www.technologyreseller.uk THE MAGAZINE & ONLINE CHANNEL NEWS & RESOURCE FOR MSPS, IT RESELLERS & SUPPORT PROVIDERS TECHNOLOGY RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2016 Q&A PAGE 07 Wavenet’s Antony Black on developments at the MSP DISPLAYS PAGE 16 Why paper is off the menu at the Nenuphar restaurant PREDICTIONS PAGE 37 Experts highlight AI trends to look out for in 2025 Currys: the new one-stop-shop for channel partners
03 CONTENTS technologyreseller.co.uk 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. 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 TECHNOLOGY RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2016 04 Distributor News Westcon-Comstor to distribute AWS solutions across Europe 07 Q&A With Antony Black, Director of Wholesale, Wavenet 10 Technology News UK plc missing out on £111 million tech boost 12 Distribution Distology CTO Lance Williams picks 10 tech trends for 2025 14 Cybersecurity NIS2 compliance diverting budget from other priorities 16 Displays Historic Belgian restaurant takes paper off the menu 18 View from the Channel With Steven Allan, CEO, Linten Technologies 20 Technology Reseller Awards What you need to know 22 Workplace New technologies and services unveiled at HP Imagine 24 Cover Story How Currys is enhancing its offering for channel partners 26 Opinion Why OEMs must rethink laptop design to support the circular economy 28 Sustainability TCO Development’s Sören Enholm explains where to start with circular IT 29 Sustainability News Amazon sustainability start-ups roll out UK pilots 32 AI & Productivity James Goulding reports from the recent LogiWORK AI panel debate 37 Predictions Experts share their AI predictions for the next 12 months 40 People New faces, new places
01732 759725 DISTRIBUTOR NEWS Westcon-Comstor to distribute AWS solutions across Europe Westcon-Comstor has expanded its cloud offering for channel partners by becoming an authorised Amazon Web Services (AWS) distributor for the entire European Economic Area (EEA) plus Switzerland and the UK & Ireland (UKI). Partners in more than 30 countries will have access to the AWS portfolio of cloud products and solutions supported by a dedicated AWS cloud business unit in Europe and in-country sales, pre-sales and marketing teams who can help them develop their AWS go-to-market strategy, access AWS funding and enhance their technical expertise. The distribution agreement harnesses the expertise of Rebura, the AWS Premier Tier Services partner acquired by WestconComstor earlier in the year, and will primarily focus on driving adoption of the AWS portfolio in SMBs and the public sector. David Grant, CEO of Westcon-Comstor, said: “Our vision is to be an AWS distributor of choice, and this Europe-wide agreement represents a major step forward on that journey. We’re proud to have built a unique, comprehensive AWS framework, providing partners with the expertise and support needed to accelerate their cloud business growth and ensure success in the AWS ecosystem. We look forward to further expanding the AWS presence and footprint across Europe.” Meanwhile, the AWS Marketplace programme launched by WestconComstor earlier this year to give partners a simplified route to transacting on the platform continues to gain momentum with the addition of new partners and independent software vendors. www.westconcomstor.com … Generative AI expands possibilities for ArrowSphere Cloud partners Arrow Electronics is enhancing its ArrowSphere Cloud platform by giving partners the ability to create custom AI assistants that tap their own data, workflows and content as well as vendor-specific data. ArrowSphere Cloud users are already using the ArrowSphere Assistant, powered by ArrowSphere AI (introduced in March 2024), to address critical aspects of their cloud business, including FinOps, SecOps and sustainability. The new enhancements multiply the capabilities of the tool exponentially by providing hundreds of ready-to-use cases and prompts to fast-track customisation and AI assistants that can be tailored to support the sales lifecycle, from marketing and sales enablement to business support and catalogues. Eric Gourmelen, Vice President and Chief Technology Officer, Global ArrowSphere Cloud and AI, said: “ArrowSphere’s augmented generative AI tools will mark a shift in how our channel partners are able to interact with their customers. Channel partners can now use customised, persona-based AI assistants that work with their own data to deliver tailored information and solutions at speed.” www.arrow.com … Infinigate adds Barracuda subscriptions to cloud marketplace Infinigate has become the only distributor to support all four of Barracuda’s go-tomarket motions with the addition of its Email Protection and Cloud-to-Cloud Backup security solutions to the Infinigate Cloud marketplace. Available to partners in the UK, Ireland and Germany via flexible subscriptions, the solutions offer the highest level of threat detection, thanks to Email Protection’s learning machines, plus rapid backup of Microsoft 365 data with Cloud-to-Cloud Backup, which also features highly granular restore capabilities. Denis Ferrand-Ajchenbaum, Chief Growth Officer at the Infinigate Group and MD of Infinigate Cloud, said: “We are proud to be the only distributor supporting all four of Barracuda’s go-to-market motions, from resell, MSP, Public Cloud (Azure) Marketplace and now their new monthly subscriptions offer.” … 12,000 and counting QBS Software has solidified its position as the largest channel-only online software marketplace, after Brightly Software, a Siemens Company became the 12,000th software publisher to sell software on its platform. Its enterprise asset management tool was sold to a local government office via a global systems integrator. With more than 1,400 different software titles sold via its marketplace so far this year, QBS Software enables software resellers and system integrators to source niche and specialised software solutions to meet diverse client needs. Andreea Dumitrescu, QBS Software Managing Director UKI, said: “This milestone is testament to our commitment to streamlining software procurement for our partners. With our best-in-class API library and dedicated teams across London, Paris and Munich, supported by nearly 100 professionals in Johannesburg, we’re setting the standard for service and technical excellence in the industry.” qbssoftware.com continued... IN BRIEF... Kompingo partners with Veracode IT security solutions distributor