Sales and Customer Management

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

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

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

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

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

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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

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

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

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

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

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

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

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

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

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

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

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

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

It’s not personal

Billy MacInnes shares a few thoughts on the industry’s love of the word ‘consumer’ Continue Reading

By

• Billy MacInnes

Renew your selling system and make digital marketing effective

Chris Davies, managing director of Sandler Training, has some sound advice for those in the channel trying to ramp up their digital marketing efforts Continue Reading

By

• Chris Davies, Sandler Training

Fintechs ramping up efforts to get loans into SME hands

With the deadline for the government-backed coronavirus loan scheme looming, efforts are being made to try to get those small firms looking for financial aid logged onto the system Continue Reading

By

• Simon Quicke, Microscope Editor

Cloud Distribution heads to Moon to support growth

Distributor keen to increase opportunities for fresh business opportunities, making a couple of promotions to back up that aim Continue Reading

By

• Simon Quicke, Microscope Editor

Is the channel missing the ‘human touch’?

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How can technology businesses make a safe return to business?

Miriam Murphy, senior vice-president at Tech Data Advanced Solutions, shares her thoughts about how we can start to get back to more normal working practices Continue Reading

By

• Miriam Murphy, Tech Data

Tech Data shows expansion ambitions with APAC buy

With the backing of its new owners, the distributor has begun to flex its muscles and has picked an acquisition target to bolster its Asian presence Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data gearing up for more familiar Q4

As life gets ever closer to returning to a more normal state, the distributor has noticed enterprise projects coming back Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Darren Laurie, Versa Networks

It’s time for another channel executive to share some details about their life and career Continue Reading

Coronavirus accelerates digital transformation

The changes that have happened over the last six months have seen many customers make a dramatic shift in their stance on digital transformation Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam partners building on wave of fresh customers

Vendor has seen users turn to its technology during the pandemic and is keen to make sure they remain there for the long-term Continue Reading

By

• Simon Quicke, Microscope Editor

Channel pandemic response: Virtual events are king, but support could improve

Feedback from MicroScope’s virtual channel event reveals some insights into the current thinking in the industry, with the majority focusing on virtual events and stating they're happy with support – but nearly a quarter say more could be done Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat on course for strong FY20

Channel player continues to deliver growth as it issues a trading update to cover its last fiscal quarter Continue Reading

By

• Simon Quicke, Microscope Editor

Event: Navigating a post-pandemic world

MicroScope is holding a virtual event to discuss the changes that Covid-19 has sparked across the channel, what comes next and how to be more effective at digital marketing Continue Reading

By

• Simon Quicke, Microscope Editor

Buying and selling: this time, it’s personal

People buy from people, so the saying goes, and the coronavirus pandemic has tested the channel’s ability to do just that Continue Reading

By

• Billy MacInnes

RingCentral sings praises of master agency model

Cloud comms player is the latest to voice support of an approach that is starting to gain more ground in the UK Continue Reading

By

• Simon Quicke, Microscope Editor

Channel eyes opportunities around hybrid working

There is a fresh two-word contender to challenge digital transformation for dominance in every channel conversation Continue Reading

By

• Simon Quicke, Microscope Editor

Trams celebrates 30 years

Reseller reaches milestone and reflects on its history, with its people getting the nod for helping the firm prosper over three decades Continue Reading

By

• Simon Quicke, Microscope Editor

Is the channel missing the ‘human touch’?

Research from Kaspersky suggests vendors need to improve their relationships with channel partners, with experts weighing in on how to develop a closer bond through programmes and education Continue Reading

By

• Christine Horton

Coronavirus has not knocked the sustainability pitch

Epson reports that channel partners and customers are still talking green even in the face of the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Fujitsu changes approach to training

Vendor looks to end box-ticking exercise and deliver more customised support for partners Continue Reading

By

• Simon Quicke, Microscope Editor

Channel ends Q2 2020 on a high across Western Europe

Analysis of the market from Context reveals that the end of the second quarter continued to deliver growth for many across Western Europe, in spite of the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Door opening wider for Canalys Channel Forum 2020

Analyst firm Canalys has moved its event online, which should give more people the chance to attend Continue Reading

By

• Simon Quicke, Microscope Editor

DCC Q1 update paints a picture of improving conditions

Exertis parent updates investors ahead of AGM, with signs of trading performance improving as the weeks progress Continue Reading

By

• Simon Quicke, Microscope Editor

Sellers adapting to a digital world

There are signs that channel sales staff are getting more comfortable with a digital approach Continue Reading

As IT moves deeper into the factory the channel should follow

Schneider Electric is urging partners to get involved with the convergence happening between the operational technology and information technology worlds Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks brings the curtain down on its festival

Distributor has spent the week educating and entertaining partners through its online festival Continue Reading

By

• Simon Quicke, Microscope Editor

What will the ‘new normal’ look like?

