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[email protected] COMMENT 03 ‘Exciting but uncertain times’ is how CONTEXT describes the outlook for the IT channel based on the results of its annual reseller survey and its on-going price/sales tracking (see page 26). Not a great vote of confidence, then, but not as bad as it could be what with the stuttering economy, persistently low UK productivity levels and uncertainty around Brexit. Given these factors, it is perhaps not surprising that, at just 16%, UK net reseller confidence about the next 12 months is the lowest in Europe by a significant margin. Resellers, like everyone in the country, will be hoping for greater clarity around any Brexit deal as a matter of urgency. That aside, CONTEXT’s research suggests that the UK channel is in pretty good shape. In Q1 2008, the increase in average purchases per reseller was higher in the UK than in any other European region. And, for vendors, the channel remains of enormous value in helping them extend their reach and take advantage of expertise in specialist vertical markets. These benefits are particularly attractive for fast growing businesses like Informatica and M-Files. As we explain on pages 31 and 34, both organisations are relying on channel partners to meet their ambitious growth targets. More established, slower growing businesses, like Canon (see page 28), are also seeking to expand their reseller network as a way to penetrate new market sectors or generate additional revenue from the sale of complementary products that they might not have actively marketed before. In mature markets, channel players can be an attractive acquisition target, as the unexpected news that HP Inc is to buy managed print services provider Apogee highlights. This will help HP further its relatively new A3 MFP strategy, giving it expertise and scale in a market that it has struggled to develop in the past. More defensively, the move will prevent such an important channel player from being snapped up a rival in the office printing sector. James Goulding Editor ,
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[email protected] www.technologyreseller.co.uk No part of Technology Reseller can be reproduced without prior written permission of the publisher. © 2018 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk 05 Bulletin This month’s technology vendor, reseller and distributor news 06 Talking Security The importance of good cyber hygiene 08 Market Snapshot CONTEXT analyses trends in PC sales 18 Cover Story How Union Street Technologies billing solutions can help IT resellers break into voice 20 Internet of Things Now is the time to develop skills in IoT 22 What’s New The month’s best new products and services 24 Events Next month, Channel Live returns to the NEC, Birmingham 26 Analysis New reports from CONTEXT and Datto highlight challenges and opportunities in the channel 28 Q&A Canon reaches out to IT resellers and ISVs 31 Data Management Informatica aims to double UK business 34 Content Management M-Files extends reach with new referral and co-sell agreements 36 Insider… Phil Jones on why excellence takes time 38 Software How the Microsoft 365 platform supports agility and innovation 42 Networks How to win more business with a Comstor Icebreaker report 43 60 seconds… With Tony Ford, Operations Director of Marston’s Telecoms v13 · 2018 technology reseller.co.uk Comment Register online To receive your regular FREE printed copy of TECHNOLOGY RESELLER Magazine simply fill in our online registration form at www.technologyreseller.co.uk/register Read Technology Reseller online, on tablets and smart phones www.technologyreseller.co.uk Join us : Follow us @techreselleruk www.facebook.com/TechnologyResellerMag technology-reseller-magazine Editor: James Goulding 07803 087228 ·
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[email protected] ISSN 2055-3110 (Print) ISSN 2055-3129 (Online)