Technology Reseller v68 THE MAGAZINE & ONLINE CHANNEL RESOURCE FOR MSPS, IT RESELLERS & IT SUPPORT PROVIDERS PAGE 32 INTERVIEW MARKETPLACES VIEW FROM THE CHANNEL PAGE 8 PAGE 31 With Alan Watkins, MD of CETSAT Paul Burn on his first year as MD at Nimans Why ALSO Cloud is so excited by Microsoft 365 Copilot TECHNOLOGY RESELLER MAGAZINE I N PRI NT & ONLI NE IN PRINT & ONLINE SINCE 2016 Changing places Oliver Norman takes on new role at Veritas Technologies, following annoucement of merger of data protection business with Cohesity See page 18

AD Discover the new category-defining range from Brother, the print brand taking laser forward. O er your customers faster, more connected printing with quieter, more compact devices and models that are ready for home users and small businesses, through to large corporate customers. The next generation in laser printing Discover our full laser printer range at 03 If you no longer wish to receive Technology Reseller magazine please email your details to [email protected] COMMENT To diversity or not to diversify, that is the question. Or maybe not. It is pertinent to this issue, though, as two leaders we have recently interviewed appear to have very different thoughts on the matter. In our interview printed on page 8, Paul Burn, Managing Director of Nimans, cites the distributor’s diversified offering as one of its key strengths. Then on page 26, David Yates, CEO of Gigabit Networks, attributes the full fibre ISP’s success to the fact that it has concentrated purely on connectivity, rather than trying to diversify. Who is right? I suppose the customer is, as always. Burn concedes that for now “partners are telling us they want to grow with the things we’ve already got”. I’m guessing that means no more diversification from Nimans in the foreseeable future. Or, knowing my luck, it could mean they are about to announce an acquisition to facilitate entry into a new technology sector. No sooner had I put the finishing touches to the write-up of my interview with Oliver Norman, this month’s cover star, than I received an email saying he had a new role, and did I know that Veritas Technologies had just been bought by Cohesity. And not the whole of Veritas either, just certain bits of it. I think what Oliver was saying still stands, certainly his thoughts on key trends and market forces. Turn to page 18 and judge for yourself. Timing is everything. Which brings me onto the Technology Reseller Awards. The deadline for entries is March 15, which is now just a couple of weeks away. That still gives you time to write and submit an entry – you can find out how on page 34 or by visiting It shouldn’t take too long – and you don’t have to meet all the judging criteria for each award. Just do your best. The important thing is to get that entry in so that you have a chance of winning or even making the shortlist. Good luck. 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] No part of Technology Reseller can be reproduced without prior written permission of the publisher. © 2024 Kingswood Media Ltd. Design: Sandtiger Media Comment Register online To receive your regular FREE printed copy of Technology Reseller Magazine simply fill in our online registration form at Read Technology Reseller online, on tablets and smart phones 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 Bulletin Flexible working in the UK 06 Distributor News Westcon-Comstor strengthens AWS offering 08 Interview Nimans MD Paul Burn talks about his first year in charge 10 Working Together This month’s round-up of new distribution agreements 16 60 seconds with... Hayley Roberts, CEO of Distology 18 Data security Oliver Norman of Veritas Technologies highlights key trends in data management 20 Reseller News True MSP offering the ‘Triple Cloud’ of Microsoft systems 24 Data Backup Own Company launches first global partner programme 26 Connectivity How Gigabit Networks does things a little differently 30 Marketplaces ALSO Cloud launches AI Academy in time for Copilot for M365 roll-out 32 View from the Channel With Alan Watkins, MD of CETSAT 34 Technology Reseller Awards There’s still time to enter. But be quick! 35 Diary Date Tech Live returns to the Business Design Centre on September 17 36 Sustainability Five steps on the road to net zero 37 Introducing New e-learning platform isowise 39 Q&A Adam Zoldan shares insights into M&A in the tech sector 42 People New faces, new places TECHNOLOGY RESELLER MAGAZINE I N PRI NT & ONLI NE IN PRINT & ONLINE SINCE 2016 AWARDS 20 24 Royal Lancaster Hotel · London Thursday 23rd May 2024 Enter & Vote now

01732 759725 04 BULLETIN Inside out mobile connectivity Tenants of Lucent W1, Landsec’s new mixed-use (office, retail and residential) development behind the world-famous Piccadilly Lights in Piccadilly Circus can look forward to reliable in-building connectivity from all four mobile network operators (MNOs), thanks to a 4G distributed antenna system (DAS) and managed service being deployed by Freshwave, a connectivity infrastructure-as-a-service provider. The DAS covering landlord areas and available to tenants under Freshwave’s payas-you-occupy model provides a reliable, high quality 4G signal by connecting directly into the four MNOs’ core networks. In-building connectivity removes reliance on outdoor mobile signals that can be blocked by building materials like concrete and energy-efficient glass. BU L L E T I N Flexible working more entrenched in UK than US UK companies are embracing flexible working to a greater extent than their US counterparts and are also more likely to choose a Structured Hybrid model with clearly defined attendance requirements, reveals the Flex Report, UK Edition – January 2024 from hybrid work planning specialist Scoop. Analysis of data from 5,000 businesses employing nearly 3 million people in the UK shows that 72% of UK employers offer work location flexibility, with 44% embracing a Structured Hybrid model. Respective figures for US employers are 62% and 28%. Key findings from Scoop’s first international Flex Index report include: n 72% of UK employers offer hybrid or fully remote work options, with just 