With thoughts starting to turn to a post-coronavirus world, the channel is trying to work out what changes made in the past few months will stick Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data flexes financial muscles after Apollo deal

Deal to acquire the distributor finally closes and the channel player is quick to show off what the benefits of private ownership will involve Continue Reading

By

• Simon Quicke, Microscope Editor

No Glastonbury? Try the Exclusive Networks festival

Resellers can register for the festival, running all of next week, to gain insights, get entertained and get into gear on future plans from the distributor Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco: Partners heading in the right direction

The coronavirus pandemic has not knocked Cisco’s existing strategy off course, with the vendor convinced its channel is able to tackle current and future problems Continue Reading

By

• Simon Quicke, Microscope Editor

Now is the time for traditional partners to change

Cisco warns those resisting a move to services and software-led business that the coronavirus pandemic could hit them hard Continue Reading

By

• Simon Quicke, Microscope Editor

Security rises to the top of the MSP agenda

Research from Datto and IT Glue provides a snapshot of how managed service players are reacting to the coronavirus Continue Reading

By

• Simon Quicke, Microscope Editor

Ingram Cloud Summit shares thoughts on the long view

Sessions at the distributor's virtual conference look beyond the current demands of the pandemic to what will be coming next Continue Reading

By

• Simon Quicke, Microscope Editor

Channel crying out for the ‘human touch’

Research from Kaspersky reveals that distributors and resellers want much more contact with vendors Continue Reading

By

• Simon Quicke, Microscope Editor

RM hopes trading will be boosted by schools reopening

Education specialist shares a first-half trading update that shows the impact of the coronavirus Continue Reading

By

• Simon Quicke, Microscope Editor

Context charting a rising channel optimism

Analyst house Context has been following the impact of the coronavirus through the course of the pandemic and has found that the sentiment across the European channel has improving since late May Continue Reading

By

• Simon Quicke, Microscope Editor

IT pros struggling to juggle Covid-19 demands with innovation agenda

The current coronavirus crisis is making life increasingly difficult for those tasked with keeping the lights on at IT departments Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Remco Postma, Tufin

Remco Postma, director, channel sales EMEA at Tufin, takes the questions and reveals what gets him up in the morning and shares his ice-skating credentials Continue Reading

Enhancing the conference call experience

The use of collaborative tools has exploded – and so have efforts to make sure staff don’t fall asleep during the calls Continue Reading

By

• Nick Booth

Coronavirus: How Covid-19 kick-started a shift to home working

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How Covid-19 has turned the IT events calendar on its head

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Channel starts considering the legacy of the coronavirus

As lockdown starts to ease, considerations are turning to what the “new normal” will look like, and how it will impact the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Channel increases digital marketing efforts

Veeam is the latest to notice an increase in demand from partners for digital marketing support Continue Reading

By

• Simon Quicke, Microscope Editor

Citrix taking the channel to a digital workplace future

Citrix is moving beyond its virtualisation roots and is working to make sure it has the channel in place to support its ambitions Continue Reading

By

• Simon Quicke, Microscope Editor

Tech Data weeks away from closing Apollo deal

Distributor shares first-quarter numbers and reveals it is close to sealing Apollo merger Continue Reading

By

• Simon Quicke, Microscope Editor

Building the workplace of the future

Technology has evolved in the office, but are companies prepared for the next step? Continue Reading

By

• Lieven Bertier, Barco ClickShare

Tech Data increases digital collaboration to reach out to resellers

Distributor’s lunchtime sessions have proved popular with resellers, who appreciate the chance to talk about a range of topics Continue Reading

By

• Simon Quicke, Microscope Editor

Brexit uncertainty and coronavirus barely leave a dent on DCC

Exertis parent delivers its numbers for its fiscal 2019, indicating that it is weathering the storm Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter business strengthens during lockdown trading

Channel giant issues a trading statement that will provide cheer not only to investors but also those keen to see the channel shake off the impact of the coronavirus Continue Reading

By

• Simon Quicke, Microscope Editor

Interview: Bob Bailkoski, CEO of Logicalis

The recently appointed chief executive of Logicalis, Bob Bailkoski, discusses coronavirus and his vision for the business Continue Reading

By

• Simon Quicke, Microscope Editor

Coronavirus: How Covid-19 kick-started a shift to home working

Lockdown has forced people to work from home and turn to the channel for help in supporting the ‘new normal’ Continue Reading

By

• Billy MacInnes

Marketing goes digital as resellers look to grow sales base

Sales teams are adapting to the coronavirus pandemic with the world making a shift to remote working Continue Reading

By

• Simon Quicke, Microscope Editor

Coronavirus: Existing customers key to getting through crisis

Keeping established relationships going is one way that the channel can weather what might be a challenging economic time ahead Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Networks gets closer to the startup community

Distributor forms partnership with Tomorrow Street to help startups get the chance to work with the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Coronavirus: Distributors can take a lead

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SCC looks to ease lockdown with thermal imaging tech

Channel player sets up mobile thermal imaging at Bournemouth Airport as it looks for more verticals to adopt the technology Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat backing charity battling coronavirus-induced food poverty

Reseller Softcat is urging the rest of the channel to get behind a campaign aimed at helping to feed people who are struggling with hunger because of the Covid-19 coronavirus pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Easter holidays and supply issues reverse some March gains

Research from Context has found that the growth rates experienced by the channel in March took a hit at the start of April Continue Reading

By

• Simon Quicke, Microscope Editor

Channel relationships really matter

The chief executive and founder of security distributor e92plus, Mukesh Gupta, shares his thoughts about the help his firm can deliver right now Continue Reading

By

• Mukesh Gupta, e92plus

Computacenter provides some cheer with robust Q1 trading

One of the first set of numbers to include some lockdown trading has come out of the channel Continue Reading

By

• Simon Quicke, Microscope Editor