Kompingo has added application risk management leader Veracode to its vendor portfolio. Uniting development and security teams so they can create and run secure software from code to cloud, Veracode’s centralised, AI‑powered remediation platform gives organisations accurate, actionable visibility of exploitable risk plus real‑time vulnerability remediation. www.kompingo.com Weblib scaling across Europe Westcon-Comstor and Weblib, a vendor of intelligent Wi-Fi solutions, are looking to scale adoption of the latter’s UCOPIA Wi-Fi solution for enterprises, trade shows, stadiums and public sector organisations by extending their long-standing existing distribution agreement in France to the whole of EMEA. Because Weblib technology partners include Westcon-Comstor vendors Cisco, HPE, Extreme Networks, Juniper Networks and Ruckus Networks, partners are well placed to provide integrated multi-vendor solutions. www.westconcomstor.com BlackBerry turns to TD SYNNEX TD SYNNEX has been appointed sole UK distributor of BlackBerry security solutions. As part of the relationship, it has built a team to help partners with every aspect of their BlackBerry business, including quotations, special bids and sales, supported by tools and services. BlackBerry partners can also call on the TD SYNNEX security business practice for help with proposals, customer consultations and technical issues. https://uk.tdsynnex.com/ David Grant Westcon-Comstor Denis FerrandAjchenbaum Infinigate Eric Gourmelen Arrow Electronics 04
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
DISTRIBUTOR NEWS 01732 759725 ...continued TD SYNNEX leads by example with Copilot roll-out TD SYNNEX is rolling out Microsoft 365 Copilot licences to more teams in the UK and Ireland as part of its Destination AI programme. Following an initial pilot with members of the Microsoft team in the UK and Europe, it has now extended Microsoft 365 Copilot trials and training to the UK Advanced Solutions, sales, marketing, finance, human resources and IT teams. If these deployments are successful, TD SYNNEX plans to extend availability to all workers across its Basingstoke, Bracknell and Warrington sites. Simon Bennett, Managing Director of Advanced Solutions, UK and Ireland at TD SYNNEX, said: “This is about practising what we preach and taking the lead where we hope and expect others to follow. Both globally and here in the UK, TD SYNNEX has been investing strongly in helping both our own teams and our partners understand the potential of AI. The best way of demonstrating that is for us to lead by example and make use of AI in our own business.” The four-stage Destination AI programme (Awareness, Enablement, During Sale and After Sale) gives partners the tools and resources they need to develop and deliver their own AI proposition. These include a specific learning and development pathway for Microsoft 365 Copilot to help partners take advantage of Copilot within their own businesses and show end customers how they can benefit as well. Earlier this year TD SYNNEX UK launched its AI Industry Ecosystem, a channel community initiative that brings together partners, ISVs, innovators and integrators to discuss developments, share experiences and advance the industry dialogue with the aim of forging new partnerships and AI solutions. https://uk.tdsynnex.com/ … Tiered partner programme launched by Pax8 Cloud commerce marketplace Pax8 has launched a global partner programme featuring enhanced levels of enablement, education and support and a scalable growth path. The Pax8 Voyager Alliance introduces a tiered model, with additional benefits at each level to elevate the partner experience and fuel their growth. These include curated events; tiered pricing for professional services projects to help partners manage costs; higher levels of technical support; and flexible payment options, with multiple solutions depending on a partner’s tier. Craig Donovan, Chief Experience Officer at Pax8, said: “Pax8 Voyager Alliance represents our commitment to putting partners first and recognising their unique journey to success. This advancement lays the foundation for an exciting new chapter, and we will introduce a Pax8 Rewards Programme and additional benefits over the coming months, empowering our partners to scale to new heights.” He added: “Just as enterprise cloud providers have successfully driven growth through consumption-based incentives, we’re bringing that powerful model to the Pax8 Marketplace. By recognising our partners’ historical and ongoing Marketplace spend, we’re creating a compelling ecosystem that helps MSPs accelerate their cloud journey and maximise their return on investment with Pax8.” pax8.com … Giacom acquires Inform Billing Giacom, provider of a cloud marketplace where resellers and MSPs can procure and manage IT, connectivity and communication solutions from leading vendors, has augmented its Cloud Market Tools software suite with the acquisition of Inform Billing, a provider of billing solutions for resellers and MSPs. The Cloud Market Tools suite is a comprehensive business process management offering that streamlines operations across quoting, provisioning, billing and self-service. The addition of Inform Analytics, Inform Billing’s business intelligence solution, will help partners make data-driven decisions, optimise service offerings and increase profitability by providing actionable insights into revenue streams and customer behaviours. Giacom CEO Terry O’Brien said: “As SMBs increasingly seek strategic partners for all their technology needs, our partners have a tremendous opportunity to accelerate their growth by becoming a one-stop-shop. Our goal is to make it easy for partners to become that trusted advisor, monetise new services quickly and scale efficiently. The addition of Inform Billing’s expertise strengthens our Cloud Market Tools ecosystem and provides partners with deeper insights into their revenue streams, supporting growth in both revenue and profitability.” Giacom.com 06 Simon Bennett TD SYNNEX Midwich Ignite invests in video flame detector business Midwich Ignite, the corporate venture capital arm of technology distributor Midwich Group, has made a strategic investment in Ciqurix, a pioneer of video flame detection technology. Headquartered in Paignton, Devon, Ciqurix uses advanced infrared and video analytics to deliver rapid, long-range fire detection in environments with high airflow, dirty air or extreme temperatures that may not be suitable for traditional