v53 · 2022 www.technologyreseller.co.uk THE MAGAZINE & ONLINE CHANNEL RESOURCE FOR MSPS, IT RESELLERS & IT SUPPORT PROVIDERS PAGE 38 My Life in IT CYBER SECURITY View from the Channel PAGE 48 PAGE 27 With Annette Cunningham, Vice President Sales at Tech Data UK and Ireland Goldilock plugs security gap with easy to install hardware appliance IT support companies stuck between a rock and a hard place
01732 759725 02 BUSINESS BRIEFING
technologyreseller.co.uk 03 BUSINESS BRIEFING Sell the protection they need. Get the rewards you want. Join the Norton Empower Reseller Program. Everybody wins when you join the Norton Empower Reseller Program. Your customers get protection that’s trusted by millions worldwide, and you’ll be rewarded beyond the benefits you earn when you sell a Norton product. When your customers renew on Norton’s eStore, you’ll start earning a revenue share – even if they choose an upsell or cross-sell product.** Now great protection comes with greater rewards. • Extra rewarding. Earn revenue share when your customer renews their Norton Empower product – including if they select an upsell or cross-sell product on Norton’s eStore. • Cyberthreats evolve. Our protection does, too. As a leader in consumer cybersecurity, we are driven to help protect your customers against cybercrime. We’re committed to keeping up with existing and emerging cyberthreats. • First-rate services and support. No additional charge for help and support for you and your customers makes renewing an easy choice for your customers. **Revenue share is payable on up to 3 years of license renewals on Empower-enabled products made through the Norton eStore. www.empowerreseller.norton.com Copyright © 2022 NortonLifeLock Inc. Visit the Empower portal by scanning the above QR code for information and full terms & conditions. More Info
AD EXERTIS LG In August a few members of our marketing team had the pleasure of visiting the incredible LG showcase at their head office in Woking. During the day they got to take a look at some of the amazing digital signage solutions that LG distribute through Exertis. In addition to transforming customer experiences, LG’s digital display technology allows businesses to influence customer behaviour by showcasing specific products and recommending products as they are being used in real time. DIGITAL SIGNAGE SOLUTIONS Exertis camera crew at work with Mark Kitchen LG Product Technician. Slim Design Being slim, a closer installation to the wall is advised. Additionally, this increases the screen’s immersive experience and provides a sophisticated design, improving the installed-space’s décor. Super High Resolution Delivering immersive viewing experience by 4 times higher definition picture quality than FHD. Built-in Speaker Contents will be enriched with sound effects from built-in speakers, without the need for purchasing or installing external speakers. Support HDMI CEC Command This allows you to use the LG Remote Controller to control the basic functions of connected HDMI devices. Introducing the NEW UM5J range. Screen Size: 98” 110” | 3840 x 2160 (UHD) | Refresh Rate: 120Hz Exertis visit LG Signage Showcase Now available from Exertis Experienced technician Mark Kitchen walked the team through some of the main features of the solutions such as the LG One:Quick Flex, an all new work from home solution, 75TR3PJ-B Interactive Digital Board, 65UH5F-H Ultra HD and US762H. All of these products come with a range of features such as WebOS, built in remote meeting capabilities, interactive touch screen and IP5x Certified. At Exertis, we can better cater for peoples needs and requirements because we know more about what makes them unique—thanks to remote working and gaining more of an insight into their lives. Visit exertis.co.uk and let us help you choose the correct LG signage solution for your business. High Brightness Contents will be enriched with sound effects from built-in speakers, without the need for purchasing or installing external speakers. Speak to an expert Basingstoke 01256 707 070 store.exertis.co.uk
technologyreseller.co.uk If you no longer wish to receive Technology Reseller magazine please email your details to [email protected] COMMENT 05 The ICT industry’s success in absorbing, even profiting from, recent shocks to the system is impressive and in no small part due to government support which kept demand for its products high even in the darkest days of the pandemic. The current cost of living crisis, driven by sky-high energy prices and double-digit inflation, presents a new challenge and unless the Government acts quickly and decisively, things could get very difficult – even for IT companies that, as David Watts, Managing Director UK & Ireland at Tech Data, pointed out to Technology Reseller earlier in the summer, are often part of the solution when businesses are under pressure to reduce their operating costs. In this month’s View from the Channel on pages 38 and 39, Dave de la Haye gives an insight into the challenges that smaller IT support companies are already facing, with rising prices, additional service charges and escalating minimum spend levels, and the difficulty of knowing when to absorb these extra costs and when to pass them on to customers. If there are any particular problems you are encountering at the moment, please let us know. Watts also highlighted the agility of many IT businesses, which enabled them to react quickly to new business opportunities during Covid. The sector’s vigorous entrepreneurship is the raison d’etre for Tech Live 2022, which is taking place or, for readers of the printed magazine, took place at the Business Design Centre on September 13. The number of pre-registrations is testament to the interest resellers have in discovering new technologies that they can add to their portfolios. One of the interesting things about the exhibitors at this year’s event (see pages 18 and 19) is the number of them that are offering recycled products or device lifecycle management services. One of these is Flex IT, which on page 24, argues that it is time the channel met growing demand for sustainable products by incentivising their sales people to sell remanufactured and refurbished devices. Doing so won’t just help customers with their sustainability goals, it can also save them money, which in times like these has to be a good thing. James Goulding – Editor, [email protected] Technology Reseller is published by Kingswood Media Ltd., 10 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. © 2022 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk v53 · 2022 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 · [email protected] Publishing Director, Social Media and Web Editor: Neil Trim 01732 759725 · [email protected] Advertising Director: Ethan White 01732 759725 · [email protected] Account Manager: Jeff Root 01732 759725 · [email protected] Art Director: Nick Pledge 07767 615983 · [email protected] ISSN 2632-9301 (Print) ISSN 2632-931X (Online) 06 What’s New The month’s best new products and services 08 Distributor News Midwich Tech Xpo returns 10 Working Together This month’s round-up of new distribution agreements 12 Reseller News M&A boost for baby boomers 18 Tech Live 2022 This year’s exhibitor list and seminar programme 20 Digital Transformation Key take-aways from the Stratas Digital Transformation Leaders Dinner 22 I couldn’t do my job without... Slip Co-founder Tash Grossman picks her favourite work tools 24 Circular IT Why it’s time to incentivise sales people 27 Cybersecurity Going back to basics with Goldilock 30 Opinion Vapour CEO Tim Mercer makes the case for NLU 34 Workflow The monday.com differential 38 View from the Channel Smaller IT support companies feel the pinch 42 Observability How Kensu aims to shake up the data observability market 45 Q&A With Gavin Jones, Head of Channel at BT Wholesale 48 My Life in IT We ask Annette Cunningham, Tech Data UK&I Vice President Sales, about her life in IT 49 People New faces, new places The essential show for IT and mobile resellers and providers 13 September 2022 – 10am to 4.30pm Seminars run all day from 10.30am | Business Design Centre · London 22 In partnership with REGISTRATION NOW OPEN>> REGISTER NOW at tech-live.co.uk
Following a big increase in global ransomware attacks, up 24% in Q2 compared to Q1, Avast has added a Ransomware Shield to its Essential, Premium and Ultimate Business Security packages. The Ransomware Shield provides an added layer of protection to that already provided by the Avast Web Shield, File Shield and Behavior Shield. Enabled by default, it lets users specify which applications can access their most important files and folders, ensuring they can’t be modified, deleted or encrypted by unknown applications. Users can manage their list of protected files and folders in the Avast Business Hub. www.avast.com 01732 759725 06 INNOVATIONS What’s New Room for another Konftel is introducing a new version of its C2070 ‘Bring Your Own Meeting Room’ solution for in-room, PC-based systems. Part of a new product range optimised for Microsoft Teams Rooms, Zoom Rooms and other platforms, the Konftel C2070 Attach extends the appeal of a solution that Simon Hughes, Konftel Brand Manager at Trust Distribution, describes as the ‘sweet-spot’ of its conferencing portfolio. The Konftel C2070 combines a Konftel Cam20 4K conference camera, a Konftel 70 speakerphone with OmniSound and the Konftel OCC Hub, which brings everything together in one convenient kit, with a single USB cable. Hughes said: “The Konftel C2070 ticks many boxes customers are looking for, without any additional licences which inflate the cost of ownership with some other brands. It’s a plug and play USB solution which fits most standard-size meeting rooms. The auto framing of images is proving really useful in the education sector, while the 4K detail is great for companies wanting to see and assess products that are often in another part of the world.” konftel.com Added protection Hybrid appeal Following recent partnerships with HP and Cisco, Danish luxury audio brand Bang & Olufsen is planning to accelerate its move into the enterprise space by gaining Microsoft Teams and Zoom certifications for its headphones and Bluetooth products. John Howard, Head of Enterprise at Bang & Olufsen, points out that the company’s products are already being used by hybrid workers for online meetings and to shut out surrounding noise. He said: “Hybrid workers are moving towards high-end audio products that can be used for both work and leisure – and they want to do that without compromising on quality and design. Bang & Olufsen is uniquely placed to fill this hole in the market. We create long-lasting, beautiful products renowned for their amazing sound, and getting our products certified will only enhance their audio performance, connectivity and functionality.” Last year, Bang & Olufsen partnered with Cisco to create a premium business headset for hybrid workers and with HP on the HP Presence conferencing system. Double protection Smartphone accessories provider Cellularline is launching a range of protective phone cases with built-in Microban antimicrobial technology that helps to keep the cases free of germs and also prevents staining. Antimicrobial options are available for Sensation, Gloss, Tetra Force Strong Guard, Tetra Force Strong Guard Mag (illustrated) and Book Agenda cases. www.microban.com/cellularline-group A level playing field AIRPA is aiming to level the playing field between large and small businesses with the launch of an Integrated Platform as a Service (InPaas) solution that connects all ‘out of the box’ tech systems, apps and data in one, synchronised and easy-to-use platform with single sign on and the ability to search for information across all applications. AIRPA automates repetitive tasks; creates intuitive workflows and reports at the click of a button; and enables small businesses to make real-time decisions based on data collected from multiple systems and shown in intuitive dashboards. AIRPA Co-founder Farooq Raja said: “AIRPA is the first platform that allows businesses to handpick the best of breed for every process and easily manage, sync and access these solutions from one place. Our platform and dashboards reduce the need for repetitive tasks, empower with data and save hours so business owners can focus on important tasks.” Interpreters welcome Microsoft is helping the Welsh Government to fulfil its duty to provide meetings in English and Welsh with a new feature that allows designated interpreters to translate what is being said during a scheduled Microsoft Teams meeting and attendees to choose which language they want to listen to in real-time. Attendees can switch between two or more languages at will without having to open another window, another tab or another device. The new Teams feature developed by Microsoft in partnership with the Welsh Government will replace a previous workaround, where interpreters would observe a Teams video meeting and provide simultaneous interpretation via a telephone line. The Welsh Government’s Chief Digital Officer Glyn Jones said: “I don’t think you can underestimate the impact this will have on organisations that operate bilingually or multilingually.”
