technologyreseller.co.uk 03 If you no longer wish to receive Technology Reseller magazine please email your details to [email protected] COMMENT There’s a lot written about MSPs being trusted technology advisors for small and medium sized businesses – with good reason. Talking to David Weeks of N-able (see page 40), it is clear that they are also trusted advisors to each other. N-able like many providers of software and platforms for MSPs seems to devote as much attention to creating a thriving community where MSPs can learn from each other as it does to developing its products. It is a cliché to say that ‘we grow by enabling our partners to grow’ but with N-able this really is the case. This tendency is very apparent at MSP industry events where companies seem quite happy to provide floor space to competitors, presumably on the basis that a rising tide lifts all boats but also because, as Weeks said to me, ‘I just don't think it's feasible for any vendor to be everything to everybody’. Cloud marketplace Pax8 can often be seen at such events and it, too, sees the value of bringing together partners/competitors to share best practice. Aaron Watts, the company’s VP of Sales for EMEA, says Pax8’s US business uses the term ‘collapetition’ to describe collaboration between competitors. Its vision for its new Cloud Marketplace (see page 14) will test the limits of this notion by seeking to take data from MSPs’ ecosystems via their PSAs into its platform where it can be used to identify sales opportunities and security gaps and other insights. It’s a good idea but will all PSAs want that level of integration? On September 12, Technology Reseller will be doing its bit for the wider MSP community by staging Technology Live 2023 at the Business Design Centre in Islington. This one-day event brings together IT, print and comms resellers/ MSPs looking for lucrative new product areas to move into and vendors on the look-out for ambitious partners to increase sales and expand their market footprint. There is a great mix of vendors at the event (see pages 24-26) and what promises to be an enlightening conference programme (see page 20), followed by After-show drinks where you can mix with colleagues, peers and what Pax8 might call collapetitors (try saying that after a couple of drinks). If you haven’t already registered, do so now at www.technologylive.co.uk. See you there. 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. © 2023 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk v63 · 2023 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) 04 News New role for BT street cabinets 07 Partner programmes New channel partner programmes 08 Distribution Intec Microsystems targets £100 million turnover 09 Working together A round-up of the month’s new distribution agreements 10 M&A Redsquid completes two more acquisitions 12 Buy and build Resellers on the acquisition trail 14 Cloud Pax8 outlines vision for new Marketplace 20 Tech Live 2023 Conference programme and exhibitor list for September 12 event 28 Q&A With Tech Live exhibitor Dropbox 30 First look FuseGenie to unlock opportunities in software integration 32 View from the Channel With Martin Lauer, CEO of The One Point 34 60 seconds with... Jason Kemsley, Director of Uptime Solutions 36 Events Paul Johnson’s Golf Society bulletin 39 Scanners Canon has VARs and MSPs in its sights 40 MSP tools N-able encourages MSPs to explore Comanaged opportunity 44 Channel Bulletin News from the reseller and distribution communities 46 People New faces, new places Headline Sponsor Business Design Centre · London · 12 September 2023 23 ICT · MANAGED IT · MOBILE · PRINT tech-live.co.uk
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