker, services consultant art Littlefish

Unlocking the combined value of the channel

Adam Williamson, sales director at Exclusive Networks UK, takes a look at how to unlock the combined value of the channel Continue Reading

By

• Adam Williamson, sales director at Exclusive Networks UK,

SoftwareOne turns down Bain and starts strategic review

Second bid rejected but offers have promoted board to seriously assess future of the business Continue Reading

By

• Simon Quicke, Microscope Editor

Bain makes second offer for SoftwareOne

Cloud and software specialist will have to consider a higher bid for the business after turning down last month’s opening offer Continue Reading

By

• Simon Quicke, Microscope Editor

Managed services players expose hybrid working challenges

Research from a couple of MSPs indicates that in the financial services sector and the NHS, the technology to support remote working is not meeting employee needs Continue Reading

By

• Simon Quicke, Microscope Editor

ISVs, AI and multicloud on Oracle channel chief’s to-do list

The vendor is looking to make sure its partners deliver high levels of customer experience and can take advantage of emerging opportunities Continue Reading

By

• Simon Quicke, Microscope Editor

Microsoft increases channel exposure to AI

Vendor rolls out fresh specialisation encouraging the channel to embrace the benefits artificial intelligence can deliver Continue Reading

By

• Simon Quicke, Microscope Editor

Schneider and 8x8 bolster partner support offerings

Vendors roll out programmes designed to help those looking to deliver relevant and personalised support to customers Continue Reading

By

• Simon Quicke, Microscope Editor

Bytes signals strong start to fiscal year

Ahead of its AGM, the firm has provided an update on the first few months of its latest fiscal year, indicating that it is performing well Continue Reading

By

• Simon Quicke, Microscope Editor

Business owners alerted to expected M&A pick up

There have been a record numbers of deals struck in the first half of the year, and the rest of 2023 could be similarly busy if inflation eases Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Several senior appointments caught the eye in the past week, and a resignation created the chance for an opening Continue Reading

By

• Simon Quicke, Microscope Editor

Co-selling approach working for Infinidat

Storage player’s CMO outlines how it is working with the channel and the progress that has been made as a result Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: The pressure to deliver

With technology always changing, it can feel like an impossible feat to keep up – we speak to experts about how the channel handles rapid change and the pressure this places on partners to meet customer expectations. Also read about major themes of the market and how the topic of return on investments needs to stretch beyond economics Continue Reading

Why we need to change ROI – today

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The pressure to be cutting edge in the channel

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Gass announces TD Synnex retirement plans

Long-serving senior staffer will leave the business next year, and bring the curtain down on a three-decade-long association with the channel player Continue Reading

By

• Simon Quicke, Microscope Editor

Trustmarque refreshes brand identity

The time is deemed to be right to give its logo and website a lick of paint as channel player Trustmarque looks to continue growing its mid-market business Continue Reading

By

• Simon Quicke, Microscope Editor

Logicalis maintains Cisco relationship

Channel player renews global partner status to keep position in select bunch of channel partners Continue Reading

By

• Simon Quicke, Microscope Editor

Why we need to change ROI – today

Time-value creation, rather than just economic concepts, play a part in how we measure success when it comes to marketing and sales growth, says Helen Curtis, founder of Coterie Community Continue Reading

By

• Helen Curtis, founder of Coterie Community

The pressure to be cutting edge in the channel

The industry is good at encouraging customers to buy the latest and greatest tech, but the channel often has to pick up the pieces when expectations fail to be met Continue Reading

By

• Billy MacInnes

Channel roundup: Who’s gone where?

Moves this week at 8x8, Consenna, Barracuda and Trustible as firms add more talent Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Marcus Harvey, Targus

Revealing some fascinating details about himself is Marcus Harvey, regional director of B2B at multinational mobile computing accessories company Targus Continue Reading

Ripe with opportunity: Helping women make their mark in the channel

To mark International Women in Engineering Day Celine Cazali, UKI Chief Partner Officer at SAP, shares her thoughts on the importance of diversity across the industry Continue Reading

By

• Celine Cazali, UKI Chief Partner Officer at SAP

Marketing becoming harder as customers change behaviour

Findings from Twilio have exposed how buyers are reacting in different ways and old approaches are losing their impact Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

Highlights from the personnel moves across the industry that have been made in the past week Continue Reading

By

• Simon Quicke, Microscope Editor

GTDC: Distributors are force-multipliers for innovation

The role of disties in driving technological change was the central theme at the Global Technology Distribution Council’s EMEA Summit Continue Reading

By

• Simon Quicke, Microscope Editor

Blancco increases partner investment as it hunts for enterprise growth

Data erasure specialist Blancco outlines a fresh partner programme and ambitions to significantly increase its enterprise business Continue Reading

By

• Simon Quicke, Microscope Editor

The balance between profit and purpose

Billy MacInnes looks at the challenges for those that want to make money but also do the right thing by the planet Continue Reading

By

• Billy MacInnes

Channel roundup: Who's gone where?