heat and smoke detectors. Midwich Ignite acted as lead investor in the funding round and will take a seat on the board. Ciqurix aims to use the funding to gain LPS1976 accreditation for its flagship product Ciqurix CORE. Paul Seligman, CEO of Ciqurix, said: “Partnering with Midwich represents an exceptional opportunity for us to broaden the reach of our FCam CORE system. With their industry expertise and global network, we’re well-positioned to expand our market and advance the adoption of video flame detection worldwide. It’s a very exciting move for our company and we’re delighted to be working with Midwich Ignite.” https://www.ciqurix.com/ https://www.midwichignite.com/ Terry O’Brien TD SYNNEX has launched an online resource that partners can use to demonstrate the benefits of Microsoft Copilot to customers using a mix of real-world applications and interactive content. After being trained on the Copilot CloudLab Experience, partners can use it to run secure customer demonstration sessions using various pre-built scenarios, simulations and scripts. Partners can also provide personal log-ins for their customers and set them tasks and challenges that will encourage them to explore the potential benefits of using Copilot
technologyreseller.co.uk 7 journey, creating a more robust support model for our partners. With this merger, our partners now benefit from access to dedicated vertical sales specialists who can assist in understanding and addressing their customers’ unique needs and goals. By bridging the significant skills gap in the industry, we’re proud to offer these resources at no additional cost, empowering our partners and their customers to progress on their maturity journey with confidence. This past year has shown us the importance of consistency and adaptability in sustaining our business. We’ve navigated challenges, strengthened customer relationships and maintained steady growth. Our resilience and strategic focus have laid the foundation for continued success and future opportunities, ensuring trust and stability for all our stakeholders. TR: In what areas are you experiencing strongest demand? AB: Demand for cybersecurity and cloud solutions, as well as intelligent networks and contact centres, continues to grow at a rapid pace. At Wavenet, we are uniquely positioned to meet these needs with a comprehensive portfolio of solutions shaped by valuable insights from the reseller community. As the threat landscape becomes increasingly complex, businesses are recognising the critical importance of implementing robust security measures. This evolving landscape presents a strategic opportunity for MSPs to embrace outsourcing. By leveraging outsourced services, partners can address skill shortages while maintaining strong customer relationships. The key lies in identifying gaps within their current services portfolio and filling those gaps with specialised cybersecurity solutions. This approach enables MSPs to expand their offerings without the need for costly in-house hires. Additionally, we are investing heavily in expanding our unified communications Wavenet is one of the UK’s leading managed service providers – and also one of the UK’s Best Workplaces in Tech, according to the 2024 Great Places to Work list. Formed in 2000, it has grown to become a respected, multi-award-winning provider of telecoms, cybersecurity, IT & technology solutions based on long‑standing partnerships with global technology providers such as Microsoft, BT, Gamma, Extreme Networks, 8x8, Five9, Darktrace, Cato, Gigamon and more. Earlier this year, it took a giant leap forward through its merger with Daisy Corporate Services, doubling its UK workforce from 900 to more than 2,000 employees and creating the UK’s largest MSP with more than 22,000 customers. In this Q&A, we ask Antony Black, Director of Wholesale, about recent developments at the company and challenges and opportunities in the wider market. Black embarked on his technology journey in 2000, joining Opal Telecoms (TalkTalk), where he remained for 17 years, climbing up the ladder to become an integral member of its Senior Leadership Team. In 2017, he made a strategic move to join Wavenet during its early expansion phase. Today, he serves as the Director of Sales in their Wholesale division, with a special focus on cyber sales and a proactive involvement in mergers and acquisitions. Technology Reseller (TR): How’s business? Better or worse than 12 months ago? And how confident are you about the future? Antony Black (AB): As you can imagine, things have been incredibly busy here at Wavenet. Over the past few years, we’ve been focused on acquiring businesses to expand our portfolio and expertise, enabling us to deliver even better services to our customers. The integration of Wavenet and Daisy Corporate Services represents a significant step in this INTERVIEW With Antony Black, Director of Wholesale, Wavenet solutions. The COVID-19 pandemic accelerated the digital transformation of the workplace, with nearly a quarter of UK employees now operating in hybrid environments. Our TeamsLink and PBX integration solutions empower businesses to seamlessly support hybrid work by ensuring that critical customer information is always accessible and updated in real-time. This not only enhances productivity but also streamlines communication, improves customer service and drives operational efficiency, helping businesses to thrive in today’s dynamic environment. 07 continued... Q&A Antony Black
01732 759725 08 INTERVIEW major ways: their customers often need external support to manage these gaps; and MSPs themselves may struggle to meet this demand due to their own resource constraints. Additionally, the competition for skilled talent has become fierce, with many companies vying for the same limited pool of professionals. This trend highlights the need for MSPs to stand out by investing in training, strategic partnerships and comprehensive service offerings. TR: Could vendors and distributors do more to help overcome these challenges? And if so, what? AB: The integration of distributors and vendors into Wavenet systems is a crucial step in optimising operational efficiency and streamlining workflows. Currently, the process of integrating vendor data is highly manual, with teams having to manually handle and track tickets from start to finish. This process not only introduces the potential for human error but also consumes significant time and resources, making it difficult to scale effectively. By