www.technologyreseller.uk THE MAGAZINE & ONLINE CHANNEL NEWS & RESOURCE FOR MSPS, IT RESELLERS & SUPPORT PROVIDERS CONNECTIVITY PAGE 30 How BT Wholesale is addressing your customers’ need for speed what we can do together Expand Your Services with Mobile and Connectivity Discover how mobile and connectivity services can accelerate growth, increase customer loyalty, and maximise margins. TECHNOLOGY RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2016 UNIFIED COMMUNICATIONS PAGE 15 All the news from Gammaverse 2024 TECHNOLOGY RESELLER AWARDS 2025 PAGE 28 “ To enter, go to Every industry deserves a special Awards Programme and Awards Evening to celebrate the achievements and successes of suppliers, customers and people. ” Our Industry, Your Awards These are exciting times for the Comms, IT and Print industry, as new and emerging technologies transform how businesses work together and compete. The Technology Reseller Awards 2025 are here to recognise and celebrate the massive contribution that technology vendors, distributors, MSPs, resellers and service and maintenance companies make to UK plc and to the wider community. The “ VENDOR AWARDS n Cyber Security Vendor of the Year n Cloud Services Vendor of the Year n UC & Collaboration Vendor of the Year n Networking & Connectivity Vendor of the Year n Software Vendor of the Year n Print & MPS Vendor of the Year n Document Workflow Vendor of the Year n MSP Platform Provider Vendor of the Year RESELLER AWARDS n SMB Reseller/MSP of the Year ( Turnover up to £2.5m) n Mid-Enterprise Reseller/MSP of the Year ( Turnover £2.5m to £10m) n Enterprise Reseller/MSP of the Year ( Turnover £10m to £20m) n Corporate Reseller/MSP of the Year ( Turnover £20m+) n Reseller/MSP Project of the Year ACHIEVEMENT AWARDS n Account Manager of the Year n Industry Leader of the Year PRODUCT & SOLUTION AWARDS n Software Product or Solution of the Year n Remote Monitoring & Management Solution of the Year TR SPECIAL AWARDS n TR Award for Circularity (New for 2025) n TR Award for Sustainability Categories and Awards 2025 Entries & Voting Now Open DISTRIBUTOR AWARDS (VOTING) n Cyber Security Distributor of the Year n SaaS/Software Distributor of the Year n UC & Connectivity Network Distributor of the Year n Cloud Solutions Distributor of the Year n Hardware Distributor of the Year n Document Print & Workflow Distributor of the Year What you need to know
04 Distributor News Midwich adds drones to UK&I product offering 10 Reseller News Next generation takes over at Select Technology 15 Unified Communications All the news from Gammaverse 2024 18 End User Computing How ControlUp is helping SimpsonHaugh’s Dave Moyes sleep at night 21 Telephony NTA embraces employee ownership 24 Recruitment Channel Sales Academy celebrates successful first year of recruitment division 26 60 seconds with... Paul Grant, Channel Manager UK&I, Snom 28 Technology Reseller Awards 2025 What you need to know about the 2025 TRAs 30 Connectivity How BT Wholesale is meeting demand for ever more bandwidth 32 MSP Software Why Ranjan Singh thinks rivals will struggle to match Kaseya’s integrated platform play 36 Interview John McKindland outlines Sona Business’s UK channel strategy 38 People New faces, new places 42 Golf Society All the winners from the last two rounds of the 2024 season 03 COMMENT technologyreseller.co.uk Comment ISSN 2632-9301 (Print) ISSN 2632-931X (Online) Technology Reseller is published by Kingswood Media Ltd., 7 Amherst House, 22 London Road, Sevenoaks TN13 2BT • Tel: 01732 759725 Email: [email protected] www.technologyreseller.co.uk No part of Technology Reseller can be reproduced without prior written permission of the publisher. © 2024 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk Editor: James Goulding 07803 087228 · [email protected] Publishing Director, Social Media and Web Editor: Neil Trim 01732 759725 · [email protected] Advertising Director: Ethan White 01732 759725 · [email protected] Events & Commercial activities: Paul Johnson 01732 759725 · [email protected] Account Manager: Jeff Root 01732 759725 · [email protected] Designer: Brian Cloke 07484 288189 If you no longer wish to receive Technology Reseller magazine, please email your details to [email protected] Register online To receive your regular FREE printed copy of Technology Reseller Magazine simply fill in our online registration form at www.technologyreseller.uk/register Read Technology Reseller online, on tablets and smart phones www.technologyreseller.uk Join us : Follow us technology-reseller-magazine technologyreseller.co.uk “ To enter, go to www.technologyresellerawards.co.uk Every industry deserves a special Awards Programme and Awards Evening to celebrate the achievements and successes of suppliers, customers and people. ” Our Industry, Your Awards These are exciting times for the Comms, IT and Print industry, as new and emerging technologies transform how businesses work together and compete. The Collective Channel has a critical role in driving change. From the provision of strategic advice to the implementation and monitoring of infrastructure, systems and apps, the UK’s distributors, MSPs, VARs and resellers are helping to shape the future of UK business, working in partnership with clients to provide the agility and resilience on which the UK’s future prosperity depends. The Technology Reseller Awards 2025 are here to recognise and celebrate the massive contribution that technology vendors, distributors, MSPs, resellers and service and maintenance companies make to UK plc and to the wider community. The Technology Reseller Awards will once again honour the achievements of businesses throughout the IT channel, highlighting best practice , sustainability and innovation to inspire everyone who works in, or with, this extraordinary, vital industry. We look forward to welcoming you to the Technology Reseller Awards 2025 at the Hilton London Bankside on Thursday 22nd May 2025. “ VENDOR AWARDS n Cyber Security Vendor of the Year n Cloud Services Vendor of the Year n UC & Collaboration Vendor of the Year n Networking & Connectivity Vendor of the Year n Software Vendor of the Year n Print & MPS Vendor of the Year n Document Workflow Vendor of the Year n MSP Platform Provider Vendor of the Year RESELLER AWARDS n SMB