Channel Business Management

AWS marks a decade of partner network

Cloud giant looks for closer relationships with ISVs and consulting partners as it seeks to expand the range of services it can offer to customers Continue Reading

By

• Simon Quicke, Microscope Editor

Channel programme sparks growth for Arctic Wolf

Vendor marks a year since it launched its programme with an update on the progress it has made with partners Continue Reading

By

• Simon Quicke, Microscope Editor

Channel moves: Who's gone where?

A few moves have been made in the channel over the past working week as the hunt for growth continues Continue Reading

By

• Simon Quicke, Microscope Editor

Civo moves to four-day working week

Cloud player Civo becomes one of the first to offer staff the option of a four-day working week after a successful trial Continue Reading

By

• Simon Quicke, Microscope Editor

Earth Day: The channel can make a difference

As the focus settles on caring for the planet, the channel is being given opportunities to do its bit to help improve the situation Continue Reading

By

• Simon Quicke, Microscope Editor

Dell steps up retail edge support, flags channel opportunity

Vendor introduces more offerings for the retail sector, with UK channel boss urging partners to take a look at the market Continue Reading

By

• Simon Quicke, Microscope Editor

Content+Cloud joins Microsoft Intelligent Security Association

Channel player continues to enhance its relationship with the vendor as it joins the ecosystem looking to improve security Continue Reading

By

• Simon Quicke, Microscope Editor

Sustainability is impacting public sector relationships

Steve Haskew, head of sustainability and social leadership at Circular Computing, shares insights into how the growth in the importance of sustainability is affecting the market Continue Reading

By

• Steve Haskew, Circular Computing

Graham Jones retires from Exclusive Networks

Industry veteran deems the time is right to step back from the day-to-day and concentrate more time on family and golf Continue Reading

By

• Simon Quicke, Microscope Editor

Zoom looks for significant channel growth across EMEA

Collaboration specialist is working to a plan that will see revenues through partners increase significantly over the next few years Continue Reading

By

• Simon Quicke, Microscope Editor

Nuvias: Channel positive on growth but divided on hybrid working

Distributor Nuvias shares its latest research into the state of the UK channel, with mixed views around hybrid working Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Can life ever really be simple for partners?

In this issue, discover whether simplifying programmes and interactions with partners is achievable, and what barriers stand in the way for vendors looking to make life easier. Also read about why reskilling in a post-pandemic world is key to boosting industry, and learn about what to expect from the manufacturing sphere over the next year Continue Reading

Why keeping it simple is a channel challenge

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The petition becoming medium of protest for Microsoft channel

When Microsoft causes friction with the channel, it tends to spark an online response – and planned changes to the partner programme have done the same Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy week, with senior positions getting filled and boardrooms opening to some fresh faces Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Scott Walker, Illumio

The senior director of channel and alliances, EMEA at Illumio is the latest to share some personal insights in our five-minute interview slot Continue Reading

Numerous factors supporting Softcat growth

Channel player shares H1 numbers, with all the signs pointing to its momentum continuing Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data adds diversity group to increase inclusion

Distributor continues with its commitment to make all staff feel included and in the business Continue Reading

By

• Simon Quicke, Microscope Editor

Productivity and customer experience main areas of channel focus

Latest insights shared by Agilitas indicate where the priorities are for channel leaders as they look to react to customer needs Continue Reading

By

• Simon Quicke, Microscope Editor

Cloud, Windows and Teams should spur Microsoft channel growth

Microsoft puts its forthcoming shift in context as it outlines major changes to its partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Trying to fill the ever elusive skills gap

Skills has been a problem for a long time, and it’s led to Billy MacInnes wondering if it can ever be sorted Continue Reading

By

• Billy MacInnes

Microsoft makes major changes to partner programme

For the first time in a decade and a half, Microsoft is renaming and reconstituting its partner programme, with an emphasis on meeting customer needs Continue Reading

By

• Simon Quicke, Microscope Editor

Bytes trading update signals strong FY numbers coming

Channel player Bytes updates markets ahead of more details of its fiscal year performance coming later this spring Continue Reading

By

• Simon Quicke, Microscope Editor

The quiet revolution

The channel is starting to act decisively on diversity, equity and inclusion. David Watts, managing director of Tech Data, UK and Ireland, explains why he thinks this is important Continue Reading