28% requiring full-time office attendance. n 44% of UK employers have adopted a Structured Hybrid model, with clearly defined attendance requirements (e.g. minimum number of days per week – much the most common model; percentage of time each week; specific days; or a combination). n Smaller companies are more likely to offer a Fully Flexible model, where employees can choose where and when they work, or a Fully Remote model: 76% of firms with less than 50 employees offer staff Fully Flexible work compared to 17% of firms with more than 25,000 employees. n Larger companies are more likely to favour Structured Hybrid: 19% of companies with fewer than 500 employees have adopted a Structured Hybrid model, compared to 64% of firms with 25,000+ employees. n 38% of employers expect employees to spend 2-3 days in the office, 28% don’t require staff to come in at all and 28% expect people to be in the office full-time. n 50% is the amount of time the average UK employer with a Structured Hybrid arrangement expects employees to be in the office, most commonly on Tuesdays, Wednesdays and Thursdays. To read the full report and its detailed findings, please visit Sleeve sponsor Real Madrid’s clash with Atlético de Madrid on February 4 saw the unveiling of the club’s historic new shirt featuring an HP logo on the sleeve. This is the first time that a sponsor’s branding has appeared on a Real Madrid shirt sleeve. As part of a multi-year global collaboration with Real Madrid Football Club covering its men’s and women’s teams and youth programs, HP is supplying technology and AI-enabled devices to support operations and enhance the fan experiences at the new Santiago Bernabeu complex. • ... A living canvas Alfalite, the only European manufacturer of LED screens, has teamed up with digital artist César Yagüe to transform entire walls into living canvases that promote feelings of calm and serenity. Designed for corporations, hotels, entertainment venues, galleries, luxury homes and boats, AlfaArt is a turnkey solution consisting of LED displays (available in a range of sizes and formats), state-ofthe-art media players, digital artworks and ‘white glove’ installation and after-sales technical support anywhere in the world. Customers gain access to a digital art gallery, enabling them to select pieces that resonate with their aesthetic vision and the mood they wish to create. Each AlfaArt artwork comes with an NFT certificate of authenticity, guaranteeing its provenance and exclusivity. ... Unfair weather friend As the organisation responsible for collecting weather information across Greenland for use in global climate surveys, ASIAQ Greenland Survey relies on robust equipment that can deal with unpredictable and harsh conditions on land and at sea, including rain, snow, high volumes of dust and moisture and temperatures as low as -20°C. It recently ordered new Panasonic TOUGHBOOKs from Danish IT supplier Northcom, continuing a long-standing relationship with the rugged laptop market leader. A key attraction for ASIAQ Greenland Survey, alongside the devices’ rugged design, is their reliable connectivity. This is essential for remotely calibrating equipment and collecting and transferring weather and environmental data from the field to the Survey’s head office in Nuuk, the capital of Greenland. 05 AD GIACOM Things are looking up A better way to look at connectivity. Sky Products and services subject to availability and location. Scan to find out more.

01732 759725 06 Sophia HaywoodAtkinson DISTRIBUTOR NEWS TD SYNNEX introduces Microsoft Flex for Surface purchases TD SYNNEX and CF Corporate Finance Limited have launched a flexible finance programme designed to make it easier for small and mid-sized businesses (SMBs) and public sector organisations to purchase Surface laptop devices. The Microsoft Flex programme enables end-user customers to pay for new Surface laptops over 12 to 48 months, with clearly stated end-of-contract choices and the option of getting an even better deal by using TD SYNNEX’s Trade-in scheme for legacy hardware. Sophia Haywood-Atkinson, Services Director, UK at TD SYNNEX, said: “With the arrival of new AI-enabled chipsets, a wave of Windows 11 upgrades expected and the reach of Surface now being expanded to more partners, it’s the perfect time to introduce the Microsoft Flex programme. We know from partner feedback that a lot of SMBs would love to step up to Surface but often feel it is just out of their reach. The Microsoft Flex scheme makes it easier for them to fund that investment – and by making use of our Trade-in programme, partners can offer even better value to customers and ensure that their hardware is fed back into the circular economy.” Microsoft recently expanded the availability of Surface devices, enabling channel busineses to order products without being formally registered as a partner. While this makes it easier to provides quotes on Surface, TD SYNNEX encourages partners to sign-up for the Microsoft partner programme to gain access to a range of benefits, including deal registration and special pricing terms. A Microsoft Flex automated quoting tool is available to UK partners on TD SYNNEX’s e-commerce platform InTouch. Infinigate partners offered flexible financing solutions Infinigate, the value-added distributor of cybersecurity, secure networks and secure cloud, is helping partners across Europe secure long-term revenue streams without impacting their capital with the launch of Infinigate Financial Services. Initially available in the UK, Benelux, France, Germany, the Nordics and Spain, the programme gives Infinigate channel partners the ability to fund multi-year subscriptions, secure prices across multiple years and shield against currency fluctuations. Specially designed financial packages will enable them to pay for bundles of software, hardware and services for a combined monthly, quarterly or annual payment, with the option of a software-only financing solution. Partners can quickly access preliminary quotes and make informed decisions with the support of Infinigate advisors. .... Mobile distributor Mdee recognises top resellers Mdee, the