Channel Business Management

Powering strong partnerships for successful digital transformation

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May the fourth be with you: entering the final quarter with cautious optimism

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Cisco rolls out fresh partner specialisations

Focus is on providing the channel with the opportunity to provide the support customers are searching for Continue Reading

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• Simon Quicke, Microscope Editor

Cynet, Palo Alto and Noname Security enhance partner support

Vendors Cynet, Palo Alto and Noname Security are using programmes and training to keep momentum going across their respective channel bases Continue Reading

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• Simon Quicke, Microscope Editor

SCC sets out £300m M&A war chest

Channel player makes it clear that it is going to be dipping into the acquisition market in the next few years Continue Reading

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• Simon Quicke, Microscope Editor

Highgate IT Solutions makes four-day week permanent

After a six-month trial, the results are in and the benefits of working a four-day week are clear for Highgate IT Solutions Continue Reading

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• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another busy week in the industry as moves are made to gain expertise to support growth Continue Reading

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• Simon Quicke, Microscope Editor

Westcoast merges with German player Komsa

The alliance between Westcoast and Komsa will create an operation that covers the UK, Ireland, France and Germany Continue Reading

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• Simon Quicke, Microscope Editor

MicroScope at 40: Antonio Neri, HPE

President and CEO of HPE shares his thoughts about the past and future of the channel as MicroScope marks its 40th anniversary Continue Reading

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• Simon Quicke, Microscope Editor

Softcat continues to push sustainability efforts

Firm’s CFO and designated next CEO provides an update on the channel player’s progress Continue Reading

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• Simon Quicke, Microscope Editor

Schneider Electric: Sustainability is a team sport

Vendor Schneider Electric vows to do its bit to help partners get up to speed on establishing a green strategy, and to help customers to meet their own ESG objectives Continue Reading

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• Simon Quicke, Microscope Editor

How can business manage the financial cost of rail strikes?

Colin Dean, major accounts director at M-Files, offers some advice for those struggling with the transport strikes Continue Reading

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• Colin Dean, major accounts director, M-Files

Canalys: Partners have the power

The channel has got to a size and a position where it is a serious industry in its own right – and that will have an impact on ecosystem relationships Continue Reading

By

• Simon Quicke, Microscope Editor

NetApp ushers in Partner Sphere

Vendor’s partner programme will drive its channel towards the high-revenue areas of cloud and services Continue Reading

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• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

The usual busy week across the industry as some fresh talent is brought aboard to drive growth Continue Reading

Goodbye Tech Data, hello TD SYNNEX

With the merger completed, the rebranding of the distributor takes effect across most of the world Continue Reading

By

• Simon Quicke, Microscope Editor

Context: Resellers value relationship with distribution

Latest tranche of findings from channel watcher reveal a solid partnership between the two tiers Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Dominic Pierce, Cisco

The latest to share more details about themselves is Cisco’s UK channel lead Continue Reading

Powering strong partnerships for successful digital transformation

César Cernuda, president at NetApp, shares his thoughts about the need for collaboration to support success Continue Reading

By

• César Cernuda, NetApp

May the fourth be with you as you enter the final quarter with cautious optimism

The last three months of the year represent the busiest time for the channel as targets are aimed for and the year goes down as a success or failure Continue Reading

By

• Billy MacInnes

Barracuda looks to new CRO to share best practices

Security player’s recently appointed CRO will look at how it can take the best bits of its global channel activities and share them to improve its routes to market Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

It’s been another busy week on the personnel front across various parts of the channel Continue Reading

MicroScope at 40: Rola Dagher, Dell Technologies

Dell’s channel chief shares her thoughts about the past and future of the channel as MicroScope marks its anniversary Continue Reading

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• Simon Quicke, Microscope Editor

MicroScope: 40 years of MicroScope

As we celebrate MicroScope’s 40 anniversary, we look back (and forward) to assess how the channel keeps changing, with experts weighing in with their opinions Continue Reading

The channel: Four decades of change

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Where next for the channel?