Reseller/MSP of the Year ( Turnover up to £2.5m) n Mid-Enterprise Reseller/MSP of the Year ( Turnover £2.5m to £10m) n Enterprise Reseller/MSP of the Year ( Turnover £10m to £20m) n Corporate Reseller/MSP of the Year ( Turnover £20m+) n Reseller/MSP Project of the Year ACHIEVEMENT AWARDS n Account Manager of the Year n Industry Leader of the Year PRODUCT & SOLUTION AWARDS n Software Product or Solution of the Year n Remote Monitoring & Management Solution of the Year TR SPECIAL AWARDS n TR Award for Circularity (New for 2025) n TR Award for Sustainability n TR Award for Innovation n TR Award for Technical Services & Implementation Provider n TR Award for DEI n TR Award for Use of AI n TR Judges’ Special Award Categories and Awards 2025 Entries & Voting Now Open If you’d like more information on the Awards, the Award categories or attending, please call Susannah Johnson on 07535 513 850 or email: [email protected] DISTRIBUTOR AWARDS (VOTING) n Cyber Security Distributor of the Year n SaaS/Software Distributor of the Year n UC & Connectivity Network Distributor of the Year n Cloud Solutions Distributor of the Year n Hardware Distributor of the Year n Document Print & Workflow Distributor of the Year It’s that time of year again. I am, of course, referring to the publication of the Technology Reseller Awards categories. This year, I am delighted to announce the addition of a new Award – the Technology Reseller Award for Circularity. Last year, we received so many entries for the Sustainability Award that it was decided to introduce an award specifically for e-waste. The Technology Reseller Award for Circularity is open to any business that helps the circular economy and tackles e-waste by recycling, reusing, refurbishing, remanufacturing or supplying used IT, computing, telecoms, AV and print equipment and consumables. Based on the contents of my email inbox, I am expecting a bumper crop of entries for this award too. I look forward to introducing a third Sustainability Award in 2026! In the meantime, you can find out more about all the awards and how to enter them by turning to page 28. James Goulding – Editor, [email protected] KASEYA 2024 CYBERSECURITY SURVEY REPORT NAVIGATING THE NEW FRONTIER OF CYBER CHALLENGES TECHNOLOGY RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2016 ©Simon Kennedy
01732 759725 04 DISTRIBUTOR NEWS Arrow announces global availability of AI Assistant for ArrowSphere Cloud Following a limited release in March 2024, Arrow has announced general availability of an AI-powered copilot tool for its ArrowSphere Cloud platform. ArrowSphere Assistant uses generative AI to make cloud management faster and more efficient and enable channel partners to uncover new business opportunities, improve efficiencies with their FinOps activities and enhance their understanding of customers’ security postures. Eric Gourmelen, Vice President and CTO of ArrowSphere Cloud and AI, said: “This tool goes beyond just answering cloud queries and guides channel partners to new heights of cloud service excellence. Our early adopters have seen its value in delivering greater efficiencies, better cloud performance and uncovering new opportunities with their customers, all while reclaiming time at work.” Ninety percent of users give ArrowSphere Assistant a rating of 8 or above on a 10-point scale, with 94% saying they would recommend it to others. arrow.com … Westcon-Comstor Tech Xpert community extended to APAC Westcon-Comstor is extending its Tech Xpert peer-to-peer learning community to channel partners in APAC, following its success in EMEA, where it now has more than 3,000 members. The distributor launched Tech Xpert in 2022 to give cybersecurity and networking experts a sales-free environment where they could exchange ideas and access training, insights, events and networking. Daniel Hurel, Senior Vice President, Westcon EMEA Cybersecurity & NextGeneration Solutions at Westcon-Comstor, describes the tech-exclusive, multi-vendor community for peer-sharing as ‘something truly unique’. He said: “Tech Xpert members gain exclusive access to our 3D Lab, which lets partners and their customers test multivendor cybersecurity solutions and use cases in a secure cloud environment within 48 hours of request. This, coupled with the recent introduction of our interactive Tech ConneX platform, is driving strong Tech Xpert momentum and growth. We fully expect this to continue in EMEA and be replicated in Asia-Pacific.” … RSA Software Store launched by TD SYNNEX TD SYNNEX is giving partners an easy way to track and capture licence/subscription renewals for RSA authentication products and services with the launch of a dedicated RSA Software Store. This will also make it easier for partners to transition customers to RSA’s new unified subscription plan, which combines previously available product licences, support contracts and token renewals into a single contract with one overall fee. Simon Bennett, Managing Director, Advanced Solutions, UK and Ireland at TD SYNNEX, said: “RSA generates excellent levels of business for partners and with the new dedicated Software Store it will be much easier for them to make sure they capture 100% of renewals business and any potential for increased sales.” As well as alerting partners of all renewals falling due within 90, 60 and 30 days, the Software Store simplifies the generation of quotes and licence renewals. TD SYNNEX also offers a free audit service that enables RSA partners to assess whether or not a customer has the right number of licences and tokens. https://uk.tdsynnex.com/ … CyberSmart extends reach with e92plus CyberSmart, provider of a cyber risk management platform for small businesses, is extending its reach through a new partnership with e92plus. The independent cybersecurity VAD will initially focus on delivering CyberSmart’s all-in-one cyber risk management platform to e92plus partners throughout the UK and Ireland, before extending it to the Netherlands and other EU countries. Mukesh Gupta, CEO of e92plus, said: “We’re seeing strong demand in the SMB and mid-market sectors for more assistance around cybersecurity strategy, processes and compliance standards, and this addresses that growing need. For our VARs and MSPs, it is a perfect way to build their services and