www.technologyreseller.uk THE MAGAZINE & ONLINE CHANNEL NEWS & RESOURCE FOR MSPS, IT RESELLERS & SUPPORT PROVIDERS CYBERSECURITY PAGE 26 How new brand Kyocera Cyber differs from other MSSPs GLOBAL COMMUNICATIONS SOLUTIONS FOR ANY-SIZED BUSINESS Explore our certified, award-winning products and services nusocloud.co.uk + 44 203 362 1000 PAGE 18 Why it’s time for MSPs to rethink how they deliver voice Voice Services Q&A PAGE 32 What’s next for Kaseya? New CEO Rania Succar tells all TECHNOLOGY RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2016 IN PRINT & ONLINE SINCE 2016 IN PRINT & ONLINE SINCE 2016
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04 Distribution News Virgin Media O2 sharpens its focus on opportunities in fixed wholesale market 10 Channel Sage-sponsored IDC study identifies the ‘repeatable’ innovation strategies of high performing software resellers 12 Reseller News Sharp UK expands IT services offering with Microsoft Copilot consulting service and new cybersecurity packages 18 Voice services Jonathan Walker, CEO of Access4 UK, explains why it’s time for MSPs to reconsider how they deliver voice and how SASBOSS can help them unlock new revenue streams 19 60 seconds with… Philip Lee, Partner Acquisition Manager at Access4 UK 20 Hardware Acer UK Launches Peace-of-Mind Campaign for Business Buyers 22 Events There’s still time to register for key MSP events GTIA ChannelCon EMEA 2025 and MSP Global 2025 26 Cybersecurity Why new brand Kyocera Cyber is not just another MSSP and how its partnership with Torq is raising the bar for SOC agents and their customers 28 SOC New Prophet Software report highlights the dangers of alert overload and explains why SOC leaders are embracing AI to tackle it 32 Q&A Rania Succar, recently appointed CEO of Kaseya, discusses her plans for the IT management and cybersecurity software provider 36 Tech Digest A round-up of new developments from established and emerging technology vendors 40 People New faces, new places 03 CONTENTS technologyreseller.co.uk ISSN 2632-9301 (Print) ISSN 2632-931X (Online) Technology Reseller is published by Kingswood Media Ltd., 7 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. © 2025 Kingswood Media Ltd. 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] Events & Commercial activities: Paul Johnson 01732 759725 · [email protected] Account Manager: Jeff Root 01732 759725 · [email protected] Designer: Brian Cloke 07484 288189 · [email protected] If you no longer wish to receive Technology Reseller magazine, please email your details to [email protected] 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 technologyreseller.co.uk TECHNOLOGY RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2016 IN PRINT & ONLINE SINCE 2016 IN PRINT & ONLINE SINCE 2016 Photo credit: Rene Lamb Fotodesign Gmbh Page 22
01732 759725 DISTRIBUTOR NEWS Microsoft CSP guidance Sherweb, the North American cloud distributor and MSP service provider that gained a foothold in Europe last December with the acquisition of Irish IT products distributor MicroWarehouse, is enhancing its value to the 8,000 MSPs it works with by providing expert guidance on how to navigate upcoming changes to Microsoft’s Cloud Solution Provider (CSP) program. It warns that from October 1, when the Microsoft CSP program evolves into the Microsoft AI Cloud Partner Program (MAICPP), CSP partners will be exposed to new requirements that they will need to manage carefully if they are to stay compliant, protect margins and grow their business. Direct CSPs that sell and manage licenses directly will face higher revenue thresholds, stricter compliance requirements and must hold a Solution Partner designation to qualify for incentives and cashback. While indirect CSPs working through a distributor will have fewer requirements, they must still earn 25 Partner Capability Score points to be eligible for incentives. Alexandre Laflamme, Programs and Sales Incentives Manager at Sherweb, said: “MSPs are already managing everything from security and compliance to client operations, and these CSP updates add even more challenges, especially when it’s not always clear what needs to be done to stay eligible. MSPs don’t need any more complexity – they need clarity. We provide this by working directly with MSPs to align business goals to Microsoft’s evolving programs and building a clear plan to meet requirements and maximise benefits, so they can keep their focus on their customers.” In addition to guidance on program updates, real-time access to experts, help building Partner Capability Scores and meeting skilling requirements, plus advice on how to maximise performance‑based benefits and rewards, Sherweb is launching Accelerate Microsoft, a new consultation program offering MSPs one-on-one access to experts to help them unlock the full value of their Microsoft partnership. www.sherweb.com … Xelion extending reach to South Africa with Engage 365 Solutions Xelion, the Technology Reseller Awards 2025 UC & Collaboration Vendor of the Year, is expanding its international footprint through a new partnership with South African distributor Engage 365. Its strategic move into Africa is the UCaaS vendor’s second distribution partnership outside Europe, following its launch in Australia and New Zealand with Activa. The agreement with Engage 365 Solutions will give the distributor’s reseller partners access to the complete Xelion ecosystem, enabling them to deliver a modern, feature-rich UCaaS platform with a simple pricing model and responsive, UK‑based support. Xelion UK Managing Director Dave Reynolds said: “I’m thrilled to partner with Engage 365 Solutions and introduce Xelion to South Africa. This partnership represents another major milestone in our international growth.” www.xelion.com www.engage365.co.za … Checkmarx brings ‘firstmover’ advantage to e92spark Checkmarx, a leader in agentic-AI powered application security testing, has signed a UK and Ireland distribution agreement with e92spark, a new division set up by value-added distributor e92plus to bring innovative, disruptive cybersecurity vendors to the UK market. Checkmarx’s new partnership with e92spark follows its recent launch of Developer Assist, the first in a family of agentic AI tools, giving developers 04 Virgin Media O2 sharpens focus for fixed wholesale push Virgin Media O2 is sharpening its focus on opportunities in the fixed wholesale market by bringing together its