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A history of MicroScope

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The channel: Four decades of change

To celebrate MicroScope’s 40th anniversary, we ask channel leaders to reflect on the changes seen over the past four decades – a shift to software, and the emergence of the managed service provider and the cloud are among the highlights Continue Reading

By

• Simon Quicke, Microscope Editor

The evolution of distribution

To mark the 40th anniversary of MicroScope, Frank Vitagliano, CEO at GTDC, shares his thoughts on the journey that the channel has been on for the last four decades and beyond Continue Reading

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• Simon Quicke, Microscope Editor

BT Wholesale reveals channel marketing concerns

Comms player shares research that reveals worries across the industry about the ability to market brand and capabilities effectively Continue Reading

By

• Simon Quicke, Microscope Editor

The channel journey

Ian French looks back over the evolution of the channel and shares his thoughts about those changes and some of the developments to come Continue Reading

By

• Ian French, CEO, Siceo

Where next for the channel?

As part of our 40th anniversary, we look ahead to get a sense of where the channel will go in the years and decades to come Continue Reading

By

• Simon Quicke, Microscope Editor

Change at the top at Content+Cloud

Fresh CEO comes in as former incumbent heads to a role at parent company with brief to look for further growth across Europe Continue Reading

By

• Simon Quicke, Microscope Editor

A history of MicroScope

As MicroScope celebrates its 40th anniversary, we look back and tell the story of the publication itself, with some industry memories of what it has meant to its readers Continue Reading

By

• Anton Allegranza Quicke

Nutanix enhances Elevate programme

Vendor looks to improve profitability and ease sales processes with a number of improvements to its partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Roger Whittle, Jigsaw24

In the latest profile interview, we find out a bit more about the CEO of Jigsaw24, Roger Whittle Continue Reading

Claroty bringing in Medigate partners

Operational technology security player is bedding in partners that have come on board following acquisition that took the firm into the healthcare market Continue Reading

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• Simon Quicke, Microscope Editor

Developing the subscription model

Customers and channel partners are moving to a world where flexible monthly payments are the norm, but that has meant distribution has had to take steps to support that shift Continue Reading

By

• Billy MacInnes

Expanding the distribution footprint

The Global Technology Distribution Council has shared some thoughts about the state of the channel, which has caught the eye of Billy MacInnes Continue Reading

By

• Billy MacInnes

Kaspersky enhances programme and Mimecast turns to Exclusive

Security vendors make moves to improve life for partners through enhancements and through deepening its distributor relationship Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The moves across the industry that caught the eye over the past seven days Continue Reading

By

• Simon Quicke, Microscope Editor

Paul Eccleston lands Exclusive Networks UK&I MD role

Distributor fills vacant leadership position with an experienced figure who has a strong channel background Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: The green agenda

Sustainability is now seen as a necessity for business to have on their agenda, so read about how the channel is turning green to capture customer attention. Also discover how the pandemic has changed sales forever and boosted the importance of relationships, as well as learn about how to handle currency fluctuations, rises and inflation Continue Reading

How can the UK channel handle currency fluctuations, potential price rises and inflation?

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Is there a need for sustainability-focused channel programmes?

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Gaining ESG skills a rising motivation for M&A activity

The need to have a good story around environmental, social and governance (ESG) is driving more mergers and acquisitions Continue Reading

By

• Simon Quicke, Microscope Editor

Transition continuing at K3 Business Technology

Channel player updates investors on progress made in its fiscal H1 as it looks to build a business serving the retail sector Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another busy week on the personnel front, with moves across the industry continuing Continue Reading

By

• Simon Quicke, Microscope Editor

VMware unifies partner programme

Enhanced offering from VMware offers more flexibility and support for various channel business models Continue Reading

By

• Simon Quicke, Microscope Editor

Ingram Micro Cloud rolls out Ultra offering

Subscription offering for channel partners is designed to support those looking for business growth Continue Reading

By

• Simon Quicke, Microscope Editor

Partners will walk away from vendors if experience drops short

Research from CompTIA has revealed that partner experience is a key factor in determining the strength of a relationship between partners and their vendors Continue Reading

By

• Simon Quicke, Microscope Editor

The Westcon-Comstor apprentice experience

The experience of an apprentice who has gone through Westcon-Comstor’s programme underlines how important the apprenticeships are to attracting the next generation of talent Continue Reading

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• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The channel does not take the summer off, and the personnel moves continue to stack up as we move into August Continue Reading

By

• Simon Quicke, Microscope Editor

Extreme Networks puts emphasis on training

Vendor Extreme Networks enhances partner programme with an emphasis on encouraging partners to get certifications and increase their technical training Continue Reading

By

• Simon Quicke, Microscope Editor

How can the UK channel handle currency fluctuations, potential price rises and inflation?