consultancy offering without significant investment.” CyberSmart’s platform encompasses the CyberSmart Active Protect and CyberSmart Vulnerability Manager products, cyber insurance and Cyber Essentials certification. … onemedia to help SMART reach more business customers SMART Technologies has appointed technical AV and workplace solutions distributor onemedia to distribute its enterprise line of interactive displays, including the SMART Business NX, GX, MX Pro and QX Pro models. SMART UK&I Director Angela Townsend said: “onemedia’s technical expertise in AV and workplace solutions, along with its strong relationships with consultants, will significantly enhance the visibility of our offerings and support our reseller partners in entering this growing market segment.” Chris Wood, Sales Director & Owner of onemedia, added: “onemedia’s valueadd proposition will support our reseller partners in successfully implementing SMART projects in the Enterprise and Higher Education markets.” www.onemedia.co.uk continued... Midwich adds drones to UK&I product offering Midwich is adding drones to its product offering in the UK and Ireland through a distribution deal with DJI Enterprise, a leader in commercial and industrial unmanned aerial vehicle (UAV) technology. The agreement covers the marketing, distribution and support of DJI’s full range of enterprise drone products, including the recently released DJI Dock 2. DJI drones are used by customers in sectors as diverse as filmmaking, agriculture, conservation, energy and search and rescue for aerial mapping, thermal imaging, site inspections, plant/equipment monitoring and maintenance. Ross Floyd, Commercial Director (UK and Ireland) at Midwich, said: “Drones are revolutionising how businesses and organisations conduct tasks by providing faster and more accurate information, reduced risks for employers and their employees and a more cost-effective alternative to traditional methods – all packaged up in easy-to-use devices. We look forward to talking to our partners about how they can utilise this exciting product range.” www.midwich.com The DJI Dock 2 eases the deployment of Matrice 3D or 3TD drones Eric Gourmelen ArrowSphere Cloud and AI Daniel Hurel Westcon-Comstor Simon Bennett TD SYNNEX Mukesh Gupta e92plus
At Nimans, we understand that choosing a Unified Communications provider can involve many considerations. So, as the ‘go to’ people for technology, and as a channelonly distributor, we help our partners make more informed technology choices. Not only are we big on product choice and value, we are really big on knowledge and expertise. This is why our customers trust us time and time again. Think Bigger - Think Nimans Talk to our friendly technology experts to discover how today’s advanced UC technology can help your customers become their most productive and powerful selves. Think UC Think Nimans The ‘go to’ people for technology
01732 759725 DISTRIBUTOR NEWS 06 ...continued CDS bringing disruptive e-paper displays to UK market Crystal Display Systems (CDS) is bringing a cost‑effective range of flexible e-paper displays to the UK, European and North American markets through a tactical distribution agreement with Ynvisible Interactive Inc. Founded in Lisbon, Portugal in 2010, Ynvisible is a provider of printed e-paper displays for low-power and cost-sensitive applications including smart monitoring labels for supply chain and logistics, visual indicators for medical and diagnostics and smart labels for retail. Advances in sustainable electronics and roll-toroll printing production enable it to offer customers unmatched customisation opportunities, low setup fees, the industry’s shortest lead-time for working samples and competitive pricing. CDS Managing Director Chris Bartram said: “We are thrilled to announce our partnership with Ynvisible Inc., a leader in ultra-low power display technology. This collaboration allows us to promote, design in and distribute their innovative and bespoke display products, which perfectly align with our commitment to cutting-edge solutions. Our team is incredibly proud to work alongside Ynvisible to bring these unique technologies to market, offering unparalleled value and functionality to our customers.” https://crystal-display.com/ printed-e-paper-displays New report highlights value of cloud marketplaces Nine out of 10 IT solution providers expect to see an increase in marketplace sales over the next five years, according to a new Channelnomics report, Digital Sales Evolution in the Channel. Currently, more than one-third of solution providers globally generate 20% or more of their revenue through marketplaces. The main benefit of marketplaces for solution providers is the ability to offer products and services to a global market with minimal overhead, which can lead to increased profitability (cited by 46%), supported by better customer data analytics (cited by 38%). When choosing a marketplace, providers consider the solution’s analytics capability, ease of use for customers but, above all, its cost-effectiveness. Nearly half of global respondents said they prioritise value for money when developing their marketplace strategies, balancing costs such as fees, commissions and marketing spend against new revenue and growth streams. Larry Walsh, CEO and chief analyst at Channelnomics, said: “Marketplaces are becoming indispensable to managed service providers (MSPs) to scale more efficiently, tap into valuable customer insights, and drive new revenue streams. Our survey’s findings highlight the growing importance of digital sales platforms in transforming go-to-market strategies and optimising the customer experience. As digital commerce evolves, MSPs should embrace these platforms to ensure long‑term growth and profitability.” www.channelnomics.com … ProVu celebrates first 25 years Management and employees of Huddersfield-based ProVu Communications have celebrated the comms, data and security distributor’s 25th anniversary with a day of hospitality at York Races and an overnight stay in the city. Group Chairman Darren Garland said: “Saturday was a day for us all to take some time together and reflect on how far we have come as a business. Given that only one in twenty companies makes it to 20-years old, getting to 25 is a great