mobile airtime and services distributor of BT and EE products, has recognised four partners for their outstanding performance in 2023. EVAD, now part of the Focus Group, was named Top Connecting Partner, for placing the highest number of connections; Airtime Solutions won the Top Fixed Line/ Convergence Partner Award for achieving the highest sales order value; Cellular Solutions won the Directors’ Award for overall achievement; and Connection Technologies picked up the award for Top New Partner. Mdee is part owned by BT/EE. .... Easier ordering for SYNAXON partners Channel services company SYNAXON is making it easier for reseller partners to place orders via SYNAXON Hub, with the Westcon-Comstor strengthens relationship with AWS Building on its recent attainment of AWS Security Competency status, WestconComstor has strengthened its relationship with Amazon Web Services (AWS) with the signing of a new agreement that provides its partners with a simplified and streamlined route to transacting on AWS Marketplace. The Designated Seller of Record (DSOR) agreement with AWS allows WestconComstor for the first time to privately list its vendors’ products in AWS Marketplace, enabling its network of 12,000 channel partners to transact with and serve their customers through the platform. David Grant, CEO at Westcon-Comstor, said: “This agreement with AWS is all about enabling our partners to sell where their customers want to buy. In building a bridge that allows our partners to serve their customers directly in AWS Marketplace, we’re strengthening the position of the channel in the cloud marketplace ecosystem and creating new growth opportunities for our partners and vendors.” Canalys predicts that global sales of third-party vendor software and services through cloud marketplaces will grow at a CAGR of 84% over the next five years, reaching $45 billion by 2025. This development follows WestconComstor’s recent acquisition of Rebura, a UK-based qualified and fully accredited Amazon Web Services (AWS) advanced service partner and solution provider. Founded in 2017, Rebura helps companies of all sizes across the UK, Nordics and central Europe to build and optimise their apps and workloads on AWS, specialising in AWS cloud migrations, Microsoft Workloads and DevOps capabilities. Focusing solely on AWS technologies, it currently holds seven competencies with AWS. Westcon-Comstor will maintain Rebura as a separate standalone organisation and the basis of its AWS offering and capabilities, giving partners in its Westcon and Comstor lines of business access to a suite of AWS solutions, including cloud consultancy, migration services, FinOps, AWS Marketplace excellence and securityaligned professional services. David Grant, CEO at Westcon-Comstor, said: “Migrating workloads to the cloud and maintaining security resilience are two of the biggest challenges faced by end-user businesses. This represents a significant opportunity for the channel, but many of our partners do not have the AWS migration and security skills needed to support their customers on this journey. Thanks to this exciting acquisition, our partners will now be able to access these capabilities through Rebura.” .... 07 Ryan Thomas TD SYNNEX Alex Kemanes Midwich Ignite DISTRIBUTOR NEWS launch of the SYNAXON Shop web portal. Giving access to a wide range of best-selling products from leading manufacturers, SYNAXON Shop features an intuitive search & ordering process, combined with an industry-leading 14day returns policy and centralised RMA processes. Miguel Rodriguez, Managing Director of SYNAXON Hub, said: “More UK partners have been discovering the exceptional choice, availability and value that we are able to provide by leveraging our purchasing power with major distributors and vendors. SYNAXON Shop is a large piece of this jigsaw. It provides partners with a simple way to place orders directly from SYNAXON Hub, streamlining the process and driving further efficiencies and cost-savings for their business. That translates directly into improved customer service and higher profitability.” If they prefer, partners can also place orders through the EGIS web portal. .... TD SYNNEX helping partners grow Google Pixel sales with new GAPP initiative TD SYNNEX has launched a Growth Accelerator Partner Programme (GAPP) to help reseller partners drive B2B sales of Google Pixel smartphones, complementary products from the wider Google ecosystem and value-added services. The initiative will give partners access to sales support services and resources for Pixel devices and add-on products via a specially created GAPP portal, through which they will be able to streamline quotations, learn about Pixel products and place and manage orders. Partners who join the programme will be eligible for special discounts and promotions on Pixel ecosystem products. Ryan Thomas, Business Unit Manager, Mobile, UK at TD SYNNEX said: “Google Pixel devices are ideal for business users and the potential for partners to take them into the B2B market is huge. The GAPP programme, along with the focused support and service that TD SYNNEX can provide, will give partners the tools, support and incentives they need to take the Pixel value proposition to their customers. “We have an extensive portfolio of add-on products that can be used to really enhance the experience of Pixel users, and significantly boost partner sales and profitability. Pixel Buds headphones, for example, are perfect for mobile conferencing calls and with Zero-Touch Enrolment on Pixel phones, partners can make it really easy for customers to integrate Pixel devices securely into their IT infrastructure.” The Zero-Touch Enrolment tool is fully integrated into TD SYNNEX’s InTouch e-commerce platform, through which Google partners also have access to valueadded services, such as TD SYNNEX’s Tradein and Tech as-a-Service (TaaS) offerings. .... Midwich launches investment arm Specialist audio-visual distributor Midwich Group has launched a new corporate venture capital arm to invest in highgrowth start-ups and scale-ups within the global AV sector and wider technology ecosystem. Midwich Ignite will operate as a standalone enterprise and will utilise the Group’s connections and expertise to invest in emerging AV technologies, smart and connected spaces, hospitality and event technology, and robotics and automation. Alex Kemanes, Managing Director of Midwich Ignite, said: “Having worked in the AV industry for many years, both as a value-add distributor and as an investor, I am excited to be heading up this new venture, bridging the gap between finance and deep industry knowledge to help drive innovation in our industry and support those entrepreneurs who are at the forefront of technological transformation.” 