technologyreseller.co.uk 07 INNOVATIONS Wearables support RealWear, a provider of assisted reality wearable solutions for frontline industrial workers, is enabling customers to improve the security, reliability and efficiency of deployments with the launch of its first software-as-a-service (SaaS) offering, Realwear Cloud. This cloud-based remote support and analytics solution enables IT and business operations to keep their RealWear device fleets secure with over-theair firmware updates; optimise operational efficiency with real-time data and metrics; and reduce downtime with remote technical support and troubleshooting to quickly identify, diagnose and fix device issues. Ready for any emergency Cradlepoint’s R1900 LTE and 5G-ready router has been certified for use with the Emergency Services Network (ESN), which is set to replace the current communication network serving 300,000 front-line emergency service users and connecting up to 45,000 vehicles. Certification means that emergency services personnel in Great Britain will be able to rely on strong, stable cellular connectivity for mission-critical communications and access to life-saving data, images and information. Cradlepoint’s R1900 router enabled with NetCloud Service remote management and dual SIM card connectivity with automatic failover will allow workers to retain connectivity even in areas where ESN coverage is not available, but 4G and 5G carrier connectivity is. Mark Page, Account Director Public Sector at Cradlepoint, said: “From increased insight on live emergencies to connecting mobile command centres at large events, such as festivals and sports matches, cellular connectivity ensures our front-line workers have the information they need to get the job done. By achieving the highest level of certification available on the ESN, we can now ensure that these vital workers have access to the most crucial information and insights to do their jobs, no matter where they are in the country.” cradlepoint.com Connecting the dots WithSecure (formerly F-Secure business) has launched a data visualisation tool for cyber security defence teams, or blue teams, that connects the dots between suspicious activities during a cyber-attack. Detectree decreases response times, reduces alert fatigue and improves communication during an incident by visualising log data and showing the relationships between suspicious activity and any processes, network destinations, files or registry keys connected to that detection. Rather than manually sorting through data represented as text to reconstruct a chain of events, responders can look at the visualisation to see connections and the nature of those connections (e.g. interactions, parent-child relationships and process injections) and share that data with relevant stakeholders in a simple, intuitive way. Democratising public cloud ANS Group, an Azure Expert MSP and Microsoft Cloud Security Advanced Specialisation partner, is aiming to remove much of the cost and complexity associated with cloud adoption by changing the delivery model from one based on expensive consultation to one based on repeatable automation. Its new managed Public Cloud for SMBs offering supports this by enabling businesses to lift and shift their code into a pre-configured AWS or Azure environment and launch their new cloud platform and virtual machines at the touch of a button. Then, once customers are up and running, they can access a managed service layer tailored to their specific requirements and budget, with support and continuous optimisation by the ANS Centre of Excellence and the option of bolt-on capability in security, DevOps and disaster recovery. ANS CTO Joe Wolski said: “Public Cloud has for too long been the reserve of organisations with significant in-house skills or huge budgets. The typical digital transformation journey hasn’t moved on in 20 years and involves expensive consultations up front. Then, when the project is finally delivered, the technology and the business have moved on. After years of experience bringing enterprises to Public Cloud, we’ve created bestpractice templates for cloud environments alongside an affordable managed service, democratising the technology for everyone to use.” www.ans.co.uk Self service billing portal Union Street Technologies is responding to growing customer demand for selfservice options with the launch of a new self-service portal for its aBILLity billing platform. The optional Billnow portal allows resellers’ customers to view up-to-the minute changes in their service usage, conduct their own reporting and make changes to their services. Customers can use the portal to perform SIM swaps, check associated networks and SIM numbers, and set bars for certain services. Resellers benefit from fewer inbound calls and a reduced cost of service. Billnow can be white-labelled with a reseller’s own branding and features prominently placed advertising panels for promoting additional products and services. Union Street Technologies Managing Director Vincent Disneur said: “Over the last two years we have seen a rapid change and evolution in the way we work. Consumerisation of B2B relationships is one such trend, with business users coming to expect the same levels of service they get in their personal lives with their work interactions. Not only will Billnow help resellers to win new business by enhancing the customer experience, but it’s also a driving force in keeping their customers loyal and locking out competition.” Portable display Meeting the needs of today’s mobile workers, MMD has launched the lightweight, foldable Philips 16B1P3302 portable monitor. The 16-inch, 16:9 Full HD (1920 x 1080) display features one USB dualmesh cable and Type C and Type A USB connectors that enable users to enjoy high resolution video from a smartphone or laptop, take advantage of dual-screen productivity, recharge the monitor, transfer data at high speeds and enjoy quick, easy sharing and presentations. It costs £219.99. https://mmdmonitors.com/ Vincent Disneur Joe Wolski