milestone. I am incredibly proud of what we have achieved as a business and a team, and I can’t wait to see what we’ll go on to achieve in the coming years.” Arrow Electronics signs Europe-wide agreement with Omnissa Arrow Electronics has entered into a pan-European agreement with Omnissa, formerly VMware EUC (End User Computing), acquired from Broadcom by private equity firm KKR in July. Under the agreement, Arrow will give resellers across Europe access to Omnissa’s AI-driven digital workspace platform, which includes unified endpoint management, virtual apps and desktops, digital employee experience and security and compliance solutions. Mike Worby, EMEA Head of Strategic Alliances for Arrow’s enterprise computing solutions business, said: “The digital workplace market is expected to grow over the next several years, driven by the increasing demand for remote work solutions and enhanced employee experiences. By adding Omnissa’s advanced solutions to our portfolio, we are enabling our channel partners to meet the evolving needs of modern enterprises and deliver smarter, more efficient work environments.” Al Irizarry, Head of Partner Sales at Omnissa, added: “A robust partner ecosystem is essential to our strategy for delivering more value to customers. We have been a leader in the digital workspace market for many years, and now that Omnissa is a standalone business, we can offer a simplified approach that focuses solely on helping our channel partners capitalise on the growing opportunity in digital workspace solutions and services.” arrow.com … Zoho aiming to boost UK sales through Ingram Micro Zoho is looking to increase take-up of its cloud-based Zoho Workplace suite of business applications through a UK&I distribution agreement with Ingram Micro. The two companies already have a successful partnership in the Middle East and North Africa. Ovidiu Gherghel, Director Cloud & Cyber Security, UK&I Ingram Micro, said: “We are excited for the integration of services between Ingram Micro and Zoho. This is testament to our dedication to bringing the best technological solutions to our clientele across the UK and shows the growing recognition of Zoho’s value proposition in the UK region. Businesses can look Mike Worby Arrow Electronics Antony Byford Westcon-Comstor CDS Managing Director Chris Bartram (left) and Ynvisible CEO Ramin Heydarpour (right)
technologyreseller.co.uk DISTRIBUTOR NEWS 07 CUK Group to distribute RF Venue products in UK and Ireland RF Venue, the USA-based manufacturer of antenna systems and RF communication products for wireless mics and in-ear monitors, is giving integrators and sound providers improved access to its product range through an exclusive UK and Ireland distribution agreement with CUK Group. CUK will take orders in customers’ local currency, Pounds or Euros, and ship stock directly from its East Kilbride distribution centre. Jay FitzGibbons, International Sales Manager at RF Venue, said: “CUK Group are a perfect fit as a distribution partner. Not only do they have a strong presence in both the live and installation markets, but they share our philosophy when it comes to customer support with the ability to provide the service, training and technical backup that customers have come to expect from RF Venue.” James Lawford, Channel Manager at CUK Group, added: “We are excited to start this new partnership with RF Venue. The company’s enviable reputation for ensuring reliable wireless transmission and reception is the reason I have spotted their Diversity Fin and CP Beam antennas at many events over the years. RF Venue’s latest architectural products mean that our integration customers will also be able to benefit from their innovative technologies although I may have more trouble spotting these unobtrusive products in situ!” The CUK Group, comprising CUK (East Kilbride), Tukans (York) and CUK Video and Audio (Dublin), is a distributor of audio, video and control products, with a portfolio of more than 30 brands. https://www.cuk-group.com https://www.rfvenue.com forward to even greater access and support for Zoho’s Workplace Suite through Ingram Micro’s expansive distribution network.” The Zoho Workplace suite includes enterprise-grade email, file management, business communication, web‑conferencing, office suite, advanced security controls and social intranet, helping team members streamline workflows and collaborate wherever they may be. https://uk.ingrammicro.eu/ … UiPath won over by Westcon‑Comstor data‑driven approach UiPath is hoping to grow its channel‑led business in the UK after appointing Westcon-Comstor to distribute its AI and robotic process automation (RPA) solutions through its network of channel partners. Earlier this year, the UiPath Automation Cloud became available on Microsoft Azure in the UK to meet high demand from private and public-sector customers for local data residency. As part of the agreement, Westcon‑Comstor will provide partners with a range of value-added services, from education and training to customer demand forecasting and market intelligence tools that enable partners to adopt a data-driven approach to selling UiPath solutions. Antony Byford, Vice President of IoT & Collaboration at WestconComstor, said: “UiPath is a leader in innovation and technology, driving continuous improvement through products and services that accelerate productivity and efficiency gains in a rapidly evolving digital world. We are pleased that our proactive, data-driven approach and unparalleled channel reach were factors in UiPath’s decision to appoint us.” www.westconcomstor.com … Broadcom Symantec first for Arrow Arrow Electronics has become the first global distributor Catalyst Partner to achieve Broadcom Enterprise-level Symantec Enterprise Cloud Competency. To date, the Arrow team has earned over 50 certifications for Broadcom’s Symantec Enterprise Cloud offerings, including four Symantec Sales Masters and four Knights. arrow.com Infinigate extends CYREBRO partnership to UK Infinigate Group is building on its successful partnership with CYREBRO in Germany and bringing the company’s end‑to-end SOC services to MSPs and MSSPs across Europe through the Infinigate Cloud marketplace. CYREBRO’s AI-powered solution enables any service provider to offer customers 24/7 