3D Lab generating $100 million in opportunities for WestconComstor partners Since its launch one year ago, Westcon-Comstor’s 3D Lab, which allows multi-vendor cybersecurity solutions to be tested against specific use cases in a dynamic virtual demo environment, has attracted more than 1,500 users and generated more than $25m in new business for partners. In addition to $25m in new deals from 12 vendors secured following 3D Lab demos, the facility has generated a pipeline of new opportunities for partners with a potential value of $100m. Daniel Hurel, Vice President of Cyber Security & Next Gen Solutions EMEA at Westcon-Comstor, said: “We created 3D Lab to enable partners to respond to the rise of the all-in-one cybersecurity platform and end-users’ growing demand for multi-vendor solutions. It’s pleasing to see such strong uptake during the first year, and we’re confident that this will continue to accelerate as 3D Lab becomes an increasingly important cog in our value-add offer to both partners and vendors.” 3D Lab enables Westcon-Comstor’s partners to experiment with different combinations of solutions from leading vendors such as CrowdStrike, Zscaler and Palo Alto Networks prior to purchase and implementation. By road-testing concepts against use cases in a secure cloud environment, users can gain skills in new technologies and explore integrated solutions that span cloud security, ransomware protection, zero-trust access, data protection and more. Exertis a founding member of NiB Exertis has become a founding member of the Neurodiversity in Business (NiB) industry forum, set up to support the participation of neurodivergent individuals in the workplace. The organisation draws upon the knowledge of neurodivergent experts and leading employers to share best practice and improve the employment and experience of the neurodiverse workforce. Dan J Harris, CEO of Neurodiversity in Business, said: “We are delighted that Exertis has become a founding member of NiB. It signals its commitment to ensuring a truly inclusive workplace and a desire to strive for the best in diversity and inclusion standards.” Recent initiatives at Exertis include making Sunflower Lanyards available for staff members who have a hidden or visible disability and attaining Level 1 Disability Confident Employer status, which provides employers with the knowledge, skills and confidence they need to attract, recruit, retain and develop disabled people in the workplace.

01732 759725 08 DISTRIBUTION Wouldn’t that be fantastic? If they were all up at the same time, we’d be doing brilliantly. But it does give us that security when a particular part of the market is down.” e The evolution of the workplace is driving growth “During lockdown, we stripped out our whole office and put new everything into every room to accommodate the workforce that we saw our team being in the future - a hybrid workforce that is in the office some of the time and at home some of the time. That technology investment, which other businesses are also making, is what’s driven a lot of the market developments that went well for us in 2023.” r Convergence brings opportunity for resellers “Now that we have a security offering, an AV offering, a UC offering, we can help resellers in each of those spaces explore those other areas. It’s a very converging marketplace; no longer are traditional partners staying in their traditional lanes. Everyone’s crossing over. Being a distributor that allows partners to cross over is, we consider, a real strength of ours.” t There are limits to diversification “We’re in so many areas now, you’ve got to be careful you don’t become a master of none. At the most basic level, what sits on the network and what endpoints can be driven from that, from a security point of view or a Teams point of view or a video point of view, covers most of the core markets in which we expect to see growth for the next few years. At the moment, our partners are telling us they want to grow with the things we’ve already got. I think that’s key. You don’t want to go too wild.” y Sometimes it’s great to be the challenger “We moved into the security marketplace about four years ago as a direct result of feedback from our resellers. We recruited a very good team and they continue to do well, putting security into some of our more traditional UC resellers…We’re the new entrants in that marketplace and that’s really exciting. In the UC space we tend to be the distributor that everyone comes after, because we’ve got big chunks of the market. It’s good to go into a marketplace where we don’t have that market share and can go out and tell people what we do and them get excited by us. Security’s got a really interesting feel to it, because it’s a new area for us in which we can see potential for exponential growth.” u Employees are the link between past and future “[The acquisition by Midwich has been very positive], but it’s vital for us to remain who we are. Nimans has been Nimans for many years and that is who we still are. A very large percentage of our workforce has worked for us for 10, 15, 20 years-plus. q You can’t launch 1,000 things at the same time “Going from being a privately owned company to part of a PLC, from being a distributor of £100 million-plus to part of a Group of £1 billion-plus has been really positive for us. We now have a global presence, which allows us to do multicountry rollouts, and new suppliers in the AV space have become available to us. We’ve taken on some of those suppliers, which