By

• David Watts, managing director, Tech Data, UK and Ireland

Customers are demanding sustainability from channel partners

Caring about the planet is not just a nice thing to do but something that Karlton Gray, channel director at Schneider Electric UK & Ireland, believes the channel needs to do to continue to attract business Continue Reading

By

• Karlton Gray, Channel Director, Schneider Electric, UK & Ireland

Face-to-face sales still vital, says Kyocera

Print and document specialist Kyocera reminds partners that personal touch makes a difference and demos still help to close a sale Continue Reading

By

• Simon Quicke, Microscope Editor

Highgate IT Solutions trials four-day working week

Channel player Highgate IT Solutions is on the brink of a pilot to investigate if changes to the structure of work could benefit employees Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another smattering of executive moves across the industry this week as firms welcome in some fresh blood Continue Reading

By

• Simon Quicke, Microscope Editor

How to reconfigure the IT industry

Nick Booth catches up with Ciara Campbell, senior security engineer at Tenable. , to get her take on the changing world of the security industry Continue Reading

By

• Nick Booth

Consistency key to strong channel relationships

NetApp and Canalys share their thoughts about what underpins strong vendor and partner relationships Continue Reading

By

• Simon Quicke, Microscope Editor

SolarWinds CEO on life after Sunburst

Last year was dominated by the cyber attack, but the firm has learnt from that experience and has a clear strategy for the future Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Sam Linford, Deep Instinct

This time around, the vice-president of channel and MSSP for EMEA at Deep Instinct, Sam Linford, takes the questions Continue Reading

Juniper, ABBYY and Xactly enhance partner programmes

Trio of vendors put out expanded and enhanced partner programmes to drive further channel growth Continue Reading

By

• Simon Quicke, Microscope Editor

Microsoft UK partners on path to net zero

Vendor shares research that indicates the vast majority of its channel base are aiming to hit government sustainability targets Continue Reading

By

• Simon Quicke, Microscope Editor

IWD: Channel has made progress, but there is more to be done

Diversity across the industry has improved, but women working across the channel say that efforts to drive positive change must continue Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another week with people embarking on fresh chapters in their careers across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

Channel advised to reach out for help with sustainability

Trying to get into a carbon neutral position can be a daunting prospect, but an expert in the field advises leaning on support that will come from the partner ecosystem Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Taking the steady approach to becoming an MSP

In this issue, take a closer look at the risks and pitfalls on the journey to becoming a manages services provider, read about expected ongoing change and consolidation in the year ahead, and discover what experts have to say on the skills and supply chain shortages Continue Reading

Tech Data UK boss navigating through shortages, skills and inflation issues

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Change is a constant as the channel looks ahead

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Being open is at the heart of Red Hat’s channel approach

Open source player has worked hard to develop a strong ecosystem and is keen to develop that further to work closely with partners Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Matt Halsey, Cyren

The senior director of sales for EMEA and APAC at Cyren gives us a bit more of an insight into his life Continue Reading

Logicalis: The role of the CIO has changed

There will be no going back to the world we all knew prior to the pandemic, with customers now looking for support delivering ever-faster innovation Continue Reading

By

• Simon Quicke, Microscope Editor

Why keeping it simple is a channel challenge

The mantra from vendors is that they want to make life easier and make systems simple for partners – but that is not as easy as it sounds Continue Reading

By

• Billy MacInnes

CompTIA bolsters data training

Organisation reacts to growing market need for better understanding of data as it launches the first of four certifications in this area Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

The job moves keep coming as firms reach out for talent to help support growth ambitions Continue Reading

By

• Simon Quicke, Microscope Editor

Purechannels sets out to improve vendor and partners comms

Marketing player Purechannels launches platform designed to give a more customised experience for partners Continue Reading

By

• Simon Quicke, Microscope Editor

Channel tech predictions for a hybrid working future

Nick Offin, head of sales, marketing and operations at Dynabook Northern Europe, shares some thoughts about the opportunities that are emerging for the channel Continue Reading

By

• Nick Offin, head of sales, marketing and operations, Dynabook Northern Europe

Channel roundup: Who's gone where?