01732 759725 08 NEWS : Distributors Record results for Exclusive Networks Exclusive Networks has announced record sales of more than €1 billion in Q2 (€1,027.1 million), up 42.5% on the same quarter last year (39.3% on a constant currency basis). Sales growth came from existing vendors (77%), from expansion into new global regions and new vendors relationships (11%) and from the acquisitions of Ignition Technology and Networks Unlimited (12%). CEO Jesper Trolle said: “This record performance reflects our unique positioning in the cybersecurity ecosystem and the strong structural growth drivers in the market. External factors such as a strengthening of the US dollar and better than anticipated delivery rates from our core suppliers also contributed to the growth.” He added: “Growth has been fuelled by all core cybersecurity segments, as well as by our newest segments such as Cloud Security and DevSecOps, both delivering sharp growth and validating our strategy to accelerate opportunities in these segments through the acquisition of Nuaware. These segments have experienced triple-digit growth rates and have an outstanding growth potential.” Break-fix option for printers launched by Tech Data Tech Data has expanded its services portfolio with a break-fix option for printers and multi-functional devices. Available nationwide, the service will cover all leading brands, including Canon, Epson, HP and Xerox, and will be available for partners to re-sell as their own white label offering. Mark Glasspool, Services Director, UK and Ireland, said: “Tech Data is a distributor for all the leading print brands and offering a break-fix maintenance option for printers and multi-functional devices feels like a natural evolution for us. It’s yet another service that our partners can offer as part of their own added-value portfolio, extending their own value proposition and revenue-generating potential.” Other print-specific services offered by Tech Data include on-site installation of printers and multifunctional devices and the OpenMPS managed print service, which enables partners to offer a fully automated service for the replenishment of ink cartridges and toner in the workplace and/or at home. In the last year Tech Data has introduced 15 new services to meet rising demand for outsourced IT functions at a time when partners face a continual challenge in recruiting, managing and retaining technical staff. These include installation/maintenance of power protection solutions, custom website optimisation, tailored retail merchandising, smart home device and TV installation, bill and hold, third party logistics and more. https://uk.techdata.com/ Midwich Tech Xpo returns After a two-year break, Midwich Tech Xpo is returning to Ascot Racecourse on October 5-6. With more than 50 exhibitors, the twoday event gives visitors the opportunity to network with market-leading AV vendors and industry experts, explore the latest solutions and learn about key technologies in the accompanying seminar programme. Throughout the show, Midwich Head of Technology Jenny Hicks will be giving a series of presentations on innovative technology that has been adopted in the last two years and predicted trends for 2023. Representatives from UK&I Midwich Group companies, including DVS, Holdan, Invision, Nimans, PSCo and Sound Technology, will also be in attendance. https://www.technology-xposed.com/ Protect working capital with Arrow Smart Terms Arrow Electronics is calling on channel partners to mitigate uncertainty in the current economic climate by making the most of the support it offers, including the recently launched Arrow Smart Terms, which helps channel partners meet payment demands placed on them by customers. Nick Bannister, Vice President Sales for Arrow’s enterprise computing solutions business in the UK and Ireland, said: “Increasingly partners need non-standard terms to secure deals and manage their working capital. Arrow Smart Terms aims to support the channel by allowing customers to order from partners under a periodic billing methodology and then mirror that up into the supply chain.” Available for subscriptions, support and hardware, Arrow Smart Terms gives partners the flexibility to negotiate and close opportunities and protect working capital by matching deferred payment terms for periods of up to five years. fiveyearsout.com Exertis Charity Committee partners with Mental Health UK Exertis has marked the setting up of an in-house charity committee by announcing an official partnership with Mental Health UK and a fund-raising target of £125,000 in its first year. Paul Bryan, Managing Director of Exertis UK, said: “Many of us will struggle with our mental health at some point in our lives and partnering with Mental Health UK will help elevate this important topic – not just for Exertis, but to all those who require mental health support. We’re thrilled to be working with Mental Health UK and raising money for a charity which does such awesome work.” Hayley Gunn-Bruce, Head of Partnerships at Mental Health UK, added: “At Mental Health UK, we are so excited to work with businesses like Exertis who are passionate about supporting our vital work and who want to be part of creating real lasting change. We won’t stop until everyone has the tools they need to live their best possible life and we know this partnership, through the amazing fundraising efforts of Exertis colleagues, will help that happen.” Exertis set up the Exertis Charity Committee to create formal channels to be charitable; to foster a deeper sense of belonging for Exertis’ people; to have a positive impact in communities; and to make a difference. It is split into two categories – fundraising and volunteering – each with its own sub-committee. To celebrate its launch, Exertis is organising ‘Ride to Exertis Almo’, a joint fund-raising initiative with Exertis Almo in the US. This will see staff in the UK raise money for Mental Health UK by collectively pedalling 1,750 miles on their bikes (half the distance between Exertis UK and the Exertis Almo HQ in Philadelphia) at the same time as Exertis Almo staff do the same in Philadelphia to raise funds for the American Foundation for Suicide Prevention. www.exertis.co.uk Paul Bryan Nick Bannister Jesper Trolle Hayley GunnBruce
