Channel Business Management

Dell rolls out increased rewards for cross-selling

Vendor announces enhancements to its global partner programme, with incentives for top partners to sell more Continue Reading

By

• Simon Quicke, Microscope Editor

Imperva and Acronis boost channel support

Data protection players roll out enhancements for partners to reach more customers and give MSPs increased support Continue Reading

By

• Simon Quicke, Microscope Editor

Watts steps into Gass role at Tech Data

Distributor promotes its current UK&I managing director to take on even more responsibility Continue Reading

By

• Simon Quicke, Microscope Editor

Spectra Logic increases digital marketing support

Storage vendor Spectra Logic enhances channel programme with more support on offer for those who want to take the sales conversation online Continue Reading

By

• Simon Quicke, Microscope Editor

Versa Networks rolls out more formal channel approach

Global partner programme replaces an ad-hoc approach and comes at a time when both SASE and SD-WAN are surfing a wave of demand Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another week of movement across the channel, with vendors and partners hiring for growth Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter adds to picture of strong Q4

Channel player issues trading update that adds to a growing list of evidence that H2 and the last few months of last year were robust for the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Sectigo launches programme and bolsters channel training

Security firm Sectigo is stepping up its channel support with a programme and portal designed to provide more access to training and marketing Continue Reading

By

• Simon Quicke, Microscope Editor

‘Sticking plasters’ applied in first lockdown leave users vulnerable

Channel urged to make sure customers are not left using inadequate products that they acquired in March last year to get them through the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another busy week in HR departments across the industry with some significant channel appointments being made Continue Reading

By

• Simon Quicke, Microscope Editor

The cyber security channel – what’s in store for 2021?

Ben Richardson, head of channel EMEA at Forcepoint, shares his thoughts about what cyber security could look like in the year ahead Continue Reading

By

• Ben Richardson, Forcepoint

CrowdStrike backing top partners

Security player will deepen investment in its top-level partners as it looks to reward those who have invested in the firm Continue Reading

By

• Simon Quicke, Microscope Editor

Commvault’s channel chief outlines a busy year ahead

Recently appointed John Tavares has plans to reach out to MSPs, get more partners involved with SaaS and has a partner programme to launch in Q2 Continue Reading

By

• Simon Quicke, Microscope Editor

Kaseya CEO: MSPs stopped an SME catastrophe

The managed service community has kept many small and medium-sized enterprises going throughout the course of the pandemic, says Kaseya CEO Continue Reading

By

• Simon Quicke, Microscope Editor

Distribution comes through pandemic year strongly

Record sales and a rapid response to the changing demands caused by the coronavirus pandemic helped the channel get through 2020 Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data launches hardware apprenticeship

Distributor plans to offer more support to resellers as staff sign up to increase their technical knowledge Continue Reading

By

• Simon Quicke, Microscope Editor

Exertis increases efforts to drive diversity and inclusion

Channel player keen to increase its appeal across the globe as a diverse and inclusive employer Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

The first working week of 2021 saw a few personnel moves across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

Agilitas opens Euro logistics hub to sidestep Brexit issues

Channel player will have stock in the Netherlands to keep supplying its customers spread across the EU Continue Reading

By

• Simon Quicke, Microscope Editor

Intel unifies partner programmes

Vendor hoping simplicity and increased support in a fresh partner programme will benefit its channel Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope – January 2021: Looking to the future

In this issue of MicroScope, take a look at what the year ahead holds for the channel after a largely positive 2020. Also discover why IAM technology is so important for post-pandemic cloud computing, and what approaches are fundamental to finding business success Continue Reading

Sapphire, Charterhouse and Pax8 strike deals

Appetite for acquisitions across the channel shows no sign of abating, with a few deals struck already this week Continue Reading

By

• Simon Quicke, Microscope Editor

Commvault ushers in fresh channel chief

Former Dell EMC executive takes up the challenge of strengthening Commvault’s global partner base Continue Reading

By

• Simon Quicke, Microscope Editor

TelcoSwitch plans to use funding to boost channel

Unified communications specialist TelcoSwitch gains access to a few million pounds in a funding round that should provide more support for its partners Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat bolsters public sector efforts with major hire

Channel player turns to former VMware staffer to take charge of its public sector division Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Gerry Sheldrick, Exclusive Networks Ireland

Exclusive Networks Ireland’s country manager, Gerry Sheldrick, tells MicroScope about his career and ambitions, as well as some insight into what makes him tick Continue Reading