protection via a Security Operations Centre and high-quality MDR services without having to invest in their own in‑house expertise. Infinigate is complementing CYREBRO’s strategic monitoring, precision detection, threat hunting and threat intelligence services with technical assistance for MSPs, from help with setup and configuration to the delivery of incident response services for cyber‑attack remediation. Denis Ferrand-Ajchenbaum, Chief Growth Officer at Infinigate Group, said: “The MDR market is projected to grow at a CAGR of 20.8% from 2024 to 2032 and represents a growth opportunity we want our channel partners to benefit from. This is why we are extending our partnership with CYREBRO, which aligns closely with Infinigate’s MSSD vision to enable MSPs on their journey to become MSSPs.” www.infinigate.com Commvault added to Pax8 Marketplace Pax8 has expanded the choice of enterprise-level solutions available to MSPs in its Marketplace with the addition of the Commvault Cloud. Unifying all the company’s cyber resilience and data protection solutions – SaaS and software – on one platform, Commvault Cloud combines cloud-based data security with rapid, enterprise-scale recovery and advanced AI to secure data wherever it resides. Ryan Burton, Vice President of Marketplace Vendor Strategy at Pax8, said: “In addition to being the only vendor partner in Pax8’s Marketplace to backup Salesforce, Commvault Cloud can protect the broadest set of cloud, on-prem and hybrid environments and applications, including Microsoft Dynamics and Microsoft Entra ID, which provide the flexibility and configurability that our partners want in a data protection solution.” Commvault Cloud lets customers select which data resides in primary or secondary storage tiers, optimising cost and performance, and gives them the ability to select a country that maps back to a Microsoft Azure or Oracle Cloud Infrastructure (OCI) region that allows for in-country data residency. SPONSORED BY Digital Sales Evolution in the Channel How partners are embracing marketplaces to extend sales capacity and opportunities October 2024 Denis FerrandAjchenbaum Infinigate Group continued...
01732 759725 DISTRIBUTOR NEWS and security solutions underpinned by a national network covering more than 3,000 exchanges, has joined the Internet Services Providers’ Association (ISPA) as part of its strategy to become the UK’s go‑to alternative networks aggregator. As the voice of the UK internet industry, ISPA is renowned for lobbying on behalf of its members and for bringing together more than 100 UK ISPs and regulatory bodies in events, working groups and online forums. PXC Head of Regulation, Policy and Compliance Katie Crellin said: “A key part of PXC’s strategy is to become the UK’s leading alternative networks aggregator platform and to offer the channel and the UK businesses it serves the most reliable fibre connectivity, at the best prices. The forum ISPA has created and the work they’re doing to encourage the market to work closer together plays into our strategy.” Since announcing its operational separation from TalkTalk in March, PXC has focused on forging an independent identity as an alternative networks aggregator for its 1,000 partners. Its fibre marketplace already aggegates CityFibre, MS3, Freedom Fibre, Community Fibre, ITS and Netomnia/ Brsk, plus Openreach, with more altnets to come. www.PXC.co.uk AI Ecosystems Summit TD SYNNEX is hosting its first AI Ecosystems Summit on November 5 at the Belfry. The event, open to all TD SYNNEX partners, will bring together experts from IBM, Lenovo, NetApp, NVIDIA and TD SYNNEX’s own Destination AI team to explain why AI is such a great opportunity for channel partners and how they can develop the understanding and confidence they need to take AI solutions to market. Neil Cornish, Business Manager, Industry Ecosystems, UK at TD SYNNEX, said: “We are really excited about The Belfry event as it will give our AI ecosystems community an opportunity to hear about the different approaches being taken by vendors and really start to set a course for their own journey with this transformational technology. We all know that there is a huge opportunity with AI – the question is how you unlock and address that potential and convert it into a revenue stream for your business. That’s what we’ll be aiming to do at this first AI Summit.” https://uk.tdsynnex.com/ … PCX furthers ambitions with ISPA membership PlatformX Communications (PXC), a provider of connectivity, voice, cloud Brigantia promoting ‘Mindful Security’ though partnership with The Zensory Wellbeing and productivity platform The Zensory is partnering with cybersecurity distributor Brigantia to bring cyber mindfulness to its partners and their customers. Available as a standalone product or as a module for the KnowBe4 security awareness training platform, The Zensory offers a full mindfulness toolkit, including app, touchpads, binaural beats and guided breathing, to improve wellbeing, productivity and cybersecurity. The Zensory claims that bringing a people-focused approach to security awareness training, what it calls ‘Mindful Security’, and encouraging practices such as taking three deep breaths or listening to binaural beats with nature sounds before browsing emails can put employees in a better mindset and reduce the risk of a cybersecurity professional making a mistake or an employee falling prey to a phishing attack. Robert Hall, Product Marketing Director at Brigantia, said: “We feel The Zensory will complement the training offered by KnowBe4 and have a positive impact on the way users view cybersecurity both personally and within the corporate environment.” https://thezensory.com/ www.brigantia.com 08 ...continued Brigantia holds largest partner event to date On October 2-3, cybersecurity distributor Brigantia brought together nearly 200 partners and cybersecurity industry leaders at Twickenham Stadium to take part in The Brigantia Annual Partner Conference 2024. The two-day conference, the company’s biggest event to date, combined thoughtprovoking presentations, panel discussions and speed pitches from vendors with plentiful networking opportunities and an expo where attendees could interact with leaders from the cybersecurity and technology space. These