There are challenges in the market and the channel is having to deal with some difficult economic issues Continue Reading

By

• Billy MacInnes

Arrow Smart Terms aims to protect partner liquidity

Changing demands on partners and growing fears of inflation have led the distributor to come up with its own solution Continue Reading

By

• Simon Quicke, Microscope Editor

That channel and vendor relationship really matters

The channel is all about relationships and the latest insights from CompTIA have underlined that Continue Reading

By

• Billy MacInnes

Channel round-up: Who’s gone where?

The personnel moves continue to stack up, even as many head to the beach and enjoy a summer break Continue Reading

By

• Simon Quicke, Microscope Editor

Pandemic has changed the SaaS sales process

The channel has a small window to pitch in and needs to make sure it is prepared if it is going to be successful Continue Reading

By

• Simon Quicke, Microscope Editor

Nolan gets the chance to run Westcon-Comstor UK&I

Long-term staffer has worked through the ranks to get to the pinnacle of the UK organisation at distributor Westcon-Comstor UK&I Continue Reading

By

• Simon Quicke, Microscope Editor

Specialisations and verticals the NetApp channel approach

Vendor is looking to ensure partners are in a position where they can get deeper into customers and sell a wider solution Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another seven days that included some interesting personnel moves across the channel Continue Reading

Help to Grow scheme expanded to reach more SMEs

Channel has a larger number of prospects as smaller firms become eligible for funding for digital tools Continue Reading

By

• Simon Quicke, Microscope Editor

Is there a need for sustainability-focused channel programmes?

With growing attention around the ambition to get to net-zero carbon emissions, some vendors are introducing incentives and targets into channel programmes Continue Reading

By

• Billy MacInnes

Deep Instinct partner programme changes making a difference

Security player rolled out fresh offering in May and shares some of the initial reaction to those changes Continue Reading

By

• Simon Quicke, Microscope Editor

ISV support is the focus at Microsoft Inspire

Vendor’s partner event has included programme updates and enhancements to its commercial marketplace Continue Reading

By

• Simon Quicke, Microscope Editor

Heat sends workers home but more training on video comms needed

The extreme temperatures have again triggered a call for home working, but as Sharp has discovered, many SMEs are still adapting to how that works Continue Reading

By

• Simon Quicke, Microscope Editor

Microsoft gives Dezen channel chief role

Months after former incumbent left the business, the vendor has made its choice for who will be at the helm of the partner organisation Continue Reading

By

• Simon Quicke, Microscope Editor

Westcon-Comstor boss increases support for partners and staff

Distributor’s chief executive plans to ramp up partner support this year and is taking steps to protect staff from the cost-of-living crisis Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat outlines CEO succession plan

Channel player Softcat reveals that current boss Graeme Watt will leave that position in August next year Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

The industry never stands still, and talent helps grease the wheels of growth and innovation, as we see in this week’s ‘Who’s gone where?’ Continue Reading

By

• Simon Quicke, Microscope Editor

Nerdio enhances support for MSPs

Vendor Nerdio rolls out improved partner programme to make life easier for partners supporting Microsoft Azure environments, and N-able is also bolstering its ability to support CSPs Continue Reading

By

• Simon Quicke, Microscope Editor

Xerox bulks out digital services with Go Inspire

The print and document specialist is back in the acquiring mood as it adds more depth to its services Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

A busy seven days across the channel as executives are hired and positions are filled across various organisations Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Tim Britt, Dropbox

MicroScope talks to Tim Britt, Dropbox’s director of sales and channel for Central Europe, about what his thoughts on the channel and what gets him up in the morning Continue Reading

