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[email protected] COMMENT 03 Recently, several reports have identified sky high levels of optimism in the reseller/MSP community. Datto’s fifth State of the MSP report (see pages 30 and 31) is a case in point. This show that 98% of UK MSPs believe now is a good time to be an MSP. As someone reporting on the industry, this is great news, but as a journalist with an in-built bias towards fear, uncertainty, doubt and discord, such consensus is most unsatisfactory. If you are one of the 2% that isn’t so sure about the attractions of being an MSP, please get in touch; I would love to know why you feel this way. In March, we invited readers to participate in a survey into the printer/MFP reseller channel being conducted by Keypoint Intelligence. Many thanks to everyone who took part. The results of this survey are now in – we cite a few in our Technology Live preview on pages 46 and 47 and will publish more in the next edition of PrintIT Reseller. These, too, show high levels of optimism, which is more surprising considering the effects that successive lockdowns and now the switch to hybrid working have had (and will continue to have) on print volumes – surprising but perhaps not misplaced as despite a fall in resellers/MSPs’ average growth from 7% to 1.9% over the last two years, margins have actually gone up from 16.1% to 16.4%. Diversification within and outside their core offering will have contributed greatly to many respondents’ resilience and confidence. On which note, don’t forget to book time to attend Technology Live, taking place at the Business Design Centre on September 28, where you can find out more about new product areas that, as well as enhancing your existing portfolio, could make your business more resilient to market disruption and economic shocks. Register now, https://technologylive.co.uk . In our interview with David Watts on page 16, he highlights the investment that Tech Data has made in its Practice Builder programmes and the support that the distributor gives resellers seeking to expand into cloud, cyber security and other areas. Another option is to gain expertise through acquisition. In fact, as many as 41% of respondents to Keypoint Intelligence’s survey stated that they were likely to acquire in the next 12 months. Add in the interest of private equity firms in IT/comms businesses and it is possible that investors could come knocking on your door. As Nigel Cook, Founder and Managing Director of Evolution Capital, explains in our interview on pages 44 and 45, now might be a good time to get ‘match fit’ and present your business in a way most likely to attract potential investors. 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. © 2021 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk 04 What’s New A selection of the month’s best new products and services 06 Tech Trends Top trends shaping the UK tech sector 08 Distributor News Exclusive Networks sharpens focus on start-ups 09 Working Together This month’s round-up of new distribution agreements 12 Reseller News AzteQ develops framework for digital transformation success 16 Interview Tech Data’s David Watts gives a distributor’s view of opportunities in the channel 30 MSPs Datto’s fifth State of the MSP report reveals high levels of optimism amongst MSPs 33 Internet of Things What does it take to succeed in IoT? Technology Reseller finds out from Emma Mahy, Chief Executive of IoT Solutions Group 38 View from the Channel With Andy Horn, CEO of IntraLAN 41 Connectivity Why Versa Networks is a SASE leader and how it plans to expand its footprint in new and existing territories, including the UK 44 Finance Evolution Capital launches new platform to accelerate M&A processes 46 Technology Live Preview Meeting the demand for technology convergence 49 Opinion Florian Malecki explains how to boost business with a 3-2-1-1 backup strategy 50 People New faces, new places v41 · 2021 technologyreseller.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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[email protected] ISSN 2632-9301 (Print) ISSN 2632-931X (Online) The Convergent Technology Event for IT Resellers & Providers Business Design Centre · London · 28 September 2021 2021 REGISTER NOW www.technologylive.co.uk Main Sponsor Visit our blog: datto.com/blog Subscribe to our podcast: datt o.com/podcast Report Follow us on: Datto’s Global State of the MSP Report Adaire Fox-Martin, Google Cloud