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Specialists, experts, or just middlemen – how will customers see you beyond 2021?
In-depth Customers who know more about tech are raising the stakes in partner sales land
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Could the US CLOUD Act force UK channel companies to break GDPR?
In-depth The US has streamlined its processes for data requests from cloud services providers now embedded into almost every part of the UK economy
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Could IBM's Kyndryl spin-off cause confusion?
In-depth Potential conflicts are emerging in managed infrastructure services – but the new company says all is in hand
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The semiconductor crisis is delivering channel nightmares – and opportunities
In-depth Shortages can have knock-on effects across a supply chain, so how will the channel manage if constraints continue into next year?
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Manufacturers must digitally transform. How can the channel help them see past the hype?
In-depth Customers in manufacturing are looking towards big data, smart factories and Industry 4.0, yet cynicism remains
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Is private cloud dead? Not at all, say cloud providers
In-depth While hybrid and public clouds may be gaining in popularity, there are still reasons to stay private
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Why good deals go wrong
In-depth Partnership and miscommunication are often at fault when a seemingly good deal goes bad
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How to seal a deal when the proof of concept goes wrong
In-depth If a customer gets cold feet or loses interest, that doesn't have to be the end of the conversation
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Could bundling in insurance become a booster for channel margins?
In-depth With embedded insurance tipped to become a $3 trillion market worldwide, can the IT channel get a piece of the pie?
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How the IT channel can support the NHS in a time of crisis
In-depth With Covid-19 pushing an already-stretched public health service nearer to breaking point, can digital transformation help ease the strain?
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How the channel can learn from 2020 to make fresh gains in 2021
In-depth With 2021 now upon us, we ask channel companies to look into their crystal balls for the route ahead
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2020: Hardly the best of years, but not the worst for the IT channel
In-depth Channel companies report that adversity has spurred greater opportunity for them and their customers in the year gone by
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Technical knowledge sharing could be the future of the channel
In-depth Pure Storage's latest partner initiative goes beyond training & rewards, encouraging techies from different partners to help each other out
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Deal or no deal, is the UK channel finally ready for Brexit?
In-depth No one yet knows the exact terms on which the UK will begin its life outside the EU in January — or how it will affect the channel
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Making sales by webinar can be tricky, but there are advantages too
In-depth Channel sales professionals may need to work harder to seal deals and become truly trusted advisers when they cannot meet in person
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How to make sales as the cost of COVID-19 deepens
In-depth Pundits predict a return to cost-cutting for CIOs as the pandemic wanes: Here's how channel partners can tailor their approach to suit
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Bringing staff back from furlough: Best practice and pitfalls
In-depth As coronavirus restrictions ease, workplaces must return to capacity. How can the channel best navigate these changes?
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How smarter SaaS management will unlock growth in cloud services revenue
In-depth SaaSops has been cited as a big trend for 2020, but what is it, and why should the channel care?
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Four ways to sell more cloud and mobile tools to SMBs
In-depth How the channel can boost mobile and cloud penetration among smaller customer businesses
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How channel companies might enjoy US expansion post-Brexit
In-depth "The US national religion is Darwinism – evolve or die"
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Is 3D space the next dimension for print services?
In-depth Personalising the print space is one way the channel could help businesses grappling with higher end-user expectations
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For the channel, 5G offers a new landscape of opportunities
In-depth Intelligent analytics and services will likely drive partner profits, say early movers in the space
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Software as a service: a quick guide
In-depth How the channel can get up to speed with the global Software as a Service (SaaS) market
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Cloud security: A quick guide
In-depth Security concerns remain a hurdle to cloud adoption so the channel must take a more sophisticated approach
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