enabling end-to-end system integration through open access APIs, the process becomes more streamlined, accurate and scalable, enhancing the overall experience for vendors, distributors and the internal teams managing the system. This also sets the foundation for further automation and datadriven decision-making, driving greater operational efficiency and improved customer service. TR: Are customers becoming more demanding, and if so, in what ways? AB: Customers are facing increasing pressure on costs, largely due to budget constraints, which contrasts with the growing role of technology in business operations. A key question is how mature these customers are in their adoption of technology, and at what stage they are in their digital transformation journey. For businesses looking to thrive in an increasingly competitive market, investing more in technology can significantly enhance operational efficiency. This, in turn, helps drive better profitability by streamlining processes, reducing waste and increasing productivity. The ultimate value lies in the long-term output: improved business performance, cost savings and the ability to scale effectively. Embracing technology not only supports current growth but also positions small businesses for sustainable success in the future. TR: How have you changed/are you changing business operations to exploit new opportunities? AB: We have revolutionised business operations by significantly improving system efficiency and providing comprehensive visibility into various aspects, including support tickets, operational challenges and customer interactions. This transformation is driven by the integration of a seamless, centralised platform that harnesses the power of automation and artificial intelligence. These advanced technologies work in tandem to enhance the speed and quality of the customer experience, ensuring a smoother and more responsive service process. By optimising each step of the customer journey, we have not only streamlined service delivery but maximised the value and success of the opportunities they secure and fulfil, creating a more robust and effective business framework. TR: What do you see as the biggest challenges facing channel businesses today? AB: One of the most pressing challenges facing channel businesses today is the growing shortage of cyber security skills within the market. As cyber threats become increasingly sophisticated, businesses are under immense pressure to bolster their defences. However, the UK labour market has struggled to keep pace with the demand for skilled cyber security professionals, creating significant hurdles. Many businesses report difficulties in finding talent with the necessary expertise to handle modern security challenges. This impacts MSPs in two TR: What recent wins are you most proud of? AB: We’re extremely proud of the combined business and the strength that this brings to the market and partner community. It helps to differentiate us from other companies and expands our offering to ensure we have the biggest impact within the market. Wavenet has just signed a multi-year partnership with Stannah, the provider of lift solutions. As part of the partnership, it has enlisted the help of Five9, a system that improves efficiency, helps convert sales and cuts down call handling times. The unique CX platform enables Stannah to connect with their customers on their channel of choice, utilising practical AI and automation to speed up interactions. Wavenet will offer support throughout their contact centres in the UK and Portugal, with scope to roll it out across the business if successful. TR: Where is business proving most difficult? AB: A significant challenge in today’s market is the overwhelming number of products available, which often leaves customers uncertain about what they truly need versus what they desire. This confusion is particularly pronounced in areas related to home-working, digital tools and cloud-based solutions. At Wavenet, we can offer bespoke solutions that remove this confusion. As an MSP, especially after combining our skillset with Daisy, we can work on a case-bycase basis to build a package that works for the desired outcome. We know that one size doesn’t fit all and that solutions need to be personalised to achieve the best results. ...continued Wavenet Head Office in Solihull
This Christmas, Giacom extends heartfelt thanks to all our partners. Together, we’ve reached new heights, strengthened our businesses, and paved the way for a prosperous future. Our Cloud Market now connects over 6,000 providers with products and services from the world’s top vendors and carriers. Our range of automation tools and integrations will streamline your business ops. And, with our enablement resources and tech expertise, you can build the skills you need for the future. Imagine all we can achieve together in the New Year. Wishing you a joyful festive season. 03304 333 888 www.giacom.com what we can do together
10 01732 759725 A glimpse of the future? The Natural History Museum has partnered with Microsoft and SAOLA Studio in a new immersive, mixed reality experience that transports visitors wearing Microsoft HoloLens 2 mixed reality headsets 100 years into the future to see how the natural world has responded to the actions we take today. Visions of Nature, part of the Museum’s advocacy program, Fixing Our Broken Planet, imagines how species might adapt to the threats they face in the 21st century, in a range of environments from the Scottish Highlands to the Great Green Wall in Africa’s Sahel region. Species chosen from the Museum’s 80 million physical specimens, including a cuttlefish, Darwin’s frog and coconut crab, come to life as interactive holographic animations, while a built-in scientific copilot, Hope, describes their development from 2025 to 2125. Natural History Museum Director of Public Programmes Dr Alex Burch said: “Visions of Nature is an incredibly exciting, immersive experience – and the first offering of its kind for the Museum. It presses fast-forward so visitors can see how nature has responded, for better and for worse, to the aftermath of centuries of human industrial activity as well as to the interventions we have introduced to remedy our unsustainable activity.” Tickets are available now at nhm.ac.uk/visionsofnature … Their next job was in cyber…if only Cybersecurity is now the fastest growing tech occupation in the UK, with the number of people in cyber roles more than doubling (up 128%) between 2021 