2021: What the channel thinks is coming next

This year has been a strange one, and the pandemic is going to linger into the next, along with Brexit and other unknowns, but the channel is ready for whatever comes Continue Reading

By

• Billy MacInnes

2020: A year of accelerated change in the channel

A look back over some of the main themes of a year that will be long remembered thanks to the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Supply delays hitting some customers

Brexit is looming and there are delays at the ports – and that is having an impact in the channel and among its customers Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys recognises vendor leadership through pandemic

Analyst firm’s latest Channel Leadership Matrix picks up on those vendors that have given partners excellent support Continue Reading

By

• Simon Quicke, Microscope Editor

Fundamental principles for channel business success

Steven Santini, UK&I channel director of Schneider Electric, shares his thoughts around just what underpins a winning approach Continue Reading

By

• Steve Santini, APC by Schneider Electric

Fujitsu puts ecosystem platform at heart of channel approach

Vendor is adding partners to its collaborative platform that launched last month to encourage more cross-channel partnerships Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam ending the year with growth across the channel

The backup software vendor has seen demand rising from customers of all sizes, with its partners able to tap into those market conditions Continue Reading

By

• Simon Quicke, Microscope Editor

Bytes IPO over subscribed

Business valued at approximately £646.6m as it marks a successful IPO with conditional trading starting on the LSE Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Emanuel Salmona, Claroty

MicroScope speaks to Emanuel Salmona, vice-president of global partnerships at Claroty, to find out some details on his work and life Continue Reading

By

• Simon Quicke, Microscope Editor

Insight UK boss on taking the positives from a challenging year

Darren Hedley opens up about the impact the current pandemic has had on his relatively short time in the UK&I managing director role at Insight Continue Reading

By

• Simon Quicke, Microscope Editor

Ingram Micro ends Chinese adventure with $7.2bn sale

Distributor Ingram Micro has been picked up by US private equity player Platinum Equity, ending four years under the ownership of the HNA Group Continue Reading

By

• Simon Quicke, Microscope Editor

Denise Bryant gets UKI channel role at NetApp

Well-known channel figure Denise Bryant takes lead role for indirect business at cloud and data management specialist NetApp Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

There is still time in 2020 for some senior appointments to be made across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Reasons to be positive for 2021

In this issue, discover why the continued digital transformation trend means 2021 is looking good for the channel. Also read how business processes can be optimised by adding artificial intelligence to the mix, and how the channel is looking at the challenge of sustainability Continue Reading

Softcat: Coronavirus impacting customer tech priorities

 Continue Reading

Cisco channel prospects looking solid going into 2021

Cisco is closing out the year with programme enhancements, an increasing focus on collaboration and strong evidence that its partner base has innovated through the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

SME customers showing signs of coronavirus impact

The pandemic has hit many small and medium-sized businesses and they are showing signs of caution and distress Continue Reading

By

• Simon Quicke, Microscope Editor

Cloud Distribution masterclass series puts emphasis on sales

Distributor extending the online support it can provide to partners keen to improve their sales skills Continue Reading

By

• Simon Quicke, Microscope Editor

The channel in the pandemic, datacentres for investors – Computer Weekly Downtime Upload podcast

In this episode of the Computer Weekly Downtime Upload podcast, Simon Quicke joins Caroline Donnelly, Clare McDonald and Brian McKenna to discuss how the IT channel has fared in the pandemic, how datacentres have evolved as investment assets, STEM education for children, and data strategy at Guide Dogs Continue Reading

By

• Simon Quicke, Microscope Editor
• Caroline Donnelly, Senior Editor, UK
• Brian McKenna, Senior Analyst, Business Applications

Channel round-up: Who’s gone where?

It’s another busy week, with some well-known names popping up at different companies Continue Reading

By

• Simon Quicke, Microscope Editor

Centreon goes channel-first to boost growth

Firm is not alone in viewing the channel as a way to increase its growth prospects Continue Reading

By

• Simon Quicke, Microscope Editor

Insight urges customers to examine costs closely before cutting jobs

Channel player is concerned customers are laying off IT staff when savings could be made elsewhere in the business Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Olen Scott, Aryaka Networks

In this interview, MicroScope asks Olen Scott, senior vice-president of worldwide channels at Aryaka Networks, about his life, career and inspirations Continue Reading

Juniper to spend millions on the channel

Juniper Networks uses partner conference to talk about bold moves to increase investment in the channel and take market share Continue Reading

By

• Simon Quicke, Microscope Editor

Why consultation helps IT service providers keep customers for longer

Managed service providers need to focus on the ‘partner’ aspect of their role, says Mav Turner, group vice-president of products for SolarWinds MSP Continue Reading

By

• Mav Turner, SolarWinds MSP

Samsung arms partners with tools to support greater mobility

Firm’s UK channel boss explains the thinking behind the recent launch of Samsung One and why it wants existing partners to benefit from its investments Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who's gone where?