existing consumer and business wholesale teams in a single division dedicated to accelerating delivery timelines and reducing complexity for a wide range of partners and customers, including ISPs, resellers and enterprise carriers. The Fixed Wholesale division is being led by Julie Agnew, Managing Director of Fixed Wholesale and Customer Delivery, and, reporting to her, Executive Director for Fixed Wholesale Diego Tedesco. Virgin Media O2 believes the new structure, underpinned by a digital-first system architecture and ongoing investment in its fixed and mobile networks, will provide the scale, speed, enhanced service capability and differentiated product offering needed to provide a compelling alternative for fixed wholesale customers. Julie Agnew said: “With Virgin Media O2 and nexfibre’s combined fibre footprint already passing more than 7 million premises and our network upgrade activity continuing at pace, we’re laying the foundation for the next wave of connectivity innovation across the UK. By bringing together our wholesale teams, underpinned with decades of expertise, nationwide field capabilities and a scaled footprint, our team is uniquely well-positioned and ready to support our wholesale partners and offer a viable alternative to the status quo.” Virgin Media O2’s wholesale capabilities are already being used by giffgaff for its new consumer broadband service featuring a range of symmetrical speed fibre broadband packages. Julie Agnew BlackFog ADX added to Exertis Enterprise cyber resilience offering Exertis Enterprise has expanded its cyber security offering in the UK and mainland Europe through a partnership with BlackFog, the company behind on‑device anti-data exfiltration (ADX) technology designed to stop data from leaving devices and networks. Complementing existing EDR/XDR and network controls, BlackFog’s ADX platform adds an extra layer of protection against ransomware, data loss and extortion by blocking data exfiltration at source via adaptive on-device behavioural controls and real‑time policy enforcement. Dominic Ryles, Sales and Alliance Director at Exertis Enterprise, said: “Organisations can no longer rely on static protection; they need adaptive measures that evolve as fast as the threats do. Our partnership with BlackFog brings this capability to the forefront. By combining their pioneering anti data exfiltration (ADX) technology with our partner ecosystem, we’re enabling resellers and service providers to deliver solutions that not only safeguard customers against AI-driven and emerging threats but also unlock new routes to profitability. For our partners, this is about turning resilience into a competitive advantage.” Exertis Enterprise is supporting the roll-out out BlackFog ADX to channel partners in the UK and mainland Europe with enablement, deal support and services designed to accelerate partner growth. www.exertisenterprise.com Dominic Ryles
DISTRIBUTOR NEWS technologyreseller.co.uk continued... real‑time, context-aware security guidance as they code. Chris Ledingham, Director Northern Europe at Checkmarx, said: “There are significant opportunities available for partners in adding AppSec tools to their portfolios as enterprises tackle the growing challenge of developing and deploying secure code efficiently in the AI-era. Every organisation, whether they are a bank, a retailer, a travel agent or an insurance broker, is now a software company, developing their own code and managing applications. We are committed to enabling organisations to get ahead of application risk, so their teams can detect and fix vulnerabilities early, creating code safely and securely to meet their business goals.” Statista expects the UK application security market to reach a value of £363.83 million this year and enjoy an annual growth rate of 12.67% from 2025 to 2030. Darryl Whiteman, Vendor Alliances Manager at e92spark, said: “We know that partners are looking for guidance on how to harness growth opportunities by adding new and disruptive technologies to their portfolios. The team at Checkmarx fit the bill perfectly being one of a select number of vendors with solutions that address a real and growing challenge – ensuring that applications are more secure from the first line of code up. We’re excited to work with them and to help our partners capitalise on the huge opportunities in this rapidly expanding market.” www.e92plus.com/spark … EfficientEther AI solutions now available from Northamber UK based AI company EfficientEther has appointed Northamber to distribute its AI optimisation and operations solutions EtherInsights and EtherAssist. EtherInsights analyses Microsoft 365 and Azure usage to identify waste and right size licences and resources to reduce unnecessary spend, while EtherAssist helps IT professionals troubleshoot by guiding fixes, automating documentation and supporting compliance. Grant Reddin, Director of Cyber & Solutions at Northamber, said: “EfficientEther is a powerful addition to our portfolio because it directly addresses one of today’s biggest challenges – how businesses manage and optimise their software licences. Too often organisations overspend on unused or under-utilised licences. EfficientEther helps them right-size usage, cut unnecessary costs and ensure every licence is delivering value. By partnering with innovators like EfficientEther, we make sure our resellers can offer smarter, more cost-efficient solutions that keep their customers ahead of the curve.” www.northamber.com … Comstor and Rackmount.IT empower Cisco partners Comstor, the Cisco-focused arm of global technology provider and specialist distributor Westcon-Comstor, is empowering Cisco partners across EMEA to modernise their customers’ IT infrastructure through a new collaboration with Rackmount.IT, a provider of rackmount kits for converting desktop security and network appliances into rack-mounted appliances. Under the new agreement, Comstor will distribute Rackmount.IT racking solutions for Cisco and Cisco Meraki products that, by optimising airflow, cable management and physical protection, can enhance device performance and longevity. Eric Cantineau, CEO of Rackmount.IT, said: “At Rackmount.IT, we believe that strong infrastructure begins with a well organised and secure setup – whether it’s in a standard 19-inch cabinet or in more challenging industrial environments. Through our partnership with Westcon-Comstor, we’re helping Cisco partners