has opened up new customer relationships. It’s all about doing it at the right speed. You can’t launch 1,000 things at the same time. We’re fortunate that we don’t have to do it all overnight and can evolve the business into where we want it to be in the next five and 10 years.” w There’s security in diversity “One of our core markets is headsets and after three years of continuous, pretty large growth since COVID, it settled down in 2023. The diversity we have in the business really made up for that and allowed us to grow all the same. It’s one of the advantages of being a diverse distributor. The other side of that is that not every market’s up at the same time. At the end of last year, Technology Reseller interviewed Paul Burn, Managing Director of Nimans, about his first year in charge of the distributor of unified communications, networks & infrastructure, AV and security products and services. Here are 10 things he told us. You can see the video interview in full on the Technology Reseller website ( If you think you know Nimans… Paul Burn 09 DISTRIBUTION Nimans does phone systems. I think it’s important for resellers to come and visit us to see what’s going on. It’s a really exciting time for Nimans. The acquisition by Midwich has inserted a new energy into the business, in terms of the growth we’re aiming for and where we’re looking to get to. As always, there’s an open invitation: come and see us.” They are that link between our history and what we want to be in the future.” i Staff relationships are vital for building corporate culture “More and more companies that were planning to work in a hybrid way are being drawn back into the office as they start to recognise the technological advantages of working there and the benefits that come from people spending time together. At Nimans, activity levels are as high when people are at home as when they are in the office. So, looking at it purely from that perspective, why would we bring people back into the office? Well, after a few years of hybrid working you start to spot a cultural change, in terms of people knowing each other and spending time with each other. Extrapolate that five years into the future and, culturally, we wouldn’t be the business we want to be. Nimans has always been a very personal business and staff relationships have been critical. It is something our founder Julian was always passionate about. So we’ve made the decision to come back to the office. And I think it’s the same for a lot of businesses. They’re not looking at it purely from an activity point of view or as numbers on a spreadsheet. They’re looking at the culture of what they want to create.” o Being part of a PLC has encouraged Nimans to think strategically about sustainability “Being part of Midwich Group is making us rethink our sustainability strategy. There were lots of things we had been doing for ages, for example around packaging and working with our supply chain. We just needed to pull them together into an overall strategy with a clear goal. That’s what we did in 2023 with the Nimans One Plan…Resellers working on government contracts or any large tender now want information on the sustainability of the entire supply chain. They want to know what we’re doing and what our supply chain is doing, and we’re working with our suppliers to feed that in so that when it comes to that tender submission, resellers have the information they need.” 1) If you think you know Nimans, come and have another look “When you’ve been around for a long time, as Nimans has, people think they know what you do. They pop us in a box that says Nimans does headsets or Key growth areas The headset market always bounces back. “Our headset vendors will bounce back this year, the likes of Jabra and EPOS and JPL and emerging brands in the space like Yealink. The headset market always bounces. The fact that it’s had a tougher year in 2023 doesn’t represent a reset point for that market. It will come back and we’re expecting it to be quite exciting this year. Sometimes, the great thing about a market going down is that the year-on-year numbers are great the year after.” Video continues to be a growth driver. “The video market’s been great and continues to grow, because it doesn’t matter if people are in the office or not in the office. That is a growing market for us and an evolving marketplace, especially into the types of technologies that people put into the rooms, which rooms they put them in, as well as home working. When the video market’s going well for us, our networking and infrastructure areas benefit as well.” Bureau billing lets smaller resellers tap into connectivity growth. “We are approaching something like 20,000 seats now across all the platforms we provide. Our Nimans connectivity offering, which is not just connectivity into cloud telephony, but also mobile and data connectivity, is a really positive area for our resellers. With our billing services, like bureau billing, smaller resellers as well as large resellers can get into that area.” Mitel’s acquisition of Unify is a great opportunity “Mitel’s acquisition of Unify is a fantastic opportunity for us. We were a Unify distributor and have now signed up to be a Mitel distributor, and bringing those two powerhouses together is really exciting. When you look at the scale that gives Mitel, in terms of the number of deployed seats they’ve got globally, it really solidifies their position as one of the big players in that market now and in the future.” See a video of the interview in full at