technologyreseller.co.uk 09 NEWS : Distributors GuardYoo joins ‘CMS Powered by’ stable CMS Distribution has entered into an agreement with GuardYoo to provide its attack surface management platform and pen testing and security services under the ‘CMS Powered by’ brand. Darren Sexton, GuardYoo’s Chief Executive Officer, said: “It’s a real pleasure for us at GuardYoo to partner with CMS Distribution who have a strong history of delivering value-added services to their channel. Through our partnership with CMS, we are able to provide cybersecurity partners with a sophisticated Attack Surface Management platform to help their clients accurately identify and remediate previously undetected vulnerabilities.” CMS Cloud Service Powered by GuardYoo allows partners to create, execute and analyse cybersecurity assessments on their clients’ infrastructure and then deploy additional services, such as penetration and security testing, digital forensics and threat intelligence, when previously undetected threats, risks or evidence of adversaries within the client’s infrastructure are identified. www.cmsdistribution.com Extreme Networks award for Westcon-Comstor Westcon-Comstor, the global technology provider and specialist distributor, has been named International Distributor of the Year 2022 by cloud networking company Extreme Networks in recognition of its success in bringing the company’s network and infrastructure solutions to markets across the globe. Marianne Nickenig, Vice President Networking EMEA & Vice President Revenue Operations EU at WestconComstor, said: “With the consistent expansion of its cloud portfolio, Extreme Networks has sent a strong signal to the network and infrastructure market, and many of our reseller partners have enthusiastically included the solutions in their portfolios. The award is a testament to how well this innovative offering is being received in the channel and by end customers – and the enormous potential it offers for the future.” WestconComstor.com Soyang Europe certified Carbon Neutral Soyang Europe, a manufacturer and distributor of printable wide-format and superwide-format media and surface coverings, has been certified Carbon Neutral by CarbonQuota. Certification was awarded following an assessment of greenhouse gas emissions from Soyang Europe’s Calder House facility on the Altham Industrial Estate in Accrington (204 tonnes from January 1 to December 31 2021) and its commitment to emission reductions and carbon offsets through verified schemes. Mark Mashiter, Managing Director of Soyang Europe, said: “Given our longterm commitment to the environment and providing increasingly eco-conscious products and solutions to our customers, achieving Carbon Neutral status was the next natural step for us as a business. We have worked extremely hard to implement a number of innovative schemes including minimising our container loading into 40ft containers to reduce carbon by maximising space, investing in two low emission trucks from Mercedes, and ensuring any carbon we emit from our manufacturing operations is offset. In addition, all our company cars and forklift trucks are electric, our warehouse lighting is LED and we use solar energy.” Digital toolkit launched for Nuvias partners Nuvias Group, the European high-value distributor, is launching a digital toolkit that gives partners a single entry-point to multiple best-of-breed and bespoke productivity tools, from order/inventorytracking and subscription-based service provisioning to training modules and marketing automation. At launch, Nuvias ONE includes: n SkillUP, an on-demand training and guided learning platform; n PowerUP, a partner-branded marketing asset and automation platform; n Supply Chain Portal, for order and inventory tracking; and n Subscription Manager, the Nuvias cloud subscription model that enables partners to manage and provision their own subscriptions. There are also links to Nuvias Events and the latest news. www.nuvias.com/en-us/nuvias-one/ Synaxon Distribution rebrand brings UK into line with Germany SYNAXON has changed the name of its product distribution operation from SYNAXON Distribution to SYNAXON Hub to bring the UK into line with the company’s German operations and to reflect the increased depth of services that it now offers. These include readily available credit terms; unlimited access to a wide range of solutions and services at favourable prices, thanks to its purchasing power with authorised distributors of manufacturers such as APC, Acer, Dell, HP, HPE, Lenovo and Microsoft; next day delivery from its UK warehouse; device rentals; and a 14-day return policy. Partners can also take advantage of SYNAXON’s project expertise and formal accreditations to enhance their own services and support capabilities. Miguel Rodriguez, Managing Director of SYNAXON Hub, said: “Everything SYNAXON does is designed to support partners in driving efficiency, productivity and automation and transforming their businesses for managed services. SYNAXON Hub is an important element of our overall value proposition. With our buying power, vendor certifications and the resulting favourable prices for our partners, as well as our device rental offering, we clearly distinguish ourselves from others in the channel.” synaxon-services.com Official delivery partner Ingram Micro has been appointed the official #TeamUp delivery partner in Acronis’ renewed cyber protection partnerships with both Manchester City and Arsenal football clubs, after being given the same role in its partnership with West Ham United announced in March. Acronis set up its #TeamUp programme to encourage service providers and cloud distributors to deliver Acronis Cyber Protection Solutions to elite teams in their region and to tap into the exciting world of sports marketing. ingrammicrocloud.com • acronis.sport Marianne Nickenig
