technologyreseller.co.uk 03 If you no longer wish to receive Technology Reseller magazine please email your details to [email protected] COMMENT This is Technology Reseller’s last issue of 2023. What a year it’s been. Business is never easy when uncertainty reigns and this year unpredictability has been a constant all around the world. The UK managed to avoid a recession, but growth has been negligible thanks to a cost of living crisis driven by high energy costs, rising prices and high interest rates. Businesses have also had to grapple with rising wages compounded by the ongoing skills crisis. I have no doubt that readers of Technology Reseller will have helped clients negotiate many of these challenges through the smarter use of technology. This month, we are launching the Technology Reseller Awards 2024 and, as one of the judges, I look forward to reading about how you have met the needs of your customers over the last 12 months and how you (and your colleagues) have done great things in your business, whether that that is in terms of revenue growth, innovation, sustainability, DEI or any other initiative. You can see a full list of award categories on pages 34 and 35 with details of how to enter. The deadline for online entries is March 15, but the earlier you get started the better – especially if you are entering more than one category. Please also take the time to vote for those distributors that you feel have helped you most in the last year. In difficult times it can be tempting to cut back on investment. Our recent visit to Exertis’s National Distribution Centre in Burnley Bridge demonstrates the value of investing in technology as a platform for future growth (see report starting on page 8). Exertis is also a great example of a business that is able to survive shocks to the market by having a diversified offering. This is true not just of the company’s distribution portfolio but also the business interests of the wider DCC Group. Our interview with ManageEngine (page 22) highlights the possibilities for business growth even when customers or potential customers prioritise affordability and cost-cutting. The enterprise IT management division of Zoho Corporation might be registering weaker buying signals from prospects, but it also benefiting from growing demand from businesses looking to move from expensive solutions to something more affordable and easy to use. All that it remains for me to do, on behalf of everyone here at Kingswood Media, is to wish you a Merry Christmas and a Happy New Year. 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 v66 · 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 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 Brother calls for smarter meetings 08 Distribution Technology Reseller visits the Exertis National Distribution Centre in Burnley Bridge 12 Distribution News IT sales through distribution to return to growth in 2024 14 Working Together This month’s round-up of new distribution agreements 18 Cover Story Spitfire’s One Network a platform for growth 20 Interview Technology Reseller talks to Terry O’Brien and Damian Saunders about Giacom’s partnership with Sky Business Wholesale 22 IT management ManageEngine pursues growth with enhanced offering 24 Reseller news NG Bailey opens 5G Lab at Leeds HQ 26 AV Econocom targets AV growth with launch of new brand 28 60 seconds with… Ronan McCurtin, VicePresident Sales for EMEA at Acronis 30 Data storage How software is reshaping the data storage market 34 Technology Reseller Awards 2024 What you need to know 36 Sustainability How to consume IT in a more responsible way 39 Vox pop Is the channel too cautious for its own good? 42 People New faces, new places AWARDS 20 24 Royal Lancaster Hotel London Thursday 23rd May 2024
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