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[email protected] COMMENT 03 ‘Knowing what you do now, would you have done anything differently?’ is a classic interview question – we ask it in our 60 seconds with… questionnaire (see page 39). Answers often provide interesting insight into a person’s character and the reasons for their success. A variation on the theme – equally revealing – is ‘What would you do If you were starting out now?’. All of us at times take comfort in the idea that success is merely a question of being in the right place, at the right time. For a lucky few it is, but in our hearts we know most successful people make their own luck, which requires vision, hard work and perseverance. So, at Channel Live, it was interesting to hear Daisy founder Matt Riley say that if he had his time again he would create the best possible customer-focused sales machine and outsource everything else – “I wouldn’t do any billing; I wouldn’t do any collections; I wouldn’t do any installation; I wouldn’t do any maintenance”. Cloud technology (and Daisy’s evolving services portfolio – see four-page insert) make such a model increasingly viable. For those with vision, ‘right time, right place’ will always be ‘right here, right now’. Outsourcing might be a strategic decision for some, but for many it will be done out of necessity, to cover a lack of in-house expertise or to meet a customer’s requirement for additional services. As the skills shortage bites and recruitment becomes harder after Brexit (see page 5), it is possible that more businesses – resellers and their customers – will be tempted to take advantage of IT services offered by organisations in countries with low wages and good IT skills, countries like Bulgaria, perhaps (see page 32). For distributors, providing IT and sales training to combat the skills gap could be a good way to build relationships with customers and head off the growing threat from etailers identified in CONTEXT’s Channelwatch 2018 report (see page 37). James Goulding Editor,
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[email protected] www.technologyreseller.co.uk No part of Technology Reseller can be reproduced without prior written permission of the publisher. © 2018 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk 05 Bulletin This month’s technology vendor, reseller and distributor news 22 Cover Story How 3CX makes life easy for resellers 25 HR Kaseya helps MSPs with employee on-boarding 25 Insider... Phil Jones on preparing for ‘business as unusual’ 26 What’s New The month’s best new products and services 28 Storage Why resellers should take note of NVMe 30 Vox Pop How to make the most of the opportunities in cloud 32 Outsourcing The attractions of Bulgaria 34 Telephony Xelion’s take on choosing a hosted telephony provider 36 Displays Microsoft unveils new type of display 37 Market Snapshot Why etailers are a threat to distributors 38 Infographic on the Month The CompTIA Top 10 emerging technologies 38 View from the Channel Talking business with Andy Sadler of Fluent Communications 39 60 seconds… With Gareth Bray, Commercial Director, Enterprise, Exertis v14 · 2018 technology reseller.co.uk Comment Register online To receive your regular FREE printed copy of TECHNOLOGY RESELLER Magazine simply fill in our online registration form at www.technologyreseller.co.uk/register Read Technology Reseller online, on tablets and smart phones www.technologyreseller.co.uk Join us : Follow us @techreselleruk www.facebook.com/TechnologyResellerMag technology-reseller-magazine Editor: James Goulding 07803 087228 ·
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[email protected] ISSN 2055-3110 (Print) ISSN 2055-3129 (Online)