and 2024, according to Their next job was in cyber, the latest cybersecurity careers report from Socura. Despite this growth, Andy Kays, CEO of the UK-based cybersecurity services provider, warns that there are still not enough cybersecurity professionals to tackle the growing threat to UK businesses, with only one security pro for every 86 companies. He said: “Cybersecurity may be the fastest growing IT occupation in the UK but the skills shortage in the industry remains a concern. Many businesses simply do not have the specialists they need to defend against cyber attacks. To fix this problem at a national level, we need more initiatives like the NCSC-backed Academic Centres of Excellence and ways to reach even younger people so that they can discover technology in schools. For organisations struggling to recruit cybersecurity experts, finding a trusted managed services partner to bolster capabilities and ease the load remains vital to bridging the gap.” The report also highlights the need to encourage more women to pursue a career in cybersecurity. While there are 4,600 more women in cybersecurity roles today than there were in 2021, their percentage of the total cybersecurity workforce has gone down to 17%, from 24% three years ago. … Credit where credit is due Managed service provider Node4 is helping Ofsted champion the work of its 2,000 employees with the creation of a bespoke, informal, social mediastyle platform where staff can publicly acknowledge and celebrate the outstanding work of colleagues. The so called ‘wonderwall’ sits within Ofsted’s Microsoft Sharepoint intranet, which Node4 recently upgraded as part of a more than 10-year relationship with the education standards body. Athene Sherwood, Ofsted Deputy Head of Internal Communications, said: “We could have opted for an out-of-thebox solution, but we wanted something bespoke to our needs. The end result is just what we wanted. It’s colourful and engaging – and contributors can personalise their praise for colleagues for all to see. Because it runs on SharePoint through our intranet, there were no steep learning curves, meaning we could manage it largely in-house from day one.” Within the first three months of the wonderwall going live, Ofsted staff submitted more than 350 tributes to colleagues. https://www.gov.uk/government/ organisations/ofsted … Rugged Android Handheld Group, a manufacturer of rugged handhelds, tablets and customised mobile devices, has launched a rugged Android handheld with enhanced durability, a high‑performance Qualcomm Snapdragon 6490 Processor for demanding applications and 5G connectivity for fast data transmission and low latency. In addition to IP65 and IP68 ratings, MIL-STD-810H certification and 1.8-metre drop resistance, the compact, powerful Nautiz X21 comes with cutomisable buttons TECHNOLOGY NEWS UK plc misses out on £111 million tech boost If all British-based firms had increased their digital technology usage in 2021, the economy could have enjoyed a £111 billion boost in turnover by 2023, creating 676,000 new jobs, including over 313,000 in small and medium-sized companies. So say Virgin Media O2 Business and Cebr in their new report The economic and social benefits of digitalisation. According to their analysis, digital leaders – organisations that are actively investing in digital solutions and have a strong digital culture – achieved 12% turnover growth in the period, compared to just 5% for the 75% of UK organisations that have not significantly increased their digital usage since 2021. On average, they also had more than double the productivity growth. These gains contributed to an 8% rise in Gross Value Added (GVA) for digital leaders, versus zero growth for ‘digital followers’. In addition, 81% of organisations that have a strong digital culture and embrace tools to boost performance feel their workforce is well-prepared for the future, compared to 43% of those with weaker digital cultures. So what makes a digital leader? According to the report, it is not enough just to invest in digital tools; you also need to create a strong digital culture and integrate those tools to into working practices and processes to support collaboration and knowledge-sharing. Jo Bertram, Managing Director of Virgin Media O2 Business, said: “There’s a £111bn boost to the UK economy to be unlocked for those organisations that build strong digital cultures, where technology underpins the way people connect and collaborate with colleagues and customers to drive business outcomes.” www.virginmediao2business.co.uk/digital-culture/ Jo Bertram
technologyreseller.co.uk 11 and the MaxGo software suite for quick setup and personalisation. Other useful features for field applications include a sunlight-readable 6.3-inch display with wet-finger compatibility, a hot-swappable 5100mAh battery, a built-in 2D imager for scanning applications, a wide ecosystem of accessories and support for customised extensions via pogo pins. Headquartered in Sweden and with subsidiaries in the UK, Germany, Switzerland and the USA, Handheld Group delivers complete mobility solutions for logistics, forestry, public transportation, utilities, construction, maintenance, mining, military and security businesses. It is part of MilDef, a global systems integrator specialising in rugged IT for the military, government and critical infrastructure sectors. For pricing or more information on solution sales and rugged hardware, contact Laura Handley at Handheld UK – [email protected]. www.mildef.com … Net Zero in its sights Spitfire Network Services Ltd, a provider of voice, internet and connectivity services, has smashed its two-year carbon reduction target with a 41% cut in carbon emissions between 2022 and 2024 – a 600% improvement on its target of 6%. As part of its commitment to be Net Zero by 2050, Spitfire has cut carbon emissions in all areas of its business, from reductions in business travel and the use of air conditioning to technological upgrades including hosted telephone systems that make more efficient use of servers and switching from diesel to electric vehicles. It has also significantly reduced the carbon footprint of its South London data centre by sourcing electricity supplies with a lower output of carbon dioxide per kWh of electricity generated (kgCO2e per unit). www.spitfire.co.uk Self-service for all Dorset-based kiosk solutions provider imageHOLDERS has won a contract to roll-out more than 4,000 self-serve, touch-screen kiosks in Post Office branches across