Another busy week across the industry, with several high-profile positions getting filled Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

A roundup of some of the personnel changes in the past working week includes some senior appointments Continue Reading

By

• Simon Quicke, Microscope Editor

Balancing the risks as an MSP

There is a growing trend among partners in converting into managed service providers – but are there risks to this approach that the channel needs to be aware of? Continue Reading

By

• Billy MacInnes

CDW delivers robust 2021 financials

Channel player has shown resilience over the course of what was another challenging year for the IT market Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data UK boss navigating through shortages, skills and inflation issues

An insight into what topics are on the mind of David Watts will echo across others in channel leadership positions Continue Reading

By

• Simon Quicke, Microscope Editor

Dell channel chief shares vision of data-driven market

Rola Dagher has penned a blog post in the wake of Dell’s partner programme updates, sharing her thoughts on market growth Continue Reading

By

• Simon Quicke, Microscope Editor

Dell simplifies channel incentive structure

Vendor announces several changes as it updates the partner programme for the fiscal year 2023 and looks to make life simpler for its channel Continue Reading

By

• Simon Quicke, Microscope Editor

Kyocera Document Solutions boss calls for carbon negative to be the goal

Print player’s UK CEO argues that aiming to be carbon neutral through offsetting does not go far enough on the sustainability issue Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Spotting the hidden security dangers

In this security-focused issue, we take a closer look at the threats and security trends experts expect to increase and pop up over the course of 2022. Also read how proposed government regulations could spell eye-watering fines for MSPs, and how being green could be more difficult than anticipated Continue Reading

Five-minute interview: Anton Shelepchuk, Nakivo

The vice-president of worldwide sales at the data protection and recovery software player shares some personal insights, including his teen dream of becoming a professional footballer and some investment advice that he was wise to ignore Continue Reading

My channel take: Jeremy Nicholls, Neustar Security Services

Neustar executive, Jeremy Nicholls, shares his channel career story and his thoughts about what the future holds Continue Reading

By

• Simon Quicke, Microscope Editor

Channel needs to get sustainability message to protect bottom line

Research from DataSolutions and Hoxton Macs underlines the risk of losing contracts and denying customers savings for those that fail to get to grips with sustainability Continue Reading

By

• Simon Quicke, Microscope Editor

Nuvias joins the GTDC ranks

Distributor joins the Global Technology Distribution Council, an organisation dedicated to promoting the value of members Continue Reading

By

• Simon Quicke, Microscope Editor

Neil MacDonald steps into HP UK&I channel role

HP looks within the company for its next country channel head as it aims towards further growth to be generated across its partner base Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

The regular catch-up on personnel moves highlights quite a few senior changes Continue Reading

By

• Simon Quicke, Microscope Editor

Kaspersky MSP growth plans are delivering

Security vendor has been working for three years to grow its managed service base and the results show those efforts have reaped rewards Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter updates investors on strong finish to 2021

Channel player reveals revenue growth that exceeded expectations as it shares some pre-close details ahead of full-year numbers later this quarter Continue Reading

By

• Simon Quicke, Microscope Editor

What does the emergence of Trellix mean for the channel?

The combined forces of McAfee Enterprise and FireEye should provide opportunities for partners, states Trellix’s CRO Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

A mixture of promotions and reaching out to fresh talent continues as firms across the industry look for talent Continue Reading

By

• Simon Quicke, Microscope Editor

Change is a constant as the channel looks ahead

Concluding our two-part look at what lies ahead this year, we find expectations of more consolidation and ongoing change Continue Reading

By

• Billy MacInnes

Bay steps into Ingram CEO role as Monié calls time on tenure

Changes at the top for distributor as long-serving CEO moves into a executive chairman position Continue Reading

By

• Simon Quicke, Microscope Editor

First post-merger numbers show revenue growth at TD Synnex

Distribution giant shows it has benefited from getting bigger and has plans to continue that momentum in 2022 Continue Reading

By

• Simon Quicke, Microscope Editor

Midwich, Nuvias and Pax8 drive early consolidation efforts

The year is still a matter of days old and already distributors and cloud specialists have opted to add more products and geographical coverage Continue Reading

By

• Simon Quicke, Microscope Editor

Murphy departs for NTT and Boxall steps into her Tech Data role

Changes coming at the end of the month as experienced distribution executives start fresh chapters Continue Reading

By

• Simon Quicke, Microscope Editor

What’s in store for the channel in 2022?

