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[email protected] COMMENT 03 Is the UK tech sector’s long run of growth coming to an end? The latest KPMG UK Tech Monitor Index shows that while business activity in the sector grew in Q2, extending its run of continuous business activity expansion to seven years, the rate of growth slowed, suggesting that UK’s economic and political problems are starting to hold back growth. The picture is similar for sales volume. While tech companies bucked the trend with a moderate sales volume increase, KPMG reports that the rise in new orders received by tech firms was amongst the weakest on record since 2015. Information Services Group’s EMEA ISG Index , which measures commercial outsourcing contracts with an annual contract value (ACV) of € 4 million or more, suggests an even bleaker outlook for the UK. While Europe’s combined first-half ACV, including both managed services and as-a-service contracts, was up 12% to € 8.9 billion, the picture is less rosy in the UK and Ireland, where Brexit uncertainty contributed to a 0.4% decline in half-year ACV to € 1.6 billion and a fall in the number of outsourcing deals from 111 in the first half of 2018 to 97 this year. For Europe as a whole, managed services grew 10% in the first half of the year, reaching € 5.7 billion ( € 4.7 billion from IT outsourcing and € 1.0 billion from business process outsourcing). As-a-service ACV grew by 17% to € 3.2 billion, driven by continuing strong demand for cloud-based solutions ( € 2.4 billion from Infrastructure- as-a-Service, up 19%, and € 846 million from Software- as-a-Service, up 9%). As-a-service solutions now account for 36% of combined market spending. While the UK ICT industry undoubtedly faces big challenges, in these difficult times it is clearly a better industry to be in than many. As the articles in this issue make clear, there are still numerous growth opportunities for the UK tech sector – and no shortage of businesses and personnel with the talent and drive to seize them. 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. © 2019 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk 04 What’s New The month’s best new products and services 07 Tech Trends The state of ICT in the UK today 08 Distributor News Kondor helps O2 remove plastic from packaging 12 Reseller News inTec adds third ‘owned partner’ to network 16 Vendor News Juniper Networks teams up with Aston Martin 18 In the news Why Sharp bought Complete I.T. 22 Cover Story Maximising revenue and profit through billing 24 View from the channel With Peter Sweetbaum, CEO of IT Lab Group 26 Interview The second part of our interview with Veritas Technologies’ Jamie Farrelly 28 MSPs Why it pays to choose the right providers 30 The Cloud How to exploit opportunities in multi- cloud computing 33 Cloud Services Technology Reseller catches up with Giacom CMO Jacey Moore 36 Q&A With Steve Harrington, Managing Director – EMEA at Masergy 38 Security How Tech Data is addressing fragmentation in the security market 39 On Test We review the SEH myUTN-2500 USB Deviceserver 40 I couldn’t do my job without… Brother MD Phil Jones picks his favourite work tools 42 60 seconds… Lee Fletcher, Channel Manager, Snom 43 People New faces, new places v23 · 2019 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.uk/register Read Technology Reseller online, on tablets and smart phones www.technologyreseller.uk Join us : Follow us @techreselleruk www.facebook.com/TechnologyResellerMag technology-reseller-magazine Editor: James Goulding 07803 087228 ·
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