By

• Simon Quicke, Microscope Editor

Channel key for Google Cloud

Approach taken by public cloud player shows partners are critical to its growth ambitions Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: The slow march to Windows 11

It's taken a while, but the latest Microsoft OS is having an impact – read all about the journey to Windows 11, as well as the uptake of co-innovation and co-creation strategies in the channel, and Broadcom's acquisition of VMware Continue Reading

Distribution delivers for Dropbox

Evolution of disties has seen them better positioned to support a wide range of partners selling into the SME customer base Continue Reading

By

• Simon Quicke, Microscope Editor

Partner engagement crucial to making MDF work

Closer and early collaboration appears to be the key to making sure that marketing development funds are not being wasted Continue Reading

By

• Simon Quicke, Microscope Editor

Channel confidence holds firm

Agilitas survey shines light on positive mood across IT channel as CloudCoCo H1 numbers add to evidence of growth Continue Reading

By

• Simon Quicke, Microscope Editor

HPE rolls out Partner Ready Vantage programme

The focus is very much on supporting an as-a-service shift that has happened across the vendor’s channel base Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Reaching out for experience is the theme of the week as some executives with impressive CVs start fresh roles Continue Reading

By

• Simon Quicke, Microscope Editor

8x8 reaches out to Microsoft partners

Vendor adds programme tailored to gold partners that can sell Teams into enterprise customers Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data shares its position on the future of work

Distributor refurbishes Bracknell and Basingstoke offices with the emphasis on flexibility and collaboration Continue Reading

By

• Simon Quicke, Microscope Editor

Channel driving Tanium into fresh opportunities

Since reaching out to partners, the security player has seen its mid-market business expand Continue Reading

By

• Simon Quicke, Microscope Editor

BCN lands fresh PE backer

MSP set to continue with its expansive strategy after starting a relationship with a different private equity player Continue Reading

By

• Simon Quicke, Microscope Editor

GTDC: Distribution has kept momentum going into 2022

Industry group provides an update on where the channel is in Q1 after a couple of solid years of sales growth Continue Reading

By

• Simon Quicke, Microscope Editor

SAP launches partner training initiative

Vendor SAP aims to help reduce the skills gap and provide partners with access to a fresh wave of skilled individuals Continue Reading

By

• Simon Quicke, Microscope Editor

Things sound good now, but will they stay that way?

Broadcom is making the right noises to the channel after its acquisition of VMware, but Billy MacInnes has heard these sorts of positive soundings before Continue Reading

By

• Billy MacInnes

Five-minute interview: Kit Kyte, Checkit

MicroScope talks to Kit Kyte, CEO at intelligent operations platform CheckIt, to discover what makes him tick and what his opinions are surrounding remote working and technology Continue Reading

By

• Simon Quicke, Microscope Editor

Schneider Electric, Maintel and DataSolutions highlight green efforts

Vendor, cloud player and distributor illustrate some of the steps that are being taken across the industry on the sustainability front Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: A return to face-to-face meetings

With the world emerging from the pandemic, what role does the personal event and face-to-face meetings hold in business? Also read about the next step for the future of collaboration and communication services, and why there needs to be greater diversity across the channel Continue Reading

Striving for gender equality in the technology industry

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The importance of face-to-face meetings

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Schneider Electric cuts ribbon on more open partner programme

Vendor reacts to calls for a revised structure and introduces a fresh approach Continue Reading

By

• Simon Quicke, Microscope Editor

DataSolutions and ANS Group both talk growth

Channel players share insights into their performance and ambitions for the future Continue Reading

By

• Simon Quicke, Microscope Editor

Sage lifts lid on channel skills concerns

Vendor shares research that reveals the channel is looking to bolster expertise to support customers as well as their own businesses Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks and Ingram back cyber skills coalition

Distributors among those that have signed up to support efforts to arm more students with cyber security skills Continue Reading

By

• Simon Quicke, Microscope Editor

Coterie launches channel marketing community

Partner marketing agency looks to share best practice and trumpet the role of those running marketing campaigns across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

Schneider Electric steps up partner focus on sustainability

Power player launches an initiative and a fresh range of greener products as it looks to help partners meet customers’ green expectations Continue Reading

By

• Simon Quicke, Microscope Editor