01732 759725 10 WORKING TOGETHER Exertis Enterprise partners with Kaytus Exertis Enterprise has added IT infrastructure products manufacturer Kaytus to its vendor line-up. Headquartered in Singapore and with factories in the United States, Vietnam and Taiwan, Kaytus offers cutting-edge infrastructure products for cloud, edge and other emerging scenarios, including AI computing. Tom Cox, Commercial Director at Exertis Enterprise, said: “KAYTUS really are at the forefront when it comes to product and solution design, particularly in key areas where we are seeing huge growth opportunities in both the UK and Europe. We pride ourselves on being able to add true tangible value to our customers and partners when it comes to all things Enterprise, particularly in emerging and advanced tech areas such as AI, accelerated compute and cloud/CSPs.” He added: “Understanding customers’ unique challenges, markets, environments and desired outcomes enables us to deliver fully configured solutions, from a single node through to a fully integrated rack solution optimised for customers’ unique requirements. Adding KAYTUS to our portfolio will only improve further our ability to deliver true value to our customers.” Asigra BaaS now available from DataSolutions DataSolutions, a Climb Company, is addressing the challenges of SaaS data protection and cyber resilience for channel partners and their customers through a new partnership with Asigra, a provider of backup and disaster recovery solutions. The partnership covers Backup2Cloud, Asigra’s Backup-as-a-Service solution for MSPs, available on a pay-as-yougo model, and the complementary SaaSAssure platform which offers multilayered protection for SaaS platforms like Salesforce, Microsoft 365 and HubSpot. Neil Munday, VP Sales, EMEA at Asigra, said: “We’re looking forward to providing MSPs in the UK and Irish channels with advanced backup and data protection capabilities. With Backup2Cloud and SaaSAssure, we’re introducing solutions that blend intuitive design, competitive pricing and robust security features. We believe this partnership will be a catalyst for growth and innovation among channel partners.” Auvik expands reach with Inifinigate Infinigate is enabling partners in the UK and Ireland to meet rising demand for cloud-based network monitoring services through a new distribution agreement with IT solutions provider Auvik. This is the first time the company’s automated network monitoring solutions have been available via distribution in the UK & Ireland. Auvik’s multi-tenancy network monitoring solution lets service providers manage multiple customer environments from a single console, making it easier to identify and resolve network issues without the need for on-site visits. Auvik also offers a reseller programme that enables partners to build a practice around delivering network audits to drive value and increase sales opportunities. Justin Griffiths, Managing Director of Infinigate UK&I, said: “Through the Auvik solution we offer our partners the opportunity to deliver network monitoring services through the increasingly popular SaaS model, delivering flexible IT consumption.” Cyware and Cyber Fusion Distribution set to soar Cyware has announced a partnership with Cyber Fusion Distribution in what it claims is the first distribution partnership in EMEA focused exclusively on SOAR and threat intelligence. A leader in threat intelligence management, security collaboration, orchestration and automated response (SOAR), Cyware’s modular platform empowers customers to proactively protect against threats, while consolidating their security investments, unifying tools and teams and breaking down silos to enable coordinated responses to threats. Brett Candon, VP International at Cyware, says that by putting all the information analysts need at their fingertips, Cyware can significantly reduce the time it takes to detect, triage and respond to threats. He said: “Security Operation Centres have historically been a reactive function, waiting for an incident to occur, then using people, tools and processes to respond. Cyware is enabling customers to proactively protect against threats to take meaningful action before an incident occurs. The Cyber Fusion Distribution team is not only aligned with us on this mission, but also working with other best-in-class security vendors, many of which are already technology partners with Cyware.” QBS Software partners with ThreatAware QBS Software has secured distribution rights to the ThreatAware Cyber Asset Management platform giving organisations accurate, real-time visibility into the functionality and status of security tools across all their IT assets. Jon Abbott, CEO of ThreatAware, said: “We know that approximately 30% of active devices lack fundamental security controls. So now, more than ever, it is vital that organisations have real-time visibility over their IT estate, allowing them promptly to alert any significant deficiencies, with confidence. Together with QBS Software, we are committed to ensuring all organisations have a comprehensive, accurate and nonduplicated asset inventory.” As part of the partnership, QBS Software and ThreatAware aim to collaborate on initiatives to educate and support clients in strengthening their cybersecurity posture. QBS strengthens service offering for MSPs QBS is strengthening its services offering for IT teams and MSPs with Atera’s AI-powered remote monitoring and management (RMM) and professional services automation (PSA) platform. Omer Fuchs, Head of Alliances and Partnerships at Atera, said: “Atera is excited to welcome QBS into our family of distribution partners. By tapping into their established distribution channels, we’re confident that our partnership with QBS will help us to seamlessly deliver the promise of AI-powered IT to businesses across the UK and Ireland.” Exertis Cloud adds Nord Security to cybersecurity offering In a strategic partnership with Nord Security, cloud solutions distributor Exertis Cloud has added NordPass, a next-generation password manager, and NordLayer, a secure cloud access platform, to its product portfolio, enabling its network of channel partners to secure cloud environments with ease and efficiency. NordPass simplifies password Working together This month’s round-up of new distribution agreements Tom Cox Exertis Neil Munday Asigra 11 BUSINESS BRIEFING AD Nimans Meet, create and collaborate better. Elegant design. Easy to install. Simple to use. Neat Bar and Neat Bar Pro allow your customers to focus on what matters, People. They focus on whoever’s talking and reveal the expressions of others, enabling remote participants to engage in more natural, free-flowing conversation. The ‘go to’ place for Neat.