We look at more moves taking place across the industry, with some senior appointments being made in the hunt for growth Continue Reading

By

• Simon Quicke, Microscope Editor

Redcentric ends sale discussions without deal

MSP Redcentric reveals that discussions with potential suitors have terminated without a sale Continue Reading

By

• Simon Quicke, Microscope Editor

DCC Technology delivers revenue growth in H1 2020

Exertis owner navigates the challenges of the coronavirus and indicates that the quarter has seen improvements in its B2B portfolio Continue Reading

By

• Simon Quicke, Microscope Editor

GTDC praises distribution’s response to the pandemic

The industry group has held its annual summit, with CEO Frank Vitagliano highlighting just how well distribution has navigated the challenges of Covid-19 Continue Reading

By

• Simon Quicke, Microscope Editor

ConnectWise makes double security acquisition

MSP specialist moves to make life easier for those trying to manage threat detection and prevention Continue Reading

By

• Simon Quicke, Microscope Editor

Covid-19 pandemic highlights a crisis of data

Paul Evans, CEO of Redstor, shares his views about why he feels the ‘new normal’ offers unprecedented opportunities Continue Reading

By

• Paul Evans, Redstor

HPE rolls out partner programme enhancements

Vendor keen to drive as-a-service and increase activity in the SME market among its partner base Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat: Coronavirus impacting customer tech priorities

Firm’s research shines a light on where enterprise users are looking to shore up their IT capabilities Continue Reading

By

• Simon Quicke, Microscope Editor

Centreon looks for UK growth via the channel

Software player shares an ambition to grow its business here and to do so by working with resellers and MSPs Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Simplify the path to partner programmes

In this issue, discover how to navigate the complexity of channel partner programmes to best foster relationships, how business intelligence software is helping companies look beyond Covid-19, and why leaders are looking forward to 2021 Continue Reading

The challenge of solving the partner programme puzzle

 Continue Reading

Samsung One launches with emphasis on mobility

Vendor increases mobile tools for the channel as it launches a fresh partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Dynabook increases digital support for partners

Mobility specialist has reacted to the pandemic with partner programme enhancements and increased online support Continue Reading

By

• Simon Quicke, Microscope Editor

Bytes signals flotation ambitions

Channel player Bytes looks to split from South African owners and go it alone as a public company Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco CEO outlines channel relationship in cloud-first era

Cisco and partners must ‘think differently’ about how to coexist, says Chuck Robbins Continue Reading

By

• Christine Horton

Managed print channel upbeat over year ahead

Despite the ongoing pandemic, Quocirca found that many in the managed print world are looking to 2021 with better expectations Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Personnel moves that will interest the channel at Citrix, Mimecast, CyberGuard Technologies and ITS Continue Reading

By

• Simon Quicke, Microscope Editor

Datto CEO talks of increased support for partners post-IPO

MSP specialist plans to beef up its engineers, product and support staff after becoming a public company Continue Reading

By

• Simon Quicke, Microscope Editor

Tech is at the forefront of customer needs

The channel has had a good year so far and there are reasons to be optimistic about that continuing into 2021 Continue Reading

By

• Simon Quicke, Microscope Editor

Sophos and Splunk register spikes in channel activity

Vendors share details of increased activity on the channel front over the course of the coronavirus pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat delivers growth through the pandemic

Softcat’s FY20 numbers show that the channel player continued to succeed in growing its bottom line despite the coronavirus Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

It’s been a busy couple of weeks across the industry as more hires are made to support growth ambitions Continue Reading

By

• Simon Quicke, Microscope Editor

MSP channel gets more programmes, tie-ups and products

Sharp UK, Barracuda MSP and Toshiba Tec, and Cherwell are all taking steps to enhance their offerings and positions in the managed services market Continue Reading

By

• Simon Quicke, Microscope Editor

NetSuite upbeat over channel progress

Cloud ERP specialist has seen partner numbers increase in the 18 months since it launched its latest channel programme Continue Reading