the UK in a collaboration with Ricoh, Intelligent AR and Meld CX. The ergonomic kiosks featuring assistive technologies, such as screen readers and braille interfaces, will enable all customers to carry out a variety of tasks themselves, including buying stamps and sending parcels and home-shopping returns. The complete solution brings together state-of-the-art kiosks, postal software from Intelligent AR, remote monitoring from Meld CX and the extensive installation, service and support capabilities of Ricoh. The phased roll-out is due to begin in Spring 2025. www.imageholders.com TECHNOLOGY NEWS Advantex provides connectivity and security for Black Cat Clubs Advantex, a Gateshead-based Cisco Premier, HPe Silver and Microsoft Gold partner, has executed a transformative IT infrastructure upgrade for Mills Hill Development Limited (MHDL), the power behind the El Gato and Canto restaurant chains. The expertise the single-source integrator and Internet Service Provider (ISP) was able to bring to the project was pivotal in transforming MHDL’s Manchester and Leeds outlets into Black Cat Clubs, high energy entertainment venues that blend darts, shuffleboard and multiple sports screens. In order to ensure the ‘always on’, secure internet connectivity on which the Black Cat Club concept relies, MHDL asked its long-standing IT collaborator to design and deploy a robust, scalable technological foundation that would ensure consistent, high-performance connectivity and deliver substantial cost efficiencies. Advantex’s solution, initially deployed at MHDL’s Manchester venue and then replicated in Leeds, encompasses a high-capacity WiFi network, dedicated cabled connections for gaming and entertainment systems, and redundant internet transit for ‘always-on’ reliability. This multifaceted approach ensures patrons of the Black Cat Club experience seamless connectivity throughout their visit, enhancing their enjoyment of the venue’s diverse offerings. Centralised security To fortify security and enhance resilience, Advantex, an ISO 9001-accredited and Cyber Essentials Plus company, implemented a centralised security model leveraging Cisco’s industryleading security appliances alongside its own proprietary Security as a Service (SECaaS) offering. The infrastructure also features Diverse Plus connectivity, with dual circuits in each location to minimise service disruption risks. This comprehensive security approach safeguards both MHDL’s operations and their customers’ data, providing peace of mind in an increasingly digital landscape. Tony Easingwood, Senior Account Manager at Advantex, said: “Our decade-long collaboration with MHDL has undergone a fascinating evolution. From initial cabling projects to Voice over IP (VoIP) systems and now to advanced connectivity and cybersecurity solutions, we take pride in fuelling MHDL’s innovation and expansion.” Mike Smith, HR manager at MHDL, added: “The Black Cat Clubs’ success hinges on superior internet connectivity and ironclad security. Advantex delivered this whilst consistently exceeding expectations, maintaining transparent communication throughout the project.” With the successful launch of Black Cat Clubs in Manchester and Leeds, MHDL is now strategically positioned to expand this innovative concept to other locations, backed by a robust and secure IT infrastructure provided by Advantex. www.advantex.uk.com Examples of imageHOLDER kiosks Advantex has executed a transformative IT infrastructure upgrade for Mills Hill Development Ltd, the team behind the acclaimed El Gato and Canto restaurant chains Tony Easingwood
12 01732 759725 DISTRIBUTION 1 AI arms race The AI arms race remains the most anticipated and discussed topic. What’s clear is that generative AI models have proliferated in businesses, technologies and services without a huge amount of thought or attention. These tools are still largely free because the industry and the tech haven’t yet reached a point of maturity. However, fee models are coming!! Companies that have been using free tools should start to feel nervous about where the data is going. Key considerations for cybersecurity are: 1) DLP (Data Loss Prevention) applied to GenAI models is a good guardrail and source of insight for organisations; 2) If you’re building/ developing an LLM you’ll need a purposebuilt tool; 3) focus on AI runtime through more robust chipset security and softwarebased runtime security solutions; and 4) Information governance will become more important, covering both data discovery, leading to data security posture management, and data encryption. 2 Ransomware-as-a-service There is absolutely nothing (so far) that can truly protect us from ransomware. There is plenty of tech that can mitigate risks by trying to prevent us from falling foul of the exploits that lead to the payloads that infect us, but should ransomware arrive, even EDR has been proven utterly useless in preventing it, especially when it takes hold. 2025 will see What does 2025 have in store for the IT channel? Here, Distology CTO Lance Williams highlights 10 trends set to shape the tech discourse over the next 12 months Ten trends to watch in 2025 Lance Williams the first technologies that take the fight to ransomware with anti-ransomware features, such as prevention, recovery and data exfiltration prevention. 3 Identity takes ZTA main stage In 2025 identity security technologies will become a greater focus and standard practice for many organisations, as it’s core to ZTA (zero trust architecture). Knowing who is accessing, what they have accessed and for how long (and controlling and governing what they can access) will deliver invaluable insights into the ‘normal’ behaviours of each individual. This is essential for spotting abnormal behaviour, a key sign of compromise, and will ensure that access is governed and managed effectively. 4 Key target: supply chain & CNI Supply chain and critical national infrastructure (CNI) continue to be key targets for cyber attack. The reality is attackers will continue to exploit weaknesses in CNI, largely via the OT and IoT environments, and also through third party suppliers whose defences may be less robust than the target organisation. Technologies that address this have emerged throughout 2024 and will enjoy rapid adoption into 2025. 5 IoT & 5G security With the proliferation of IoT and the continued adoption of 5G to improve connectivity, we’re expecting IoT and 5G security to be areas of concern and interest. We’re monitoring developments in this space. 