01732 759725 12 WORKING TOGETHER continued... management with AI-powered features like automatic filling, breach alerts and secure sharing, boosting employee productivity and password hygiene, while NordLayer establishes a robust zero-trust security perimeter for cloud access, offering advanced encryption, threat protection and centralised user management. Sarah Potter, Commercial Director of Cloud & Software at Exertis, said: “Exertis is thrilled to announce its partnership with Nord Security, home to the world’s most advanced VPN service, NordVPN. This partnership means we can offer our customers two industry-leading cybersecurity solutions – NordLayer and NordPass. These Nord Security solutions strengthen Exertis’ hand-picked vendor lineup, enabling partners to bolster their MS 365 and Azure offerings and deliver comprehensive cybersecurity solutions to their customers.” Dropsuite now available from QBS Software distribution network QBS Software has forged a strategic partnership in the UK & Ireland with Dropsuite, a provider of cloud-based backup and archiving solutions that can help businesses fortify their data protection strategies and mitigate risks associated with data loss, compliance breaches and unexpected disasters. Mihnea Sebastian Cherata, Director of Sales EMEA at Dropsuite, said: “We are honored to partner with QBS Software to advance Dropsuite’s mission of providing companies with best-in-class, secure data protection solutions through our global Channel Partner network. By coupling Dropsuite’s expertise in cloud-based Backup and Archiving for Microsoft and Google Workspace with QBS Software’s robust distribution network, we aim to elevate the data protection solutions available to our customers in the UK & Ireland.” Alison Nixon Sarah Potter Exertis Anthony GreenhaIgh Simon Bennett Jaap Smit New TD SYNNEX partnerships TD SYNNEX has announced a number of new distribution agreements across its Security, Advanced Solutions and Hybrid Cloud offerings. n Security: TD SYNNEX is adding Trillion dark web monitoring to its cybersecurity portfolio in a new partnership with specialist ISV Crossword Cybersecurity. Ideal for managed security services providers (MSSPs), Trillion proactively scans for usernames and passwords that are being shared on the dark web, providing information on where and how the information was sourced. TD SYNNEX will be offering channel programmes both for MSPs and reseller partners, with full enablement and support on the solution provided by TD SYNNEX’s specialist security practice in collaboration with Crossword Cybersecurity’s own UKbased team. Alison Nixon, Director, Security, UK at TD SYNNEX, said: “Trillion is a valuable addition to our expanding security portfolio. It enables MSPs and partners to offer monitoring of the dark web and thus help their customers to be aware that information is out there that could be used to break their own or their customers’ network and data protection.” n Advanced Solutions: TD SYNNEX has become the first UK distributor to offer Lenovo’s full portfolio of solutions, from PCs, tablets and collaboration systems to data centre servers and storage offerings, plus the complete range of flexible and scalable pay-as-you-go infrastructure options available with Lenovo TruScale. Lenovo TruScale simplifies the procurement, deployment and management of IT infrastructure delivered as a service using a scalable, pay-as-you-go model that combines a cloud-like experience with the reassurance of having systems deployed on-premises. Simon Bennett, Managing Director, Advanced Solutions, UK and Ireland at TD SYNNEX, said: “By adding Lenovo TruScale infrastructure solutions to our portfolio, we are giving MSPs and solution providers access to a highly attractive set of options that suit the needs of customers who are digitally transforming and looking to use the best solutions for their requirements and to deploy them in the way that makes sense for their business.” TD SYNNEX has also become a UK distributor for the full range of NVIDIA enterprise software and accelerated computing products, backed by its valueadd services such as accelerated delivery, flexible credit and finance options, plus technical and professional services. Partners can now go to TD SYNNEX for the entirety of their NVIDIA product or platform requirements, including software licences for developers, high-performance networking adapters, accelerated computing GPUs and superchips. Simon Bennett said: “Many organisations today depend on complex, hybrid infrastructures that encompass multiple cloud and on-premises resources. NVIDIA technologies help drive the next-level graphics, HPC and AI performance essential for these intensive workloads.” n Hybrid Cloud: Expanding on an existing relationship in the US, TD SYNNEX is giving partners across Europe access to Wasabi Technologies’ scalable and secure cloud storage offerings (with no egress or API fees) alongside its own cloud expertise and advanced processes and platforms for aggregation and management of cloud services. Wasabi’s solutions address growing market demand for predictable and affordable cloud storage, while providing excellent protection from ransomware with the capability to store immutable copies of data and full redundancy. TD SYNNEX will provide partners with access to the Wasabi partner portal and draw on existing alliances with leading data management and backup vendors to identify and drive additional growth opportunities. Anthony Greenhalgh, Vice President, Hybrid Cloud, Europe at TD SYNNEX, said: “Wasabi brings a new dimension to our extensive portfolio of cloud solutions. We are especially excited about how we can bring multiple vendors together to offer a complete hybrid cloud backup solution. This is a great example of how we can leverage our partnerships with leading data centre and cloud solutions to deliver hybrid value propositions that optimise the use of both cloud and on-premises options.” n Datech: Trimble has appointed Datech, the specialist design software solution business of TD SYNNEX, to distribute its SketchUp ecosystem of 3D modelling and design products and cloud services for architecture, engineering and construction (AEC) professionals. The partnership extends availability of Trimble SketchUp and enablement and training resources to existing and new Datech partners in the UK, Ireland, Italy, Spain, Poland, Czech Republic, Hungary, Portugal, Germany, Austria, Switzerland, Norway, Sweden, Finland and Denmark. Jaap Smit, Vice President, Datech Global at TD SYNNEX, said: “This agreement is a significant step in Datech’s diversification strategy. By extending the availability of Trimble SketchUp across Europe, we enable our existing AEC resellers to offer more choice and enhanced support to their customers. It also opens potential for more resellers and end customers to benefit from the growing reputation of this popular design ecosystem for conceptualising ideas, implementing early-stage design research, communicating with stakeholders and showcasing compelling presentations to clients.” Telecoms and IP Engineering Solutions for Business since 1988 Innovative • Flexible • Reliable • Supportive • Cost Effective Sales 020 7501 3333 • Partner Services 020 7501 3150 Barnacle Goose [Branta Leucopsis] The Big Switch Off means that all-IP Cloud telephony is no longer a choice, but a necessity. That’s why it’s important to choose the right alternative for your business. Our latest fully featured hosted VoIP telephone system, with mobile and desktop softphones, has been designed to provide a resilient, cost effective and highly flexible solution. Additional benefits include an online management portal, call recording and business analytics, making monitoring and management easier than ever. Connecting people and sites together with next generation communication. All this, with free and simple migration. FireSwitch Hosted PBX 2.2 Key Features Softphone Call Recording Reporting Management Portal Inbuilt Call Resiliency Beat the Big Switch Off Free migration to FireSwitch hosted telephony Flexible pricing for small and medium sized business Barnacle geese migrate twice a year, sometimes travelling over 3,000 miles in search of warmer climates.