across EMEA offer better protection and reliability for their customers’ network equipment. Our solutions are easy to install, built to last and suitable for both IT and OT settings – from office spaces to factory floors.” Steven Heinsius, Vice President, Product Management and Marketing EMEA, Comstor at Westcon-Comstor, added: “By offering 05 Goldilock appoints Kite as primary UK distributor Goldilock, the NATO-backed cybersecurity specialist, has appointed Kite Distribution as the primary UK distributor of its smart disconnection technology for instant, remote isolation of critical systems. The company’s patented FireBreak technology adds a new dimension to layered security strategies featuring firewalls, intrusion detection systems and other software-based defences by enabling the physical disconnection of networks and devices from the internet, remotely, without having to rely on software, either on-demand or on a scheduled basis. Smart disconnection technology gives organisations the flexibility to eliminate an attack surface entirely or to contain a threat without pulling the plug on the entire network. Goldilock has appointed Kite to increase deployments across high-risk sectors, including critical national infrastructure, government, defence, enterprise IT and operational technology in healthcare, finance, telecoms and manufacturing by supporting existing and new resellers with quoting, logistics, technical expertise and marketing support. https://kitedistribution.co.uk Titan Data Solutions appointed distributor of Toshiba HDDs The Storage Products Division of Toshiba Electronics Europe GmbH has appointed Titan Data Solutions to distribute Toshiba Enterprise hard disk drives (HDDs) in the UK. The partnership will give Titan Data Solutions customers in the UK access to Toshiba’s complete line-up of Enterprise HDDs for mission‑critical workloads and large-scale storage in enterprise, data centre and cloud environments, including nearline (NAS), data centre and surveillance‑focused models. Jeff Briggs, General Manager, Storage Products Division at Toshiba Electronics Europe, said: “We are delighted to welcome Titan Data Solutions as a direct storage partner. Titan Data Solutions brings a wealth of experience in the enterprise storage space. The company has a strong track record of building and supporting scalable solutions for a diverse range of end users. These include data centres and cloud providers, as well as system integrators and enterprise resellers. The company’s customer-centric approach and commitment to innovation align perfectly with Toshiba’s values and strategic goals.’’ The two companies plan to support their partnership with joint go-to-market initiatives, partner training and promotional campaigns throughout the remainder of 2025. www.titandatasolutions.com Steven Heinsius Comstor
DISTRIBUTOR NEWS ...continued 01732 759725 tailor-made rack mount solutions that improve installation, accessibility, security and reliability, partners can add a new dimension to their offerings and create deeper relationships with customers, including through managed services engagements.” www.westconcomstor.com … 1Password targets EMEA growth with Westcon‑Comstor Westcon-Comstor has enhanced its identity security portfolio through an EMEA-wide distribution agreement with 1Password, a pioneer of Extended Access Management (XAM). XAM addresses the risk of unfederated identities, unmanaged apps, devices and AI agents accessing company data without proper controls by securing every sign-in, to every app, from every device – including the managed and unmanaged ones that legacy IAM, IGA and MDM tools can’t reach. Commenting on the partnership, Daniel Hurel, Senior Vice President, Westcon EMEA Go-To-Market at Westcon-Comstor, said: “This strategic agreement with 1Password complements and enhances our identity security offering perfectly, exemplifying our commitment to providing partners and their customers with best-of-breed security solutions and allowing us to address previously unmet needs. We look forward to playing a central role in driving 1Password’s channel-led growth across the EMEA region, particularly given the company’s ambition, dynamism and commitment to the channel.” As well as providing partner training and technical enablement, Westcon-Comstor is enabling 1Password to use its proprietary, insights-driven lead generation programme Intelligent Demand to boost enterprise adoption of 1Password XAM and identify new markets. www.westconcomstor.com New addition to Climb Modern Workplace offering Climb Channel Solutions, the wholly owned subsidiary of Climb Global Solutions, has enhanced its Modern Workplace offering with the addition of Recast Software, a global provider of productivity tools for endpoint management. Recast empowers IT teams and MSPs with end-to-end application management (packaging, delivery, patch & release), while elevating DEX with consistent, context-aware experiences across Windows, macOS and VDI/Cloud. It joins existing strategic vendors ControlUp, IGEL (see below) and Parallels RAS in Climb’s Modern Workplace solutions portfolio, aimed at helping IT teams deliver secure, compliant and optimised workplace experiences. Brian Davis, VP of Sales UK & I at Climb Channel Solutions, said: “Together, these technologies give IT professionals unparalleled flexibility, performance and security.” Peter Hermeling, VP EMEA at Recast Software, added: “Climb’s modern workplace expertise, deep channel relationships across the UK&I and EMEA and energetic enablement programmes give us the reach and pace to scale. Together, we’ll equip more partners to stand up offerings faster, attach services confidently and deliver measurable outcomes.” In August, Climb and IGEL, the secure endpoint OS platform purpose-built for Enterprise Browser, SaaS, DaaS and VDI environments, extended their joint ‘Treadmill’ partner activation and customer engagement programme to April 2026, after the first campaign cycle delivered 151 qualified leads, 51 end-user appointments and £953,000 in attributed pipeline. Justin Thorogood, Director, Channel & Alliances – UKI & APAC at IGEL, said: “Treadmill is about action – not theory. Delivering innovative endpoint security requires more than training. Partners need confidence, real support and meaningful customer engagement. That’s what this program delivers – and the results speak for themselves.” www.climbcs.com/uk 06 