included Keeper, KnowBe4, Hornetsecurity, CyberSmart, Conceal, Parallels, Redstor, Heimdal, Octiga, Sendmarc, Rootshell, Terra, Sellerly, CompTIA and new Brigantia partner The Zensory (see story below). Conference highlights included a keynote speech from Charlie McMurdie, former Head of the Police National Cyber Crime Unit, who gave a fascinating insight into the current cybercrime landscape; small, informal ‘Ask Me Anything’ sessions with vendors; and a Women in Tech panel discussion with Vicky Cartwright from CyberSmart, Julie Bishop from IT Naturally, Jasmine Eskenzi from The Zensory, Emma Nordström from Heimdal and moderator Chloe Schofield from Brigantia all sharing their experiences and strategies for fostering diversity and inclusion in the tech industry. Brigantia used the event to explain what it is doing to help partners succeed, from partnering with leading vendors to making sure MSPs have access to the tools, support and training they need to stay competitive in an ever‑changing landscape. There were also dedicated focus groups that provided a forum for open discussions about the challenges and opportunities in the MSP and cybersecurity space. A silent auction during the Conference dinner raised £8,986 for the My Name’5 Doddie Weir Foundation, which is committed to funding research to find effective treatments for motor neuron disease. Reflecting on the Brigantia Annual Partner Conference 2024 in a post on LinkedIn, Sales Director Angus Shaw wrote: “I’m incredibly proud of what we achieved through this event, and it was so rewarding to see the enthusiasm from everyone who took part. Our goal at Brigantia has always been to support our partners with the best tools, insights and opportunities, and events like this make it clear that we’re on the right track.” www.brigantia.com Neil Cornish
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10 01732 759725 RESELLER NEWS Conscia enters Irish market with PlanNet21 Group acquisition Conscia, a pan-European provider of cybersecurity and networking solutions for mission-critical IT infrastructure in large organisations, has entered the Irish market with the acquisition of PlanNet21 Group. Comprising PlanNet21 Communications Ltd, Agile Networks Ltd and eCom Solutions Ltd, with an HQ in Dublin and regional offices in Cork, Galway, Belfast and Edinburgh, PlanNet21 Group provides cybersecurity, secure networking, hybrid cloud solutions, UC&C and managed services to 300 customers in Ireland and the UK. PlanNet21 Group is the Nordic Capital private equity investor-owned business’s 20th acquisition and its third this year, following those of UK-based digital transformation provider ITGL and the observability specialist Nordic Kanari Group. The addition of PlanNet21 Group turnover of almost €70 million in 2022/23 will boost Conscia revenues by more than 10% to €700 million and extend its presence to an eighth European country, Ireland, on top of existing operations in Denmark, Germany, Norway, Slovenia, Sweden, the Netherlands and the UK. PlanNet21 Group CEO Peter Carroll said: “With Conscia we can accelerate our development through enhanced customer offerings and a pan-European presence. They bring financial strength and scale in networking competencies, and their edge as a cybersecurity leader with awardwinning services and solutions coupled with data insights through their platforms for Managed Detection and Response and Security Information and Event Management makes them an attractive owner for us.” www.PlanNet21.ie www.Conscia.com … CBS acquires Sastech customer base Bradford-based Commerce Business Systems Ltd (CBS), a supplier of managed print, IT and telecoms services throughout Yorkshire, has acquired the contracts and customer base of Sastech Ltd, a provider of smart office solutions and managed services to customers across North-west England and north Wales from offices in Ellesmere Port and Conwy. Following the deal, the two companies will work closely together, under the CBS brand, enabling CBS to expand its operations and to offer Sastech customers an even wider range of products and services. CBS Managing Director John Green said: “Sastech and CBS are very similar. We are both like-minded, service-led companies, with the same values. We provide similar products and solutions and, most importantly, we are both dedicated to excellence in customer service. I would like to welcome all our new customers onboard and give my personal assurance that my team are working closely with Sastech’s Scott McNicol and his team to ensure a smooth transition to the CBS brand.” … Kubus on the acquisition trail following BGF investment BGF, the UK and Ireland growth capital investor, has invested £9 million in Cirencester-headquartered value-added reseller Kubus, a provider of networking, server & storage infrastructure and cyber security solutions from partners such as Juniper Networks, Cisco, Dell, Fortinet and Pentera. BGF’s investment will enable Kubus, which hit £35m turnover and £2.6m EBITDA in the year to 31 March 2024, to accelerate its growth and expand its services offering through targeted acquisitions. As part of the deal, the Kubus leadership team led by CEO Andrew Select Technology marks 30th anniversary with appointment of new CEO After 30 years at the helm of Paddock Wood-based Select Technology, founder Nigel Potter is to step down as Managing Director on November 1 and take up the position of Executive Chairman. He is being succeeded as MD by his son Nick Potter, who will take over the day to day running of the firm, supported by Technical Services Director Simon Moore. Nigel Potter announced the leadership change on October 10 at a 30th anniversary celebration for employees, partners, customers and local businesses at the Mereworth Winery. Since it was founded in 1994, Select Technology has grown into a 43-person managed services provider trusted by SMEs and multi-nationals across the UK to provide diverse services, from IT support and the supply of hardware and software to infrastructure projects and automation consultation. New MD Nick Potter is confident the awardwinning business is well placed to meet customers’ evolving needs. He said: “After 30 years of success, 2024 has been our best year ever, with incredible growth in the number of businesses we support and six new additions to our fantastic team. It’s an absolute honour to be taking on this new role and I look forward to continuing the legacy and evolving the business. “The growth of AI has the potential to change the face of technology. We are truly entering a new era. No matter who you are, no matter what you do, AI will impact us all. As a business, we will be here to support our customers as they adopt the next wave of technology-driven change.” www.select-technology.co.uk John Green, Managing Director, Commerce Business Systems (left) and Scott McNichol, Managing Director, Sastech Ltd (right) The Kubus senior leadership team: (l-r) Non-Executive Chair Paul Brennan; CFO Duncan Imrie; and CEO Andrew Humphrey
technologyreseller.co.uk 11 RESELLER NEWS continued... Humphrey has been bolstered with the recruitment of Non-Executive Chair Paul Brennan from BGF’s Talent Network. Brennan sat on the board of BGF-backed Amdaris, which was acquired by Insight Enterprises Inc a Fortune 500 business in August 2023. Edwin Davies, investor at BGF, said: “With strong vendor relationships and a long-standing, blue chip customer base, Kubus has demonstrated impressive growth and innovation in the technology sector. We believe they are well positioned to capitalise on the strong market opportunities ahead and look forward to working alongside Paul Brennan and the Kubus management team on their growth journey.” … Flotek Group introduces employee incentive scheme Fast growing managed IT and communications services provider Flotek Group is introducing an Employee Management Incentive (EMI) scheme to ensure every employee benefits directly from the company’s growth and continued success. The scheme has seven tiers, with increasing rewards at each level. CEO Jay Ball said: “For us, building a successful business means ensuring that every person who helps shape that success shares in it. Our EMI scheme reflects our belief in rewarding our team, with the ultimate goal of helping as many of our employees as possible to pay off their mortgages.” He added: “By offering a meaningful stake in the business, we hope to retain loyal staff, reward dedication and ensure that everyone shares in the company’s achievements.” Since it was founded in 2022, Flotek Group has made 12 acquisitions and is on course to reach £15 million in revenue by the end of 2024. Further acquisitions are planned with the intention of reaching £100 million turnover within the next decade. Logicalis launches sustainable IT solutions blueprint Global technology services provider Logicalis has developed a sustainable IT solutions blueprint to integrate sustainability into every stage of clients’ digital transformation. Available initially in the UK and Ireland, the blueprint is designed to help customers reduce their environmental impact, optimise resource utilisation and drive long-term business value through a data-driven approach to carbon reduction and circularity. Neil Eke, CEO of Logicalis UK and Ireland, said: “In the transition to a low-carbon economy, our customers are looking for comprehensive tools and expertise to meet regulatory requirements and advance IT sustainability. By addressing the unique challenges organisations face, we’re empowering businesses to turn sustainability into a driver of innovation and growth, aligning perfectly with our mission to architect change in the digital world.” The Logicalis Sustainable IT Solutions blueprint has five elements: 1 A sustainability maturity assessment: an evaluation of an organisation’s IT sustainability practices, identifying areas for improvement and optimisation; 2 Sustainable network transformation: the implementation of network solutions that reduce energy consumption and enhance operational efficiency; 3 Smart and sustainable building solutions: the integration of intelligent technologies to create eco‑friendly, energy-efficient workspaces; 4 Circular IT solutions: take-back programmes and remanufactured equipment options to minimise e-waste and promote resource conservation; and 5 Sustainable managed services: leveraging the Digital Fabric Platform to deliver a carbon score on a company’s IT environment, while offering further recommendations to optimise IT health. www.uki.logicalis.com … How to avoid greenwashing As part of its mission to educate people on sustainability, leading sustainability consultancy Tunley Environmental has released a guide on the Green Claims Code introduced by the Competition and Markets Authority (CMA) to ensure transparency and accuracy in sustainability marketing. The guide provides an overview of the code’s key principles and gives practical advice on how to make credible environmental claims, with detailed examples of compliant and non-compliant green statements. https://www.tunley-environmental.com/ green-claims-code-guide Alchemy revenue boosted by growing demand for circular technology Alchemy, the Dublin-headquartered global circular technology company, has reported a 60% rise in revenue to a record $711 million in the financial year to 31 March 2024, up from $443 million the year before. This increase has been fuelled by strong growth overseas and rising demand for sustainable technology solutions, with Alchemy increasing the number of devices traded by 700,000 to 2.4 million. The 11th fastest growing tech company in Ireland, according to Deloitte’s Technology Fast 50, Alchemy integrates every stage of the circular tech market, from recovery and trade-in of used devices to their refurbishment and remarketing to businesses and consumers, including through its own online retailer of used mobile phones, LoopMobile. Alchemy has a presence in 12 countries, enabling it to operate across 60 markets, and in June 2023 opened a third facility in the US, its largest market, helping to boost US revenue by more than 50%. Its fastest growing market is JAPAC, with growth of 97%. Alchemy CEO Walter Vicente said: “As we continue to expand our global footprint and invest in innovations like Callisto, our wholesale tech marketplace, we’re not just growing as a business, we’re reshaping the circular tech economy. Earlier this year, we became the first and only device refurbisher able to calculate and certify the CO2e savings of each device we sell, setting a new standard in the industry.” www.wearealchemy.com Alchemy co-founders: Gary Noone, James Murdock, Walter Vicente. Neil Eke Logicalis UK