6 Biometric security & authentication There is an increasing shift towards passkeys and growing use of biometrics to authenticate someone or something. Fingerprint scanners are commonplace on mobiles and laptops, which is pushing us to be passwordless. Concern about biometric data breaches will rise as a result. 7 Data security, regs & threats The focus in recent years has been on endpoint, secure access service edge technologies and cloud security solutions, but as data breaches continue data security will return as an area of focus to an extent we haven’t seen for almost ten years. ‘Post quantum readiness’ is becoming a staple of industry events and this places importance on technologies, such as encryption, to be post-quantum ready. 8 Cyber resilience & readiness Cyber resilience and readiness is the name and aim of everything cybersecurity heading into 2025. Just as we all have to work on developing good cybersecurity practices, it’s important that every organisation can bounce back from an attack through technology and services-based resiliency measures and that people know how to be adaptable, as we can’t perfectly plan our response for every scenario. Cybersecurity incidents will happen on a small, medium and even grand scale so businesses need to sharpen their focus on disaster recovery and business continuity planning. 9 Get ‘secure by default’ Never mind all the technological advancements we’ve seen over the past 20 years, the weakest link is us! HRM (human risk management) is an essential evolution of security awareness training and testing (SATT) helping us to be conditioned better as individuals and the organisations we work for to be more aware of what ‘normal’ behaviour looks like for each person. 10 Quantum computing readiness What is quantum computing? It is the principles of quantum mechanics being applied to computing. Traditional computing is based on the bit, quantum computing is based on the quantum bit, or qbit, and this is millions of times faster. Because it will be able to compute things millions of times faster, it will break current encryption methods in milliseconds. We are 10 years off quantum computing becoming a reality and the subject is still largely dominated by academics. However, it represents such a fundamental shift in everything we know about computing that people are talking about it more and, as stated above, are investigating technologies that seem to address ‘post quantum readiness’. With threat actors purportedly stealing encrypted data to decrypt in a post-quantum world, the snowball is already forming, even if it is not yet rolling down the hill.
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14 01732 759725 reviewing cybersecurity processes and best practices (29%), developing new policies and procedures (28%), investing in new technology (28%) and increasing budget for cybersecurity (28%). The primary ‘enablers’ of NIS2 compliance – new technology solutions (27%), IT audits (25%) and internal organisational skills (25%) – also require valuable budget and expertise. The combination of static or falling IT budgets and the allocation of additional funds for NIS2 compliance mean that in companies required to comply with NIS2, 80% of EMEA IT budgets are now allocated to cybersecurity and compliance. This leaves little room to address IT leaders’ top challenges, such as the skills gap, profitability and digital transformation. Even though NIS2 compliance is tenth on leaders’ list of priorities, 30% of survey respondents say they have dipped into recruitment budgets to support NIS2 compliance efforts. Andre Troskie, Field CISO EMEA at Veeam, said: “Maintaining security and compliance is vital for any organisation, but the fact that it currently consumes most of the IT budget highlights how underprepared and under-resourced organisations are. IT leaders have limited budgets, yet still need to find the resources to meet NIS2 requirements quickly. Those who adopt a holistic approach to security and best practices before legislation mandates them to do so will naturally face less pressure, allowing them to better address other key priorities and challenges.” What NIS2 means for UK businesses Although NIS2 does not affect UK companies directly, any that do business with EU entities must comply with the directive. Even those that don’t will need to comply with the UK Government’s upcoming Cyber Security and Resilience Bill due to be introduced to Parliament in 2025. Veeam argues that as the only country surveyed to report an increase in IT budgets since January 2023, with 62% of UK-based IT decision-makers reporting a budget hike and just 14% seeing a decrease, UK businesses have been able to invest more heavily in improving their security posture. technical debt (24%), lack of leadership understanding (23%) and insufficient budget/investments (21%). This suggests NIS2 is likely to continue to skew IT investment priorities for months to come. Veeam analysis highlights two areas where it has already had a big impact: 1 IT Budgets. While more than two thirds (68%) of IT leaders have managed to secure additional budget for NIS2 compliance, 20% cite lack of budget as a significant barrier to achieving compliance – hardly surprising considering 40% of respondents have seen a reduction in IT budgets and a further 20% have seen no change since the political agreement for NIS2 in January 2023. To secure the budget needed for compliance, 95% of organisations have diverted funds from elsewhere in the business, including risk management (cited by 34%), recruitment (30%), crisis management (29%) and emergency reserves (25%). Veeam Field CTO EMEA Edwin Weijdema points out that while the emphasis on corporate accountability and stringent penalties for non-compliance may help business leaders secure extra funds, it comes at a price. “As most IT budgets are either being cut or remaining stagnant – effectively shrinking due to rising business costs and inflation – NIS2 is pulling from an already limited pool. It’s particularly concerning to see funds being redirected from recruitment and emergency reserves. NIS2 shouldn’t be treated as a crisis, yet one in four businesses appears to view it that way,” he said. 2 Business challenges. Veeam warns that the reallocation of funds is amplifying existing challenges that rank higher on IT leaders’ list of priorities, such as the skills gap (24%), profitability concerns (23%), digital transformation (23%), the rising cost of doing business (20%) and a