SYNAXON unifies under one brand Channel services company SYNAXON AG has taken the next step in its ‘SYNAXON as one brand’ growth strategy by aligning its operations in the UK and Germany under a single brand identity, with all UK website content integrated into synaxon.com, giving reseller partners a single destination to access SYNAXON’s full range of services. As part of its strategy, SYNAXON has also unveiled a new logo and branding, repositioned the SYNAXON Marketplace ordering platform and introduced the new name of Hub Enterprise Solutions for its Project Support service, which provides consultancy and support for resellers’ migration, integration and infrastructure projects. Mike Barron, Managing Director of SYNAXON UK, said: “These changes are about making it easier for partners to work with us and to grow. By unifying under one brand, we not only present a clearer story to the market, but gain greater access to resources, expertise and back-office support from our colleagues in Germany – support that we can pass directly on to our partners.” synaxon.com The SYNAXON UK team recently got together with their UK-exclusive support team from Germany for two days of workshops and discussions at The Mount Hotel in Wolverhampton. Arrow Electronics to distribute Cohesity Data Cloud in UK Arrow is giving its channel partners in the UK access to the Cohesity Data Cloud through a new partnership with the AI-powered data security leader. Cohesity’s data management and security platform integrates immutability, replication, backup, rapid cyber recovery, archiving and zero-trust capabilities into a single solution managed through an AI-enabled dashboard. Consolidating siloed data from applications, databases, virtual and physical workloads, NAS and public cloud environments into a single platform enables organisations to improve their cyber resilience, simplify their data management and reduce TCO. Fraser Hutchinson, Vice President Northern Europe at Cohesity, said: “Building on our successful collaboration with Arrow in other EMEA regions, we are pleased to expand our relationship, and Arrow’s participation in our new Aspire partner program, to deliver value to the channel in the UK. Together, we will empower organisations to protect, secure and gain insights from their data, helping ensure they remain resilient in the face of evolving cyber threats and leveraging advanced AI technologies.” Alex Kennedy, Director of Data Centre for Arrow’s enterprise computing solutions business in the UK, added: “With the rise of complex data environments, our collaboration is key to helping businesses simplify their data management, enhance security and reduce operational costs.” arrow.com Alex Kennedy Daniel Hurel Westcon-Comstor continued...
DISTRIBUTOR NEWS ...continued 01732 759725 08 Nuvias UC voice migration capabilities recognised with M365 certification Converged communications distributor Nuvias UC’s Services Division has been awarded Microsoft 365 ‘Teams Voice Engineer Expert’ Certification in recognition of its capabilities and expertise in voice migration. The accreditation builds on the significant investment Nuvias UC has made in expanding its voice migration and integration expertise to enable partners to migrate businesses from legacy telephony systems to modern, cloudbased communications platforms such as Microsoft Teams and Zoom. Dietmar Kraume, Director of Services at Nuvias UC, said: “Our team now holds more than 400 certifications across all our vendors, which has contributed to year-on-year growth of 25% in our Services Division. This achievement underlines our dedication to innovation and ensures our partners can scale their voice offerings with complete confidence, backed by Nuvias UC expertise.” https://nuvias-uc.com Zen aiming to shake-up UK connectivity market with Sky partnership Zen Internet and Sky Business Wholesale are aiming to shake up the UK connectivity landscape through a strategic partnership that marries Zen’s strengths in customer service with Sky’s footprint of 2,800 Ethernet-enabled exchanges. Marking a big step forward in Zen’s ability to deliver high-performance, scalable connectivity solutions to businesses across the UK, the partnership gives Zen partners and direct business customers access to Sky’s Ethernet-enabled exchanges, more than 80% of which are ready for 10Gb services, in addition to Zen’s existing offering of Ethernet over FTTP and business‑grade connectivity products from CityFibre and ITS. The collaboration with Sky also strengthens Zen’s recently launched partner portal, The Fibre Hub, which already provides full fibre (FTTP) access to nearly 20 million premises via Openreach, CityFibre, ITS, Freedom Fibre, Trooli and, most recently, MS3 Networks serving Hull, North Lincolnshire and East Yorkshire. As part of the partnership, Zen and Sky Business Wholesale are integrating their automation capabilities and API strategies to accelerate quoting, ordering and installation processes. David Barber, Strategy Director at Zen Internet, said: “This partnership expands choice and flexibility for our channel and for UK businesses we serve directly, enabling us and the channel to compete more effectively on price, coverage and service. It is another significant step in bringing genuine infrastructure competition to the UK market. As we continue to build relationships with more key network providers, we’re on track to offer the widest geographic reach and the best commercial advantage for the channel and for direct business customers.” https://business.zen.co.uk/ AI, services and specialisation driving next wave of IT growth, says TD SYNNEX AI-driven transformation enhanced with resilient cybersecurity frameworks, deep specialisation and automation are powering the next wave of IT growth according to global technology distributor and solutions aggregator TD SYNNEX. Its fourth annual Direction of Technology report, based on feedback from more than 1,400 IT solution providers and resellers in 40 countries, emphasises how service-led business models are fuelling success in the age of AI, with ISVs and professional services firms expressing most optimism about the future. Nearly 75% of partners say AI is essential to their future, both as a catalyst for new offerings that blend innovation with core capabilities and as a competitive necessity by giving an MSP, VAR or SI the ability to redesign workflows and operating models to drive efficiency and growth. Patrick Zammit, CEO of TD SYNNEX, said: “As the technology industry navigates extraordinary change, our partners are facing evolving challenges, and TD SYNNEX is here to help turn those into opportunities. This year’s DoT report shows that leadership comes from building resilience in core technologies, while leaning into next-generation technologies, services and specialisation.” The report identifies six global trends shaping the IT market in 2025: AI is the foundation for market leadership – As AI adoption accelerates, partners must differentiate by offering more advanced, impactful use cases like AI‑powered cybersecurity (58.4%) or AI-driven automation (54.3%), identified by TD SYNNEX partners as the solutions likely to have significant impact on their business. Cybersecurity is fundamental, but still a battleground – Security remains the price of entry to the IT ecosystem, with 80% of partners offering at least one cybersecurity solution. It has emerged as the leading growth driver for endpoint solutions over the past two years and continues to be important, with partners ranking advanced endpoint security as their second-highest priority for new offerings in the year ahead. Emerging threats like AI-driven attacks (49.2%) and data breaches (41.9%) are cited as top concerns. Specialisation beats scale – Industry expertise and consultation is the Number 1 factor that end customers look for in a partner, followed closely by exceptional customer service. Partners are already adapting to this market expectation, with 90% planning to offer support and maintenance services, 88% planning to deliver custom IT integration and 82% planning to expand managed services in the next year. Redesigned operating models for the AI era – Nearly 70% of leaders are experiencing talent shortages that directly affect AI (43%), data & analytics (41%) and cybersecurity (39%) implementations. This signals an industry-wide shift in how work gets done and serves as an opportunity for partners to redesign operating models and workflows to drive efficiency for an AI-enabled future. Macroeconomic challenges persist, but growth is still possible – Despite global headwinds, the growth outlook remain positive in most regions, with 66% of partners reporting revenue increases. Companies that combine strategic foresight with operational agility are best positioned to achieve growth. The new winners: service-led and future-ready – ISVs and Professional Service firms are pulling ahead as industry growth leaders, due to the efforts they’ve made to build balanced portfolios, with more than half blending fast-growing capabilities like AI and data & analytics with core offerings. The TD SYNNEX Direction of Technology report can be viewed at https://ms.spr.ly/DOTN Patrick Zammit David Barber
Why Spitfire’s One Network? Are you at risk from: • Poor device visibility and erratic management? • Requirement for third party remote access? • Default or weak passwords? • Software security updates? • Transmission of unencrypted data? One Network uses MPLS to combine mobile, fixed line and cloud connectivity into a secure private network. A low cost, no fuss, business and IoT solution that is both invisible and unreachable to external threats. Easily built using whichever primary and backup access components are required to connect your sites, users, devices and servers - wherever they may be located - without the need for time consuming VPN tunnel configurations. What could be simpler, or safer? Call us today, to find out more. www.spitfire.co.uk/iot-security Telecoms and IP Engineering Solutions for Business since 1988 Innovative • Flexible • Reliable • Supportive • Cost Effective Sales 020 7501 3333 • Partner Services 020 7501 3150 VOICE INTERNET I O T W A N www.spitfire.co.uk Key Benefits No public internet traversal Avoid need for encryption MPLS private networks available Fixed or dynamic IP addresses Private APN available Invisible and unreachable to external threats Looking for mitigation with one easy, cost effective and time efficient solution ? Worried about IOT security?
10 01732 759725 lead with confidence and stand out in competitive markets. 5. Investment mindset One third (33%) of high performing partners treat investment as a companywide strategic priority. This mindset reflects their commitment to scale, specialisation and transformation. Whether building new services, deepening vertical expertise or developing proprietary IP, these partners are laying the groundwork for sustained growth. High performance the new baseline The report highlights an industry experiencing fundamental changes, from transactional sales to outcome-driven value, from product push to strategic enablement, and from fragmented activity to a long-term focus on scale, specialisation and trust. With high performance becoming the new baseline, Juha Harkonen, VP Partner Ecosystem at Sage, highlights three behaviours that partners should adopt if they are to successfully lead, grow and shape the future. “Partners who win put customers first, specialise where it counts, and apply AI to real problems. Sage helps them scale those strengths to unlock growth and accelerate time to revenue so they can lead the next wave of innovation. That’s the ecosystem we’re building together,” he said. Software resellers can find out more about the trends reshaping the industry and what Sage is doing to empower its partners at the company’s flagship event, Sage Future for Partners, taking place this autumn in Barcelona (November 4-7) and Orlando (November 10-12). www.sage.com 2. Embedded AI At a global level, around 70% of channel partners say they have an AI practice. Often this just means they resell or implement software with embedded AI features. High performing partners go further, with 87% reporting a dedicated AI practice. These partners aren’t just reselling AI. They’re embedding it into service models to automate delivery, drive smarter decisions and turn innovation into tangible gains like faster workflows, reduced errors and stronger compliance. More than half (52%) of UK partners say AI has made their service delivery more efficient and more than one third (37%) rank AI-focused services as a top three strategic priority, with over 70% targeting double-digit growth this fiscal year. More than half (60%) say customers are seeing a measurable impact from AI. 3. Depth over breadth Nearly 70% of high-performing partners offer micro-vertical solutions. Specialisation means meeting customers where they are, speaking their language and solving sector-specific challenges. This makes it easier for customers to get started quickly, see value faster and avoid costly customisations. For partners, it means less rework, smoother delivery and more opportunities to grow in-life revenue. 4. Leading vendor brands Seven in ten partners place strong emphasis on working with software brands that have a stellar reputation, and roughly one third say selecting a top-tier brand is the single most important factor. A strong brand signals ambition, vision and momentum. It helps partners win trust, The channel is being redefined by a new wave of high performing partners that are using AI and vertical specialisation to gain a competitive edge over their rivals, scale faster and deliver measurable outcomes for their customers. So says Sage, following the publication of an IDC study of more than 2,000 software resellers (36% of which are Sage partners) commissioned by the provider of accounting, financial, HR and payroll software for small and mid-sized businesses (SMBs). Stuart Wilson, Senior Research Director, EMEA Partnering Ecosystems at IDC and co-author of the IDC InfoBrief High Performance Unlocked: How Leading Partners Are Building the Future of the Channel, says that the priorities of high‑performing resellers (those that have achieved 20% or more revenue growth in the past two fiscal years) provide a blueprint for success that other partners can follow. “High performing partners are building growth on innovation that delivers outcomes,” he said. “They lead with customer outcomes, invest in AI as a differentiator and run disciplined, services-led models with clear vertical focus. This cohort is translating technology into higher margins, faster time-to-value and stronger customer advocacy. Their success is repeatable, and their model is setting the pace for the next evolution of the channel.” High Performance Blueprint The report identifies five factors that set the fastest growing software resellers apart from their peers. They are: 1. Growth with quality Ambition is high across the ecosystem: 63% of all partners report double-digit yearly growth, rising to 70% for UK partners, despite economic headwinds. Among high performing partners, 84% are targeting growth of 20%+ this year, with an average gross profit margin of 66% compared to the global average of 42%. In addition, high performing partners report a Net Promoter Score (NPS) of 61 compared to the global average of 48, signalling stronger customer satisfaction and advocacy. IDC study commissioned by Sage identifies ‘repeatable’ innovation strategies of high performing software resellers A blueprint for success CHANNEL Key findings 87% of high performers run dedicated AI practices 60% report customers are seeing a measurable impact from AI 70% of high-performing partners offer industry-tailored solutions Stuart Wilson Juha Harkonen
Exertis partners with PFU EMEA Exertis now stocks and distributes Ricoh and ScanSnap branded scanners, Ricoh Smart Meeting Devices, PaperStream software solutions and Ricoh Projectors. Streamlining workflows Award winning Ricoh and ScanSnap branded scanners are engineered to simplify document management, making it easier than ever to digitize, share and store information. Leading the way is the new ScanSnap iX2500 and market leading fi-8170, powerful yet intuitive scanning solutions that combines speed, precision and seamless connectivity. Smarter Meetings, Greater Collaboration Ricoh’s Smart Meeting Devices are revolutionising collaboration in the modern workplace. From interactive displays to intelligent connectivity features, these solutions are built to enhance productivity, improve engagement, and ensure that hybrid teams stay connected no matter where they are. Bringing Smarter Solutions to the Channel Smarter Workflow with PaperStream PFU’s PaperStream software unlocks the full potential of scanned documents, enabling businesses to capture, process, and manage information with maximum efficiency. From automating workflows to improving compliance and security, PaperStream is the ultimate tool for businesses seeking to streamline operations. Expert Support from Exertis Leading the Ricoh portfolio within Exertis is Gary Dunstan, Product Specialist for Ricoh. With his expertise, partners and resellers can rely on the right knowledge, tools, and support to help their customers benefit from Ricoh’s innovative solutions. Get Started Today To find out more contact Gary Dunstan [email protected] Or visit store.exertis.co.uk
12 01732 759725 RESELLER NEWS New ownership boosts mhance growth plans mhance, a pure-play Microsoft Solution Partner with expertise in Microsoft Dynamics, Azure, Power Platform and Data & AI, is looking forward to accelerated growth, organically and through M&A, after being acquired by SilverTree Equity, a London-based private equity firm focused on software and tech-enabled business services companies. As part of the transaction, SilverTree has appointed Julian Stone, Founder of Pythagoras, a Microsoft Dynamics Partner sold to EY in 2021, as Executive Chairman. Alan Moody, CEO of mhance, said: “I’m incredibly proud of what our team has built, establishing mhance as a go-to digital transformation partner in the UK, combining deep sector expertise with best‑in-class delivery capabilities and Microsoft know-how. This investment enhances our value proposition and accelerates our proven ability to help customers turn AI, data and business applications into measurable business value.” With more than 120 employees, 500‑plus customers, and offices in London, Manchester and Dublin, mhance has deep sector expertise in the construction and not-for-profit sectors, with customers such as WWF, Médecins Sans Frontières, RSPB, Sir Robert McAlpine and BAM Construct. It was the Microsoft Nonprofit Partner of the Year in 2023 and is one of only two EMEA Dynamics 365 Business Central partners for the charity sector. … Cyware threat intelligence added to Trustmarque offering IT solutions and services provider Trustmarque is bringing advanced threat intelligence to UK businesses through a strategic partnership with Cyware, an industry leader in threat intelligence operationalisation, collaboration and orchestrated response. The integration of Cyware’s AI-driven cyber fusion platform into Trustmarque’s suite of security services will enable public and private sector clients to operationalise threat intelligence, automate responses and collaborate securely across environments. Cyware’s platform helps organisations move to proactive collective defence, in line with the UK Government Cyber Security Strategy’s ‘Defend as One’ initiative, by aggregating, enriching and operationalising threat intelligence from multiple sources, including internal systems, external feeds and CTI providers. Key features include AI-driven correlation connecting malware, vulnerabilities, threat actors and incidents for enriched context and improved threat prioritisation; secure collaboration features that enable CERTs, ISACs, governments and other trusted communities to instantly share IOCs, incident reports and advisories; a vendor-agnostic no-code/ low-code orchestration module that allows full automation of security workflows Axiom GRC adds DPO specialisation to platform Axiom GRC, the governance, risk and compliance platform used by two million users worldwide, is adding further specialisation to its offering with the acquisition of The DPO Centre, one of the UK’s largest providers of outsourced Data Protection Officer (DPO) resources. Founded in 2017, The DPO Centre’s 100-strong team (see photo) has delivered expert DPO and privacy services to over 1,000 clients from its offices in the UK, Ireland, the Netherlands and Canada, contributing to an average annual growth rate of 30% for the last three years. The DPO Centre is Axiom GRC’s fourth acquisition since joining forces with Inflexion in May 2024 and implementing an ambitious global M&A programme. It brings additional specialisation to Axiom GRC’s platform integrating eight established brands and over 50 compliance products covering health & safety, employment law, environmental risk, cyber security, ISO certification, enterprise risk, eLearning and supply chain compliance – all powered by more than 1,200 specialist professionals. Axiom GRC CEO Alex Dacre said: “Our GRC platform is the first of its kind, used by our clients to protect their workforce and workplace, responsibly. The DPO Centre builds on our successful acquisition track record to date and further strengthens our platform. It supports our global growth ambitions as we continue to bring the highest quality GRC products, services and professional support to international markets. “Data protection is a priority for every organisation and is set to be reshaped by upcoming legislation, such as the UK’s Data Use and Access Act, alongside the rapid adoption of AI, which introduces new privacy risks. Clients across the Axiom GRC platform can now benefit from The DPO Centre’s unrivalled expertise in this critical area.” Lenitha Bishop, CEO of The DPO Centre, added: “We are delighted to be joining Axiom GRC as the next chapter in The DPO Centre’s growth. This partnership brings scale, complementary services and access to broader markets, while preserving the values we have always championed. We see immediate opportunities to co-develop service offerings, combine expertise and expand our value proposition through joint delivery with other Axiom advisory solutions.” axiomgrc.com www.dpocentre.com Six Degrees managed SASE powered by Fortinet Secure, integrated cloud services provider Six Degrees has expanded its managed SD-WAN and SD-Branch services with the launch of a Managed SASE service that leverages Fortinet technology to deliver secure, scalable connectivity to users regardless of their location. Six Degrees is the only Fortinet UK Advanced Partner to hold both SD-WAN and SASE Partner Specialisations as part of the Fortinet Engage Partner Program. Vince DeLuca, CEO of Six Degrees, said: “Security can no longer be an afterthought – it must be embedded from the ground up. At Six Degrees, Fortinet underpins our SD-WAN and Managed SASE services, enabling us to deliver the next generation of secure, high-performance networking to organisations across the UK.” Six Degrees Product Director Stuart Hinge added: “Our Managed SASE solution, combined with our SD-WAN service, offers a unified SASE platform designed to protect customers’ applications, users and devices across all locations. It provides a single platform and mitigates the need for multiple point products, leading to lower cost of ownership with visibility through a single management plane and data lake to keep our customers secure and working effectively.” https://www.6dg.co.uk/ Vince DeLuca Alex Dacre
RESELLER NEWS technologyreseller.co.uk 13 across both cloud and on-premises tools; and support for multi-tenant configurations with granular access controls, empowering multiple departments or organisations to participate in collective defence while retaining appropriate boundaries. www.trustmarque.com … S-RM and RingStone formalise partnership After working side-by-side on several transactions this year, cybersecurity and corporate intelligence consultancy S-RM and technology due diligence provider RingStone are elevating their ad hoc collaborations into a formal partnership. This will provide customers with a single agreement and set of terms and one point of contact for accessing both technology and cybersecurity due diligence services, making it quicker and easier for investors to review technology risks and cybersecurity risks when buying or backing companies. The partnership’s co-ordinated approach is expected to make the due diligence process more efficient and less burdensome for investors and their targets by eliminating duplication and providing a holistic view of a company’s technology systems and security. Felicity Loudon, Private Equity Practice Lead, Cybersecurity at S-RM, said: “We’re very pleased to strengthen our ties with RingStone. Investors now understand that technology and cybersecurity can’t be looked at separately. By bringing our expertise together, we can give clients a full and joined-up view, helping them invest with greater confidence.” www.s-rminform.com … Integrity360 boosts proactive defence through HackerOne partnership Integrity360 is enhancing its cybersecurity testing portfolio of scheduled assessments and red teaming with continuous, real‑time vulnerability discovery through a partnership with HackerOne. Access to the global bug bounty leader’s trusted network of more than two million ethical hackers enables Integrity360 to add an ‘always-on’ layer of human-led testing, giving