In the first part of a two-part look at what lies ahead this year, Billy MacInnes reveals what many expect will be the areas of interest in the next 12 months Continue Reading

By

• Billy MacInnes

MicroScope: Squaring up to ransomware

In this issue, discover how to best fend off the ever-increasing threat of ransomware, learn what the next stage of the data warehouse could be, and find out what leading channel experts believe awaits the industry in the year ahead Continue Reading

Five-minute interview: Rob Billington, Netwrix

Rob Billington, head of channel EMEA and APAC at Netwrix, shares with us his wanderlust, repeated brushes with death and a love of pudding Continue Reading

2021 review: The main channel themes

A look back over the past 12 months, focusing on the top 10 themes that have affected the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter builds on AWS relationship

Channel player Computacenter has ambitions to enhance its status with the cloud giant further as it reflects on AWS re:invent Continue Reading

By

• Simon Quicke, Microscope Editor

Lenovo unveils 360 channel framework

Vendor will bring channel activities under one umbrella to reflect changes it made to the firm’s structure earlier this year Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

It’s been another busy week with personnel moves across the industry as firms look to bolster their management teams Continue Reading

By

• Simon Quicke, Microscope Editor

Workflow player monday.com seeks UK channel growth

Firm has cut the ribbon on a London HQ and is keen to increase partner numbers and revenues coming through the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Michelle Seifert, ATTO Technology

This time around, we put the questions to Michelle Seifert, international sales executive for ATTO Technology Continue Reading

MicroScope: Valuing the MSP

In this month’s MicroScope, we look at why customers should be prepared to pay for the value offered by a managed service provider, identify the biggest drivers in the data storage market, and look at why some firms are struggling to get to grips with remote working. Read the issue now Continue Reading

Westcon-Comstor invests in people and processes to support hybrid work

Distributor Westcon-Comstor is ideally situated to support the customer shift to a hybrid-working world, but is making sure it can do so as efficiently as possible Continue Reading

By

• Simon Quicke, Microscope Editor

Juniper Networks adds top tier to partner programme

Networking player will make sure the best of the best will get access to more support and rewards from the start of next year Continue Reading

By

• Simon Quicke, Microscope Editor

As Dorsey leaves Twitter, what impact does a CEO have?

The decision by the boss of Twitter to call time on his CEO role raises questions about the value of leadership Continue Reading

By

• Billy MacInnes

AWS expands partner paths to respond to channel variety

Public cloud player Amazon Web Services shakes things up in the way partners can classify themselves as it looks to cover more bases Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

A few personnel moves caught the eye in the last working week as the channel continues to seek out talent Continue Reading

By

• Simon Quicke, Microscope Editor

Nutanix: 2022 channel predictions

Vendor’s EMEA channel chief shares what he believes will feature on the partner landscape in the year ahead Continue Reading

By

• Adam Tarbox, vice-president, EMEA channel sales, Nutanix

My channel take: Michael O’Hara, DataSolutions

How did O’Hara get to be running the security and digital workplace distributor and what does he think about the current state of the market? Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat keeps momentum going in Q1

Channel player shares a trading update on the progress it made in its first fiscal quarter Continue Reading

By

• Simon Quicke, Microscope Editor

IT Priorities 2022: MSP importance rising

TechTarget research reveals that a record number of customers across Europe are looking to work with managed service providers Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

The weekly catch-up with personnel moves across the industry includes some senior appointments Continue Reading

By

• Simon Quicke, Microscope Editor

Illumio taps into rise in zero trust demand

Security player has bolstered channel efforts to put itself in a good position to mop up market share Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks working with NightDragon startups

Distributor chosen as partner to take emerging technologies out to the channel as the investment firm looks for more routes to market Continue Reading

By

• Simon Quicke, Microscope Editor

Being trusted advisors key for Dell’s channel

UK channel boss provides update, with the vendor encouraging partners to deepen their relationships with customers Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

A couple of examples of promotion this week, underlining that talent deserves the chance to grow and flourish Continue Reading

By

• Simon Quicke, Microscope Editor

Hybrid working sparks channel opportunities

Riverbed Technology has charted a rise in customer plans to adopt more flexible working and has shared what that means for its partners Continue Reading

By

• Simon Quicke, Microscope Editor

Immerse simplifies virtual reality training for the channel

Training specialist looks to develop its channel relationships as it builds its presence in the market Continue Reading

By

• Nick Booth

Cisco aims to make life easier with revised enterprise agreement

Vendor reveals changes to its enterprise agreement that it says will make it easier for partners to sell across the Cisco portfolio and meet the demands of customers Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks extends F5 relationship globally

Distributor will get the chance to handle the vendor’s portfolio on a worldwide basis Continue Reading

By

• Simon Quicke, Microscope Editor