lack of resources (20%). This list of challenges highlights human and financial resources as key limiting factors for business leaders, yet the steps businesses are taking to achieve NIS2 compliance make big demands on both. These include conducting IT audits (29%), On October 18, the Network and Information Security Directive 2022/2555 (NIS2) came into force, introducing new cybersecurity compliance requirements for EU businesses (and those doing business with them), such as defining incident response plans, securing supply chains, assessing vulnerabilities and evaluating overall security levels, including for affiliated organisations, partners and supply chains. NIS2 has already had a significant impact on businesses in the EU, with 95% of organisations diverting budget from elsewhere in the business to cover compliance costs, according to a new survey by Veeam Software. Even so, 66% of the 500‑plus EMEA IT decision-makers surveyed by Censuswide were expecting to miss the compliance deadline for a variety of reasons including NIS2 compliance takes its toll Veeam survey highlights the extent to which NIS2 has diverted investment from other business priorities Cybersecurity Edwin Weijdema Andre Troskie
technologyreseller.co.uk 15 More than one third of UK-based respondents have already invested in new technologies (34%) and reviews of cybersecurity processes and best practices (38%) – a higher proportion than counterparts in the EU. UK IT decision-makers are also more likely to have planned additional investment, with 30% intending to further review cybersecurity processes and best practices, and 25% planning new technology investments, compared to an average of 15% and 16% across other surveyed countries. Dan Middleton, Veeam Regional Vice President UK&I, said: “Given their readiness to invest and improve, it’s unsurprising that 90% of UK IT decision-makers feel confident in their ability to comply with regulatory requirements – the highest confidence in EMEA. This is good news ahead of the upcoming Cyber Security and Resilience Bill. While the details are yet to be released, any moves UK businesses make now to enhance their cyber and data resilience will benefit them when this regulation comes into force. This includes the planned investment by over one-third (36%) of UK respondents in upskilling existing employees, which will help tackle the growing skills gap, an issue putting a third (30%) of UK businesses under more pressure than any other common IT challenge.” https://www.veeam.com AI Other findings 90% of EMEA businesses have experienced at least one security incident that the NIS2 directive could have prevented in the past 12 months, 65% of which were categorised as ‘highly critical’. 74% of respondents see NIS2 as beneficial, but 57% doubt it will have a substantial impact on the EU’s overall cybersecurity posture. Of these, 42% blame inadequate consequences of non-compliance causing widespread apathy towards the directive, 35% say it is not sufficiently comprehensive, 34% believe compliance won’t guarantee security and 25% say it overlaps with existing regulations. Other barriers are lack of focus on NIS2 compliance (20%), tight timelines (19%), the cybersecurity skills shortage (19%), directive complexity (19%) and organisational silos (19%). AI investment must deliver ROI or be cut Four out five Chief Financial Officers plan to increase their AI investment over the next 18 months, but half say they will cut AI spending if it doesn’t demonstrate measurable ROI within a year, reveals a survey of 400 finance leaders commissioned by AP automation firm Basware. According to Basware’s From AI to ROI report, while CFOs recognise the value of AI for transforming administrative processes (cited as a staff priority by 70% of CFOs) and for enabling their workforce to focus on more strategic activities (cited by 75%), many just ‘don’t know where to start’. It states that the biggest barriers to finance transformation are change management and an unclear AI strategy; 40% of finance leaders say their organisation lacks change management capabilities, while 31% lack a clear strategic vision for AI within the finance function. This, together with macro-economic and geopolitical uncertainties, is preventing 41% of finance leaders from prioritising AI investment. Perttu Nihti, Chief Product Officer at Basware, believes we are at the AI tipping point and that focusing on high-value wins that demonstrate quantifiable ROI quickly will help justify investment across an organisation. He said: “AI-powered automation can help to reduce hours and relieve pressure. But the success of AI investment hangs on knowing where to start and proving impact.” Basware recommends Accounts Payable as a good starting point, where AI’s ability to reduce errors, detect fraud faster, lower operational costs and improve regulatory compliance can deliver impressive ROI. https://www. basware.com/en/resources/from-ai-toroi-cfos-and-the-fast-track-to-value AI projects failing to progress New reports highlight difficulties of moving beyond most basic use AI cases • A new study from sales CRM specialist Pipedrive suggests that many organisations are struggling to move beyond the most basic level of AI adoption. Its State of AI in Sales Report reveals that while 75% of companies use AI-powered tools to create content, and 52% use them to summarise content, very many do not move beyond these initial use cases. Nearly half (47%) of current AI users say they have no immediate plans to further integrate AI into their workflows. www.pipedrive.com • Some of the failings identified in Pipedrive’s report are also evident in the Avanade Trendlines: AI Value Report 2025 based on the insights of 4,100 business and IT decision-makers in mid-market businesses with revenues of $500 million to $5 billion. Most respondents are positive about AI – 85% are worried about losing ground to competitors without rapid AI adoption and 53% plan to increase AI budgets by up to 25%. Even so, nearly half are stuck at the business case (48%) or proof of concept (44%) stage. Three quarters (76%) say their progress with AI is limited by poor data quality and governance. With 94% citing sensitive data protection as critical, 44% are planning to implement new data platforms and 41% are setting governance standards. www.avanade.com Discover more at Basware.com From AI to ROI CFOs and the Fast Track to Value This report was produced by Under Embargo
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