By

• Simon Quicke, Microscope Editor

The challenge of solving the partner programme puzzle

Getting relationships with the channel is critical and many look to make that simple – but achieving it is a complex ambition Continue Reading

By

• Billy MacInnes

Training’s shift to virtual is a lasting legacy of the pandemic

CompTIA has shone the spotlight on how Covid-19 has changed the industry as it starts its EMEA partner event Continue Reading

By

• Simon Quicke, Microscope Editor

GTDC: Two-tier model offers vendors highest returns

Working with distribution and resellers rather than opting to go single-tier or direct is the best go-to-market strategy for vendors Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam will extend channel options with Kasten

The addition of container back-up options will give channel partners a wider solution to pitch, according to Veeam’s CTO Continue Reading

By

• Simon Quicke, Microscope Editor

Nutanix looks for GSI growth

Pressure is increasing to demonstrate to customers that cost savings can be realised quickly, according to the GSI leader at Nutanix UK Continue Reading

By

• Simon Quicke, Microscope Editor

Current conditions could foster further consolidation

Boss of SCC reveals that the company is considering some deals at a time when M&A activity is continuing across the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys: A profitable year for the channel

The channel has managed to navigate one of the most challenging years so far in a positive way Continue Reading

By

• Simon Quicke, Microscope Editor

Channel leaders cautiously optimistic about 2021

Challenges lie ahead, but the importance of technology is clear and steady, according to those responsible for supplying it to customers Continue Reading

By

• Simon Quicke, Microscope Editor

HPE boss looking for channel to bring SME growth

HPE is looking to reward those that bring in more business from small and medium-sized customers over the next year Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys: Pandemic has created winners and losers

As anyone in the channel serving vertical markets such as hospitality and travel will already know, there have been some real business victims of Covid-19 Continue Reading

By

• Simon Quicke, Microscope Editor

There is no one-size-fits-all

Vendors would like to think that they understand partners but as Billy MacInnes points out that is a hard challenge when so many are different from each other Continue Reading

By

• Billy MacInnes

Sabio adds more CX muscle with Anana

Customer experience specialist Sabio makes its fourth acquisition this year as it continues to back its ambition to become a major European player in the CX market Continue Reading

By

• Simon Quicke, Microscope Editor

Trolle eyes expansion at Exclusive Networks

New CEO is keen to bulk out global presence to make sure company increases its representation in more markets Continue Reading

By

• Simon Quicke, Microscope Editor

Pandemic sparks revenue climbs in unified comms and collaboration

IDC has shared its views of what happened in the market in the second quarter, with the shift to home working having a clear impact on demand Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Get in touch with remote network security

In this issue, find out how the security channel has been working to ensure the network safety of remote workers during the pandemic. Also read about how flash-based storage is being enhanced to include ground-breaking technology using helium and DNA, and discover how data is the key to encryption Continue Reading

WatchGuard swells channel with Panda partners

Three months after it completed the acquisition of endpoint player Panda Security, WatchGuard has significantly expanded its channel base Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam unveils VASPs

Data management specialist backs skilled channel specialists who can help solve customer problems Continue Reading

By

• Simon Quicke, Microscope Editor

Context: Distribution efforts through coronavirus appreciated

Resellers grateful for the help provided by distributors during Covid-19 pandemic but indicate they want more support in moving to a cloud services world Continue Reading

By

• Simon Quicke, Microscope Editor

HPE points distribution to everything as a service

Vendor holds its distribution event with a number of enhancements being rolled out to make it easier to sell services Continue Reading

By

• Simon Quicke, Microscope Editor

VMware continues to build on Partner Connect

Against a changing landscape, the vendor has stepped up efforts to ensure that its partner programme is delivering what the channel needs Continue Reading

By

• Simon Quicke, Microscope Editor

Cameyo, Dynatrace and Automation Anywhere launch partner programmes

The three vendors have all decided to enhance the programmes and certifications they can offer to partners Continue Reading

By

• Simon Quicke, Microscope Editor

Consenna sets sights on £10m revenues

Firm has seen growth ramp up over the past year and is now considering more international growth Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

Another busy few days, with – amongst other moves – Dell’s former channel chief popping up as US boss at Insight Continue Reading

By

• Simon Quicke, Microscope Editor

As-a-service offers take centre stage at HP Reinvent

HP shares details of more services that partners can take out to those working at home during the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor