Sales and Customer Management

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

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

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

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

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

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

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

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

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

Change is a constant as the channel looks ahead

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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

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

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

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

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

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

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

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

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

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

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

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

The value of the managed service provider

Understanding value is not always a given, but as Billy MacInnes discovers, it is important for service providers to know their worth Continue Reading

By

• Billy MacInnes

Channel roundup: Who's gone where?

Another roundup of some of the job moves that have caught the eye in the last working week Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Scaling the skills shortage

Navigating the challenges of retaining talent is an increasing concern for the channel, with many professionals set to change jobs – discover why this is and how big of a problem the industry faces. Also read about the increase in demand for anything as a service, and why exactly the channel keeps enduring through the years Continue Reading

The endurance of the channel: Who are you calling doomed?

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Market recovery drives channel optimism

Softcat CEO adds to the growing chorus across the channel who are feeling positive about the year ahead Continue Reading

By

• Simon Quicke, Microscope Editor

Context: Majority of channel optimistic about year ahead

Market watchers have quizzed thousands of resellers across the globe and found that most are feeling good about 2022 Continue Reading

By

• Simon Quicke, Microscope Editor

Channel key to delivering Avaya Experience Builders

Comms player reacts to the increasing need from customers for better employee experiences, with an ecosystem approach that pulls together partners and developers Continue Reading

By

• Simon Quicke, Microscope Editor

Channel showing optimism on sustainability front

Research from Agilitas IT Solutions has shown that channel leaders are facing up to the need to be more sustainable Continue Reading

Dell CEO praises partners

Vendor’s event provides an opportunity for senior leadership to express appreciation for their channel Continue Reading

By

• Simon Quicke, Microscope Editor

Exertis Pro AV extends support for Poly

As customers move to a hybrid working model the distributor has increased the technical assistance it can provide resellers Continue Reading

By

• Simon Quicke, Microscope Editor

Why some businesses are struggling to get to grips with working from home

We look at the reasons why some businesses have struggled to maintain productivity levels, staff engagement or creativity in remote working setups Continue Reading

By

• Sridhar Iyengar

MicroScope: Choosing a channel career

In this issue, we explore whether more partners equals better business, and take a closer look at how IT consumption is changing thanks to subscription services. Also read a special feature looking into whether the channel offers good prospects for school-leavers hoping to start on a career path that could make a difference Continue Reading

HP adds Amplify Data Insights platform to bolster channel effectiveness

Vendor will use data to ensure its offerings and those of its partners hit the mark with customers Continue Reading

By

• Simon Quicke, Microscope Editor

SCC founder awarded Legion d’honneur

Sir Peter Rigby given recognition for his business activities in France and his contribution to making the two countries stronger Continue Reading

By

• Simon Quicke, Microscope Editor

Pandemic exposes channel digital marketing skills gap

The shift to digital marketing has been a bridge too far for some partners and has highlighted that more effort is needed in this area Continue Reading

By

• Simon Quicke, Microscope Editor

Bytes keeps momentum going in H1

Channel player follows up maiden full-year numbers with signs that growth is continuing Continue Reading

By

• Simon Quicke, Microscope Editor

The endurance of the channel: Who are you calling doomed?

Predicting the demise of the channel had become a well-worn mantra, but those days are gone and there are few signs of the end coming any time soon Continue Reading

By

• Billy MacInnes

Cisco cutting complexity with partner experience efforts

Vendor Cisco is determined to protect channel profitability by reducing complexity that could get in the way of doing business Continue Reading

By

• Simon Quicke, Microscope Editor

Is having many partners always better?

Microsoft has a sizeable global channel that raises the question of whether that is the model that all vendors should be aspiring to follow Continue Reading

By

• Billy MacInnes

Taking a strange route to the channel

Next time you sit in front of a channel executive, remember that they might have started in a very different industry Continue Reading

By

• Nick Booth

The lasting impact of Covid-19

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Tech Data and Synnex complete merger

Time to welcome in a fresh brand and get up to speed with a new-look board of directors Continue Reading

By

• Simon Quicke, Microscope Editor

Signs that life is getting back to normal

The UK boss of Tech Data has seen market conditions improve since the start of the year as customers grow in confidence Continue Reading

By

• Simon Quicke, Microscope Editor

SMEs cautious about getting back into the office due to Delta variant

Research reveals that doubts persist about when to make the decision to return to the office, with the Delta variant still causing concern Continue Reading

By

• Simon Quicke, Microscope Editor

Bye ‘buy’ baby: subscription services are the future

We take a look at the changing face of IT consumption Continue Reading

By

• Graham Jones, regional director UK and Ireland, Exclusive UK

Channel emerging from pandemic optimistic about its position and future

Latest CompTIA report on the state of the industry reveals a channel that is changing but is also feeling positive about its situation Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Fiona Doak, Appgate

The latest to give MicroScope an insight into their life and career is Fiona Doak, director of channel sales EMEA at Appgate Continue Reading

Digital a major part of the strategy at Nuvias

Distributor is extending its online tools for resellers that want to use them and its recently acquired Cloud Distribution business has been adding to its portfolio Continue Reading

By

• Simon Quicke, Microscope Editor

Riverbed Community aims to share expertise

Partners encouraged to be part of an effort to improve technical knowledge around key areas in networking, app performance and security Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter on track for another strong year

Computacenter issues trading update covering H1, with the business enjoying growth and positioned to build on that in the second half Continue Reading

By

• Simon Quicke, Microscope Editor

Five minute interview: Neill Burton, F5

The latest channel figure to share some details of his life and career is director of channels and alliances for F5 in the UK and Ireland, Neill Burton Continue Reading

Nuvias Digital adds to distributors’ toolbox

Channel player increases the digital support that partners can tap into with a range of online services that can be accessed on-demand Continue Reading

By

• Simon Quicke, Microscope Editor

The lasting impact of Covid-19

Life is slowly starting to move back towards a more normal footing, but will things ever be quite the same in the channel? Continue Reading

By

• Billy MacInnes

Channel promotions player Consenna looks to reach more vendors

Firm’s Spark offering should give it the chance to work with more vendors looking to run promotional campaigns Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Life on the edge

With opportunities around edge computing on the up, we ask experts to weigh in on how the channel can approach using the tech to its advantage. Also discover how to encourage employees to take cyber security lessons seriously, and how collaboration is key to growth this year Continue Reading

Channel warned comms contracts not flexible enough

Comms player highlights a negative reaction from some customers to mutli-year contracts Continue Reading

By

• Simon Quicke, Microscope Editor

Insight warns money will be wasted if IT remains an island

A disconnect between those in the technology department and the rest of the business will undermine digital transformation efforts, warns channel player Continue Reading

By

• Simon Quicke, Microscope Editor

Watt lands CEO award with backing of Softcat staff

Softcat leader picks up award that resulted from views expressed by the channel player’s own employees Continue Reading

By

• Simon Quicke, Microscope Editor

Is it time to say farewell to the three-tier approach?

The pandemic has prompted many channel players to pause and think about just how effective their current marketing model is Continue Reading

By

• Simon Quicke, Microscope Editor

N-able looks to plug MSP marketing gaps

Firm launches marketing platform to provide managed service providers with access to a range of resources Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: A hybrid working world

With hybrid working set to become the norm as the world starts to return to a more normal footing post-Covid, we look at how businesses are preparing for the new world of work. Also discover how to tackle the sustainability challenge, and have some key questions answered around handling bottlenecks caused by large volumes of data Continue Reading

Softcat heads for ‘above expectation’ year

Firm’s third-quarter trading update should please investors that are looking to the channel player to continue growth Continue Reading

By

• Simon Quicke, Microscope Editor

Things to consider before signing off on PR

Are you an MSP or channel partner looking for a good PR and/or content agency? Gina Hough, managing director at MCC Int Ltd, reckons it’s all about being prepared Continue Reading

By

• Gina Hough, MD at MCC Int

Xerox highlights rising SME optimism

Firm shares insights from customers that seem to be keen to spend on automation and security and get support from the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Ascertus and DataSolutions tap into growth areas

Channel players report growth in remote working and security solutions as customers reacted to the pandemic Continue Reading

MicroScope: Exploring digital metamorphosis

Digital transformation is the buzz phrase, but is it more a question of evolution? In this issue, experts weigh in on digitisation and its effect on the world of work. Also read about local broadband providers aiming to improve internet connection and productivity, and find out how to tackle sales in a post-pandemic landscape Continue Reading

Softcat sets out ambitious sustainability targets

Channel player looks to mark itself out as a leader on the issue of sustainability, with carbon commitments and plans for the way it chooses those it works with Continue Reading

By

• Simon Quicke, Microscope Editor

Agilitas IT Solutions: Optimism in the channel holding firm

The latest research from Agilitas IT Solutions reveals that many in the channel are feeling good about their prospects despite the coronavirus pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Steve Santini, Schneider Electric

In the latest five-minute interview, Steve Santini, channel director of APC by Schneider Electric, takes some time to field the questions Continue Reading

It’s time for the channel to stand up and be counted on sustainability

With e-waste volumes growing, Tim Westbrook, director at Stone Group, argues that now is the time for the channel to show how it can help to tackle the sustainability problem Continue Reading

By

• Tim Westbrook, Stone Group

Sustainability remains the real challenge of our times

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The evolution of the channel partner: control the narrative to increase your sales

Johnny Carpenter, vice-president of EMEA sales at iland, shares some advice for partners looking to increase their sales in a post-pandemic world Continue Reading

By

• Johnny Carpenter, Iland

Digital transformation or digital evolution?

There is no doubt that customers are changing and moving to a more digital world – but perhaps this is better described as an evolution rather than a transformation? Continue Reading

By

• Billy MacInnes

BSL strategy accelerated by August

Private equity has given the business a chance to seal its first acquisition and look at taking more market share in an evolving market Continue Reading

By

• Simon Quicke, Microscope Editor

Executives increasingly open to external guidance from experts

External expertise is something that is rising up the agenda for C-suite customers looking for thought leaders Continue Reading

By

• Simon Quicke, Microscope Editor

Sustainability remains the real challenge of our times

The coronavirus might have dominated a lot of the headlines, but climate change remains a real threat to mankind Continue Reading

By

• Billy MacInnes

Exclusive Networks charts a digital course

Distributor's CEO provides update on progress made last year and ambitions for the rest of 2021 Continue Reading

By

• Simon Quicke, Microscope Editor

How to address Covid-19 in the long run and maintain a healthy business

Christian Alvarez, senior vice-president of worldwide channels at Nutanix, shares his advice around adapting to the challenges posed by the coronavirus pandemic Continue Reading

By

• Christian Alvarez, Nutanix

Offices won’t be full for some time to come

Channel will have a role in helping customers adjust to a hybrid working world, with many staff indicating they will continue to work from home Continue Reading

By

• Simon Quicke, Microscope Editor

Sabio moves for Salesforce partner makepositive

Customer experience specialist Sabio again turns to acquisition as a route to expanding its capabilities and market reach Continue Reading

By

• Simon Quicke, Microscope Editor

Cherwell signals expanding ITSM opportunity

Firm’s recent virtual Clear conference indicated that more customers were looking for employee development tools and no-code options Continue Reading

By

• Simon Quicke, Microscope Editor

Smart buildings: Shaping how we live and work in 2021

Changes are coming in the way that people work, says Matthew Margetts, director of sales and marketing at Smarter Technologies Continue Reading

By

• Matthew Margetts

Northamber looks to build on H1 2020

Distributor issues an update detailing how it fared in the last six months of 2020, with coronavirus and Brexit both having an impact on the business Continue Reading

By

• Simon Quicke, Microscope Editor

Service providers should ask more questions

Nick Booth catches up with Barracuda and hears how it wants its channel to ask much more about the everyday stuff of life Continue Reading

By

• Nick Booth

After finance, digital marketing is a key demand

The channel has reached out to vendors for digital marketing support with Dell sharing some of the progress it has made on that front 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

‘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

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