01732 759725 14 AD Portable Compact DS-640 DS-740D DS-940DW ADS-1200 ADS-1700W Range specification overview Scan type CIS Dual CIS Dual CIS Dual CIS Dual CIS Paper handling A4 A4 A4 A4 A4 Interface USB USB USB/Wi-Fi and SD card USB 3.0 and BUS powered USB/Wi-Fi LCD - - - No (electrostatic control panel) Yes (6.8cm touchscreen) ADF Single sheet Single sheet Single sheet 20 sheet 20 sheet Multifeed detection - - - No No Scanner speed 7.5ppm/10ipm 7.5ppm/10ipm 7.5ppm/10ipm 25ppm/50ipm 25ppm/50ipm iPrint&Scan compatibility No No No Yes Yes iPrint&Scan mobile app No No MIWAND Andropid app No Yes Kofax VRS certified No No No No No Sheets 100 100 100 1,000 1,000 Range specification overview From portable to professional, the Brother scanner range Scan to anywhere Share scanned documents with anyone, anywhere at the touch of a button. Automatic Scans up to 50 mixed size and weight documents. Easy to use Simple one touch scanning, customised to scan to where the user requires.

15 BUSINESS BRIEFING Desktop Desktop pro Professional ADS-4100 ADS-4300N ADS-4500W ADS-4700W ADS-4900W Dual CIS Dual CIS Dual CIS Dual CIS Dual CIS A4 A4 A4 A4 A4 USB USB and LAN USB, LAN and Wi-Fi USB, LAN and Wi-Fi USB, LAN and Wi-Fi LED keys Keys and display 7.1cm touchscreen 10.9cm touchscreen 10.9cm touchscreen 50 sheet 80 sheet 60 sheet 80 sheet 100 sheet Yes Yes Yes Yes Yes 35ppm/70ipm 40ppm/80ipm 35ppm/70ipm 40ppm/80ipm 60ppm/120ipm Yes Yes Yes Yes Yes No Yes Yes Yes Yes No Yes Yes Yes Yes 3,000 6,000 5,250 6,000 9,000 Compact Takes up little space on a desk. Reliable No issues of other features failing and needing maintenance (such as a user error of not replacing consumables on a multifunction printer meaning the rest of the machine doesn’t work). Increased productivity No need to travel across the oce to scan your documents with standalone scanners. Advanced processing Documents can be instantly converted to editable formats directly from the scanner.

16 01732 759725 60 seconds TR: Did you get into IT by accident or design? HR: Who gets into IT by design...? Definitely, I fell into tech (see TED Talk at TR: If you could swap your current job for any other what would it be? HR: Probably a Porsche test driver. I am a bit obsessed with cars. TR: What’s the best bit of business advice you’ve been given? HR: Always employ people who are far better than you. I really didn’t get this when I was younger but now, wow, what sage advice. TR: Have you ever had any embarrassing moments at work? HR: I’m always the clown at work and don't take myself seriously at all. In my earlier days, I must have said the wrong things at the wrong time and looked a dick. I probably still do, but now I just shrug it off. It’s a good job I’m not a brain surgeon! TR: What would make your day job easier? HR: Having a clone of myself that is always 100% charged. TR: What is your favourite quote and why? HR: ‘Every day is a school day’. When you stop learning, you stop living. TR: What’s on your playlist at the moment? HR: Lots of EDM and some pop stuff. TR: Fine dining and good wine or curry and a pint? HR: Curry and a pint. Or peanuts and a pint tbh. TR: Favourite holiday destination? HR: The Caribbean. TR: What have been your business highlights of the last 12 months? Hayley Roberts (HR): 2023 was a very tough year for a lot of businesses and we were no exception. The main highlight for me has been the way the team has pulled together and belligerently believes in the value we create and amplify in channel. In business, as in life, hard decisions have to be made. We have navigated some tough ones, yet still remain a strong and positive team. Winning the CRN Security Distributor of the Year Award, for which we had previously been Highly Commended, was another highlight. TR: What is currently having the greatest impact on your business? HR: People will always have the greatest impact on us as a business. As a services business, the heart of what we do is customer-led, which means we have to switch up a gear to support our customers and end users, not only with the best technology but also with the best support, guidance and enablement. This is a constant work in progress, and in my opinion it should be for any business that wants to survive the macro-economic knocks over which we have so little control. TR: Where do you see the next big opportunity for Distology and its partners? HR: Our post-sales services offering is fully comprehensive from an IAM (identity and access management) point of view and is growing in the security space too. This means we can provide end-to-end support for our partners and for their customers. This is one of the biggest value-adds that we are focussing on and developing across Europe. TR: What are your priorities for 2024? HR: To ensure that our partners are fully supported with our technologies and services; to be more consultative in our approach; and to be known as a true trusted security solutions advisor to the channel. 60 seconds with... Hayley Roberts, CEO, Distology Hayley Roberts is the founder and CEO of multi-award-winning cybersecurity distributor Distology. Celebrating its 10th anniversary this year, Distology distributes products and services from leading and emerging vendors through an extensive network of IT resellers and service providers across EMEA. It also provides software engineering, product design, solution architecture and IAM consultancy services to partners and customers through Distology Studios. Distology has ambitious growth plans for its new financial year starting in April (see page 42). Hayley Roberts