12 01732 759725 RESELLER NEWS ...continued New partners to drive adoption of Inevidesk virtual desktops High-performance virtual desktop provider Inevidesk has recruited three new partners to help expand the market for VDI. They are: Totality Services, a UK-based provider of end-to-end IT services, cyber security, data and email migrations and IT consultancy; Logicle IT, a provider of IT managed services to architectural, engineering and design-based practices; and WIT (Workshop IT), now part of the Net Essence Group, a provider of IT consultancy services to the architecture, engineering and construction sectors. Tim Whiteley, Co-Founder of Inevidesk, said: “Our mission was always to open the benefits of high performance VDI to the widest possible audience, especially those who otherwise have been priced out of such technology by public cloud and big tech offerings. Working with proactive partners enables us to reach so many more organisations and their feedback and input will drive our future cycles of development and innovation.” NormCyber unveils new brand identity NormCyber, the cyber and data risk management specialist, has expanded its modular managed services portfolio with a Digital Risk Protection service and updated its brand identity to reflect its expertise in ‘making the complex clear’. Its new fully managed Digital Risk Protection service incorporates three modules: External Attack Surface Management, offering real-time insight into external weaknesses that attackers could exploit; Brand Protection to identify cyber-related risks to the brand, including phishing campaigns, brand impersonations, fake social media accounts and fraudulent mobile apps; and Dark Web Monitoring, which uses advanced AI and machine learning to provide customised intelligence on threat actors, ransomware and real-time attacks. www.normcyber.com GRC International partners with Bloom Equity for next phase of growth GRC International, a provider of IT and cybersecurity governance, risk management and compliance (GRC) solutions, training and consulting services, has delisted its shares from AIM and become a privately held company through a partnership with Bloom Equity Partners. Headquartered in the UK, GRCI helps businesses across the UK, EU and US meet the IT and cybersecurity compliance requirements of frameworks like ISO27001, GDPR, PCI DSS and the emerging DORA regulations. Alan Calder, Founder and CEO of GRCI, said: “The additional operational resources and expertise provided by Bloom will allow us to further develop our product offering and enhance our ability to help customers meet their most critical cybersecurity and regulatory challenges.” … Ultima praised for AI innovation Ultima, one of three early-start Microsoft 365 Copilot partners, was lauded for the investments it has made in AI at the Canalys EMEA Forum, held in Berlin from October 8-10. Commenting on the extent to which the company has incorporated AI within its operations and customer propositions, Canalys Chief Analyst Alastair Edwards said: “They’re extending AI and Automation into many of their offerings to really enhance their services. But what they’re also doing is driving an organisational change, top to bottom,educating everyone internally about how AI can be deployed.” Ultima CTO Matt Hudson said: “Over the past 12 months, we have established not just an Office of the CTO but a Centre of Excellence for Data and AI with the intention to be recognised as the partner of choice for our clients looking to leverage the benefits of AI both operationally and as an accelerator for growth and new opportunity.” … KnowBe4 success Two UK & Ireland MSPs were among the winners of KnowBe4’s 2024 Partner Programme Awards for EMEA held at the security awareness training and simulated phishing platform provider’s recent KB4-CON EMEA event. Integrity360 won the award for EMEA Product Champion of the Year, with Intercity being named a Partner to Watch. https://www.knowbe4.com/partners/ partner-programs Cyber Vigilance addressing clients’ IT skills shortage with Bugcrowd partnership Cyber Vigilance, a specialist in large-scale, complex cybersecurity projects for tier one banks and telecommunications companies, is helping customers overcome shortages in security expertise and personnel by becoming a value-added channel partner for crowdsourced security leader Bugcrowd. Chief Revenue Office Toby Butler said: “Retaining and hiring in-house cybersecurity resources is one of the biggest challenges our customers face. Bugcrowd enables them to tap into an extensive on-demand talent pool for critical projects, from bug bounty programmes and vulnerability management to pentesting. Working with Bugcrowd, we can find and remediate vulnerabilities our customers didn’t know existed.” Bugcrowd has set its sights on continued expansion in EMEA after, earlier this year, securing more than $100 million to fund an international expansion programme. Jacques Lopez, Bugcrowd’s VP of Global Channel Sales and Strategic Alliances, said: “The UK presents the greatest growth opportunities for us in EMEA. Cyber Vigilance, like Bugcrowd, prioritises both technology and people. Their managed services have earned customer trust and provide deep insights into security postures, making them well positioned to offer Bugcrowd testing services. Security is a team effort, and strategic relationships with partners like Cyber Vigilance allows us to integrate seamlessly into existing security ecosystems.” www.bugcrowd.com Four out of five UK businesses are struggling to source the IT talent they need, reveals the Hyve Managed Hosting IT and Tech Skills Gap Report 2024. Cybersecurity and cloud computing are the most in-demand IT skills, cited by 43% and 34% of business leaders surveyed by Censuswide, followed by machine learning and AI (33%), software development (26%) and data analysis/visualisation (25%). Two thirds of survey respondents already work with an MSP, of which 90% said they did so to plug an IT and tech skills gap. www.hyve.com/insights/downloads/it-and-tech-skills-gap-report Jacques Lopez continued...
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