A number of personnel moves across the industry have caught our eye over the past week Continue Reading

By

• Simon Quicke, Microscope Editor

EMEA channel leading the way on sustainability

Canalys survey indicates that the issue is a priority for the global channel, but some have moved faster than others Continue Reading

By

• Simon Quicke, Microscope Editor

Abacus looks for growth while Imperva increases MSSP support

Managed security service provider Abacus hires CFO to drive growth, as elsewhere in the market Imperva enhances partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Westcon-Comstor continues with sustainability drive

Distributor outlines ambition to use renewable electricity across its global organisation by 2030 Continue Reading

By

• Simon Quicke, Microscope Editor

How poor IT can affect your employees (and your business)

Richard Hutchings, chief technology officer at managed service provider Littlefish has some advice on how to lower stress and make life easier Continue Reading

By

• Richard Hutchings, chief technology officer at Littlefish

GTDC: Distribution accelerating innovation

Organisation representing distribution highlights the role its members can play in bringing emerging technologies to the broader channel Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Take a balanced approach to security

In this issue, read about how to help customers manage their security portfolios in a world of increasingly complex systems, discover how insights are providing more opportunities for partners, and learn whether being an MSP is enjoyable or not Continue Reading

8x8 to measure more than revenue with Elevate enhancements

Comms player introduces changes to partner programme in a move that will give more a chance to climb tiers and gain rewards Continue Reading

By

• Simon Quicke, Microscope Editor

Jamf extending channel reach

Apple device management specialist is looking to work with managed service providers and security players to get in front of more customers Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat trading update signals growth is on track

Channel player’s brief insights into how its third quarter has fared will provide further reassurance for those channel watchers looking for signs of economic resilience Continue Reading

By

• Simon Quicke, Microscope Editor

Adam Binks steps down as SysGroup CEO

After five years at the helm of the business, the chief executive reveals he has decided now is the right time to move on Continue Reading

By

• Simon Quicke, Microscope Editor

SAP connecting consultants and partners

Vendor’s talent portal aims to make it easier for the channel to find expert staff and plug skills gaps Continue Reading

By

• Simon Quicke, Microscope Editor

Logicalis CEO: Sustainability efforts being accelerated

The threats to the planet are mounting and efforts to reduce carbon are continuing at channel player Logicalis, with the firm taking a managed services approach to helping customers improve their positions Continue Reading

By

• Simon Quicke, Microscope Editor

Veritas and Dynatrace using programmes to drive channel to cloud

Vendors using training, certifications and incentives to reward those that line up behind their cloud priorities Continue Reading

By

• Simon Quicke, Microscope Editor

Channel widens supplier relationships to extend choice

In the hunt for products at a good price, the procurement ecosystem has widened – but that has caused its own problems Continue Reading

By

• Simon Quicke, Microscope Editor

Alibaba Cloud signals ambitions to bolster global partner network

Firm uses channel event to outline the incentives and support it is offering as part of a push to widen its indirect base Continue Reading

By

• Simon Quicke, Microscope Editor

Panasas, DataDome and Zebra leaning on partner programmes

Vendors Panasas, DataDome and Zebra looking to drive growth and line up partners behind technologies experiencing strong customer demand Continue Reading

By

• Simon Quicke, Microscope Editor

Listen more, talk less

If a vendor wants to improve their relationship with the channel, it might be simply be a case of listening more, writes Billy MacInnes Continue Reading

Vendors need to listen and learn

In this month’s MicroScope ezine, we look at why it is vital that vendors listen to partners and act on the feedback. We also look at what’s next for HP’s advancing sustainability programme, Amplify Impact. Read the issue now. Continue Reading

Cisco responds to channel requests with finance offer

Vendor introduces financing programme to make it easier for customers to buy now and pay later on a wide range of products and services Continue Reading

By

• Simon Quicke, Microscope Editor

BlackBerry offers lucrative incentive for fresh logos

Vendor claims it has devised a channel first with its latest partner incentive scheme Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The second quarter starts with momentum in another week of personnel changes Continue Reading

By

• Simon Quicke, Microscope Editor

WatchGuard adds more options to FlexPay

Vendor responds to channel feedback to ensure it can provide the flexibility partners are looking for Continue Reading

By

• Billy MacInnes

Calls for government to tackle late payment issue

An open consultation of legislation closes tomorrow, with some in the industry viewing it as an opportunity to get tougher and act smarter around the problem Continue Reading

By

• Simon Quicke, Microscope Editor

NetApp UK channel boss looking for market share

The recently appointed channel lead is keen to work closely with partners to unlock more growth Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

Several senior positions have been filled in the past working week as experience is sought across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

TD Synnex cuts ribbon on finance operation

Distributor will start in the UK with Capital offering before rolling it out across more European countries Continue Reading

By

• Simon Quicke, Microscope Editor

Dell: Channel can help plug innovation gap

Vendor’s research reveals a large number of customers are not taking a lead in innovation, which is where the channel can step in to help Continue Reading

By

• Simon Quicke, Microscope Editor

Partnerships key to supporting channel sustainability

Research from Agilitas IT Solutions reveals the importance of choosing the right collaborator if a VAR or MSP is going to hit their ESG targets Continue Reading

By

• Simon Quicke, Microscope Editor