01732 759725 10 WORKING TOGETHER SimSpace has appointed Nuvias Group as its first UK distributor, as it looks to embrace a partner-led business model and establish its position in the UK IT Channel. The SimSpace Cyber Risk Management Platform helps organisations stay secure and compliant by providing a ‘cyber range’, where IT teams can conduct live-fire product assessments and realworld advanced persistent threat (APT) simulations. It also helps fill gaps in skills and knowledge by providing access to more than 700 hours of graduate-level cybersecurity training. Nuvias claims that users of the SimSpace cyber range have experienced a 45% improvement in attack defence, a 48% improvement in time to detect attacks and a 40% reduction in configurationrelated breaches. Lee Driscoll, MD, UKI at the Nuvias Group, said: “SimSpace, chosen by top organisations across the financial and governmental sectors globally for their highly effective, leading-edge solutions, complements our existing cyber security portfolio, adding a highly innovative approach to cyber defence in an era of heightened and increasing risk for all. With the current shortage of technical specialist personnel, an intelligent, automated platform is an attractive option for many businesses to secure their network and data integrity.” www.nuvias.com Ingram Micro UK has added tablet folios, laptop bags, backpacks, trolleys and IT accessories from French company PORT to its peripherals portfolio. The products fall under two main brands – PORT Design for bags and cases and PORT Connect for IT accessories. Tony Harris, UK & Ireland Country Manager at Port Designs, said: “We’re excited to commence our partnership with Ingram Micro and look forward to developing an exciting business with the team and working together to expand our account breadth and share within the UK. From our initial conversations we had the sense that this would be a mutually beneficial partnership and we’re delighted to be able to offer our range of IT peripheral solutions to Ingram Micro partners within both B2B and B2C channels.” uk.ingrammicro.eu/ Northamber has signed a new distribution agreement with Yealink Network Technology Co Ltd (Yealink) to distribute the complete range of Yealink voice and video solutions for Microsoft Teams and Zoom platforms. Peter Dosanjh, Director of AV at Northamber, said: “The new distribution agreement will deliver significant benefits to our reseller partners, combining the quality of Yealink’s video conferencing, voice communications and collaboration products with 42 years’ experience from Northamber. The partnership with Yealink provides a complementary offering to our existing portfolio and provides resellers with a complete workspace collaboration solution. This is combined with the high level of technical, finance, logistics and marketing support we deliver to all our channel partners.” www.northamberav.com Exclusive Networks has expanded its existing partnership with ‘cyber exposure’ specialist Tenable. Already covering France, Central and Eastern Europe and Africa, it has now been extended to include the UK and Ireland, Germany, Nordics, Benelux, Iberia and Italy as well. Tenable’s Cyber Exposure Management solutions help organisations understand, manage and reduce cyber risk across today’s expanded and complex attack surface. Denis Ferrand-Ajchenbaum, SVP Global Business Development and Ecosystems at Exclusive Networks, said: “Exclusive Networks is really delighted to extend its already successful relationship with Tenable into new European markets. With Cloud Security, OT/IoT security and vulnerability management displaying such strong and positive market growth, Exclusive Networks is deeply focused on delivering this opportunity to its partners, as part of our best of breed aggregation of cyber security solutions and services. Working closely with the Tenable channel team we aim to grow greater channel awareness of the Tenable proposition, drive increased engagement and generate valuebased, channel-led business opportunities for our partners.” www.exclusive-networks.com Distology is helping to protect organisations across the UK and Europe from phishing attacks with the addition of the IRONSCALES integrated email security and security awareness training solution to its Workspace portfolio. IRONSCALES’ self-learning, AI-driven platform continuously detects and remediates advanced threats like Business Email Compromise (BEC), credential harvesting and Account Takeover (ATO). Lance Williams, Chief Product Officer at Distology, said: “IRONSCALES’ solution includes simulation and training programmes which makes it a full-bodied solution that we know our partners will find significant value in. Our goal is to provide security solutions that create long-term, positive impacts for IT teams and their organisations, which is why we are excited to welcome IRONSCALES to our vendor portfolio.” Founded in Tel Aviv, Israel in 2014 by alumni of the Israel Defense Force’s Intelligence Technology unit, IRONSCALES is headquartered in Atlanta, Georgia. www.distology.com Ingram Micro, a long-established distribution partner for Lenovo, is adding Lenovo Smart Collaboration Solutions for Microsoft Teams Rooms to its Unified Communications portfolio. Ian Aitken, General Manager, Ingram Micro, said: “We are delighted to welcome Lenovo into the Unified Communications Solutions division. This new relationship brings great opportunity to our UCC resellers base, through the discovery of Lenovo’s comprehensive range of collaboration solutions.” Lenovo works closely with Microsoft to ensure its technology fully supports and complements the Microsoft Teams Rooms platform with the aim of maximising the effectiveness of all platform features. Lenovo’s solutions are certified for Microsoft Teams Rooms, meaning a higher quality collaboration experience can be shared amongst users, with the added benefit of easy management. uk.ingrammicro.eu/ Working together This month’s round-up of new distribution agreements
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01732 759725 NEWS : RESELLERS 12 M&A boost for baby boomers Baby boomer owners of Technology Service Providers (TSPs) looking for an exit strategy made 2021 a record year for TSP mergers and acquisitions, according to the 2022 Annual IT Solution Provider Industry Profitability Report from Connectwise solution and TSP consulting firm Service Leadership Inc. This, plus acquisitions by Private Equity-funded TSPs and continued organic growth, increased the average size of TSPs, particularly MSPs. Even so, the industry remains dominated by smaller companies, with 82% of TSPs achieving less than $10 million in revenue and 69% less than $5 million in 2021. Now in its 17th year, the Ser vice Leadership Index highlights rising revenue and profitability for all business models (VARs and MSPs), with revenue up 8.8% and adjusted EBITDA up 13.5% on 2020 levels. Service Leadership VP Peter Kujawa said: “Despite the pandemic and supply chain issues that ran rampant last year, TSPs did remarkably well financially in 2021. We are seeing this trend continue across TSPs, especially Managed Service Providers (MSPs). MSPs are extremely optimistic in their projections for 2022, budgeting 19% revenue growth in 2022, a 64% increase over budgets in 2021.” TruStack named Arctic Wolf EMEA Partner of the Year North-East managed IT services provider TruStack has been named Arctic Wolf’s EMEA Partner of the Year for 2022 in recognition of its success in helping organisations improve their security through Arctic Wolf’s cloud-native security operations platform. TruStack began working with Arctic Wolf in July 2021 and was named the organisation’s partner of the quarter for August to October 2021. TruStack Commercial Director Phil Cambers said: “This is an absolutely huge moment for us at TruStack. Arctic Wolf has a thriving partner community across Europe, the Middle East and Africa and to be named partner of the year for the entire region is a huge achievement for the business.” He added: “When it comes to partnerships, the recipe for success is for both sets of people to get on and understand one another and for there to be a market for the product or service they are offering. In this case all these ingredients have been present and have led to a successful partnership between TruStack and Arctic Wolf.” Managed IT Services provider TruStack, based in Cramlington, Northumberland, specialises in cloud management, infrastructure, security, unified communications and agile working solutions. It has around 450 active clients and a workforce of 55. The Arctic Wolf Platform delivers automated threat detection and response at scale and empowers organisations of virtually any size to establish security operations with the push of a button. www.arcticwolf.com/uk www.trustack.co.uk/ TruStack Commercial Director Phil Cambers with Emma Batey, Channel Account Manager, Arctic Wolf. Pic by RusbyMedia New management team at PLM Global PLM Global, a Nottingham-based specialist in the supply, repair and maintenance of hand-held data capture devices, mobile print and EPoS hardware, is looking forward to continued growth following a change of ownership and a new management team. On August 1 2022, Shane Watson, one of the company’s founding shareholders, became CEO and majority shareholder of the company with the backing of SME Capital. He is supported by Wayne Swallow, who after two years as a Non-Exec will take on the role of Chairman. Swallow has 30 years of experience in Retail Technology and Logistics, including spells as MD of Htec and IT Director at Nisa. Other members of the executive team include Rob Alcock, promoted to Sales Director; Leroy Stratford, Head of Finance; and Matt Leary, Operations Manager. PLM Global has a turnover of £4.5 million, 21 employees, more than 200 clients across six continents and two UK repair, rental and refurbishment sites (in Portishead and Nottingham). Kinly introduces RMM as a service Kinly, the AV systems integrator and remote collaboration service provider, is enhancing its end-to-end capabilities with the addition of remote monitoring and management as a service. Through a global partnership with workplace software specialist Utelogy, Kinly is now able to provide Utelogy licences to customers and offer 24/7 remote monitoring as a service for enhanced uptime, productivity and ROI. Utelogy’s remote management software provides automated diagnostics of AV and unified communications equipment to preempt and solve issues without impacting the end-user, plus extensive room and device usage data. Utelogy CEO Kevin Morrison said: “This is a significant partnership for both Utelogy and Kinly. We are excited to extend the benefits of Utelogy’s software into an expanded customer base by leveraging Kinly’s international reach and expertise in AV and UCC technologies.” Utelogy.com Microsoft Azure Expert MSP retained by Node4 Node4, the cloud-led digital transformation MSP, has retained its Microsoft Azure Expert MSP status for a second year after passing its annual re-certification against the latest Azure best practices. Node4 delivers services across a truly hybrid platform encompassing the Azure public cloud and services deployed in its own UK-based data centres. Andy Slater, Technology Practice Director – Cloud at Node4, said: “We are delighted to have retained our Microsoft Azure Expert MSP status, proving that Node4’s capabilities in Azure services are still of the highest standard.”
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14 01732 759725 NEWS : RESELLERS Flotek extends reach with Swansea acquisition Flotek, the Cardiff-based IT and managed services provider, has expanded its South Wales footprint with the acquisition of Gower Business Systems, a Swanseabased IT provider specialising in the legal and professional services sector. The acquisition adds £1.2m in revenue to Flotek’s turnover and enhances its ability to help clients across South Wales achieve digital transformation through the adoption of cloud technologies. Jay Ball, CEO of Flotek, said: “We are delighted that Gower Business Systems is joining Flotek. The team there has developed an incredible reputation over the last 30 years, being a certified Microsoft partner and working proactively to provide tailored IT and tech solutions to clients.” Gower Business Systems’ 10-strong team, including co-founders Mark Bowling and former Wales Rugby Union player Mark Wyatt, will join the Flotek workforce. www.flotek.io TES apprenticeship push Total Enterprise Solutions (TES), which helps charities and Not for Profits (NFPs) with their digital transformation, is extending its Digital and Technology Solutions Apprenticeship scheme with the recruitment of five new apprentices. The apprentices will fill a variety of project management, consultancy, managed services and sales positions at the company’s Rugeley Headquarters. Charlotte Twigg, HR Manager at TES, said: “Apprenticeships are a great way for us to bring people in that are passionate about digital transformation and the charity sector and equip them with the skills they need to be successful in our industry. It also allows us to shape our future team to fit our culture and our values. “We want to encourage candidates from all backgrounds, and we would love to speak to those who may not necessarily have had the opportunity to go on to higher education due to financial constraints. Our degree apprenticeships are fully funded and, furthermore, candidates get paid whilst they learn!” She added: “In the past we have had great success onboarding and developing apprentices. Some of the senior members of our team started life at TES as apprentices 10 years ago and have progressed to being integral to the business, serving some of our largest customers.” In addition to its apprentice scheme, TES has invested in a new learning programme, TES Certified, for existing employees. www.totalenterprisesolutions.co.uk Perry Ashby Charlotte Twigg Urban snaffles Dedred Coms Hot on the heels of its merger with Heart Business Systems and Kerbury Business Centre, Urban Network has acquired Dedred Coms, a Cannock-based provider of website design, software development, outsourced IT support, print and marketing services. The addition of Dedred’s team will enable Urban to expand its offering of business transformation solutions with website design, creation, development and hosting, as well as additional API services, automation, PHP and .net development. Perry Ashby, CEO of Urban, said: “This deal demonstrates perfect synchronicity between Urban and Dedred Coms, and we believe it will be a crucial partnership to ensure that Urban Network continues to deliver cutting edge solutions to businesses across the UK.” Kerst Ward, erstwhile MD of Dedred Coms, has been appointed Head of Marketing at Urban Network. https://dedredcoms.co.uk/ Integrity360 earns CREST accreditation for cyber incident response Independent cyber security services specialist Integrity360 has added to its longstanding CREST accreditation for penetration testing with CREST accreditation for its Cyber Security Incident Response (CSIR) service. This follows a rigorous assessment of the company’s processes and the effectiveness of its Cyber Incident Response Team (CIRT) in recognising, responding to and containing threats. Integrity360’s CIRT service gives organisations rapid access to expertise and resources for managing and remediating security incidents, including specialist tools and proven service methodologies such as managed security, cyber risk and assurance and cyber security testing. Patrick Wragg, Head of CIRT at Integrity360, said: “Integrity360 is delighted to be awarded this accreditation in recognition of the strength, dedication and expertise of our CIRT consultants and analysts. This accreditation, in addition to our existing certifications including GIAC and ISACA, further demonstrates our commitment to technical excellence and quality as our team continues to expand. It also complements our longstanding CREST accreditation for penetration testing.” www.integrity360.com PPDS staff put best foot forward PPDS’ UK team joined colleagues from across the AV industry on Airwave Europe’s fourth annual endurance event, which this year took the form of a 25mile trek along the Thames Path from Henley on Thames to Windsor. In doing so, they helped raise £6,000 for the Chestnut Tree House children’s charity and hospice, which provides hospice care services and community support to 300 children and young adults with progressive life-shortening conditions in East and West Sussex and South East Hampshire. Kendra Ingram, PPDS UK Business Manager Professional TV, said: “Together with my colleagues in the UK team, we have supported the Airwave endurance event annually since its creation and I have walked every year. Helping to raise funds for the incredible care provided by the Chestnut Tree House is worth every step and every painful blister sustained along the way. My thanks to Airwave Europe, who have raised tens of thousands of pounds for the charity since 2018, and to all those who took part and kindly donated.” www.ppds.com
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