enterprises continuous visibility into emerging threats and an attacker’s eye view of their systems that no in-house team could deliver on its own. Seamless integration into clients’ security programmes enables security teams to prioritise and fix vulnerabilities faster, only paying for exposures that are discovered. Integrity360 CTO Richard Ford said: “Technology alone can’t match the creativity and persistence of a determined attacker. By partnering with HackerOne, we are enabling organisations to tap into a vast, global community of security researchers who continuously probe for weaknesses. This is proactive defence in action, which is designed to uncover and fix issues before they become security incidents.” www.integrity360.com … A flexible alternative to expensive CAD workstations Creative ITC, a cloud services provider for the Architecture, Engineering and Construction (AEC) industry, is helping clients tackle the most demanding workloads with the launch of a virtual desktop solution purpose-built for resource-intensive design and visualisation applications, simulations, 3D rendering and modelling. The Virtual Cloud Desktop Pod (VCDPod) is designed to overcome challenges architects face when working with CPU-intensive applications such as Enscape, Rhino, Lumion, TwinMotion, Maya, CREO and 3ds Max, which can put a heavy strain on IT infrastructure and continued... Makutu acquired by ANS Digital transformation leader ANS has announced the acquisition of Makutu, a Derby-based consultancy specialising in data engineering and advanced AI services and solutions. Founded in 2020, Makutu has expertise in Microsoft Fabric readiness, OneLake migration, predictive analytics and real-time IoT platforms and a Microsoft-first mindset that aligns with ANS’s longstanding strategic partnership with Microsoft. The acquisition, supported financially by Inflexion and Barings, brings Makutu’s 25-strong team of data architects, engineers and AI specialists into ANS, expanding the Manchester-headquartered company’s ability to design and deliver enterprisegrade data platforms underpinning secure, responsible AI adoption. ANS CEO Richard Thompson said: “Customers increasingly recognise that AI success depends on strong data foundations. With Makutu joining our team, we are in an even stronger position to help organisations across the UK prepare for that future.” He added: “This acquisition builds on the success of previous deals, including our acquisition of Dynamics 365 specialist Preact, and reflects our strategy of combining strong organic growth with selective M&A activity to create one of the UK’s leading Microsoft-focused digital transformation partners.” ANS, the Microsoft Services Partner of the Year 2024, has four Microsoft Most Valuable Professionals and more than 100 certified Microsoft specialists in its 650-strong team of technology specialists and business experts. https://www.ans.co.uk/ Richard Thompson Redsquid swallows RedMosquito Redsquid is reinforcing its position as a growing IT solutions provider in Scotland with its fourth acquisition this year and its third north of the border since November 2024. The acquisition of RedMosquito, a Glasgowbased MSP with 20 team members, increases Redsquid’s team in Scotland to more than 40 and gives the B Corp-certified IT solutions provider an office in Glasgow to go with existing premises in Aberdeen and Fife. The acquisition of RedMosquito was facilitated with strategic advice from Altenburg Advisory and the support of alternative finance provider ThinCats. Redsquid co-founders Sohin Raithatha and Vince Mignacca
RESELLER NEWS 14 01732 759725 require frequent upgrades to expensive CAD workstations. Complementing Creative ITC’s existing fully managed VDI solution VDIPod, VCDPod enables architects in any location to use a dedicated laptop, thin client or iPad to log into a virtual cloud desktop giving single tenant access to high-end, dedicated computing resources, including higher clock speeds for even the most demanding workloads and multi-screen capabilities with no image degradation. Creative ITC Director John Dawson said: “With competition in RFPs fiercer than ever and client expectations continuing to rise, architecture firms are under pressure to deliver more innovative, immersive designs, faster and more efficiently. VCDPod is a direct response to that market demand, offering next-level performance for the most graphics-intensive workflows. To help architecture firms stay focused on higher value work, we’re removing the burden of managing complex IT environments. It’s about empowering architects to do what they do best: design and innovate.” VCDPod is a fully managed solution with transparent pricing, real-time usage tracking, full data control (including secure local storage to meet compliance, data sovereignty and protection requirements), access to 24/7/365 AEC expert tech support and the ability to scale resources as demands grow, with no workstation or VDI profile upgrades required. https://info.creative-itc.com/en-gb/ vcdpod-virtual-desktop … Sumillion extends green offering into data centre space Sustainable IT reseller Sumillion, winner of the Enterprise Reseller/MSP of the Year category at the Technology Reseller Awards 2025, is partnering with Asanti Data Centres to deliver greener IT infrastructure through the channel. The collaboration, which also involves IT distributor Northamber PLC, will enable Sumillion to expand its sustainabilityfirst IT offering with scalable, resilient colocation solutions hosted in UK datacentres powered by 100% certified green energy. John Rose, Director of Alliances at Sumillion, said: “Joining forces with Asanti and Northamber is an exciting step for Sumillion. Our mission has always been to help customers achieve their goals through sustainable and ethical IT solutions. Partnering with Asanti enables us to extend that mission into data centre infrastructure.” Asanti operates six regionaledge data centres across the UK, selecting locations for optimal network ...continued continued... Penntech poised for a Dynamic future Leeds-based Dynamic Networks Group, backed by Kingland Capital since October 2023, has extended its geographical reach by acquiring London-based IT managed services provider Penntech in a deal advised by KBS Corporate. Gareth Leece, Managing Director of Dynamic Networks, said: “Penntech is a strong strategic fit with Dynamic, strengthening our suite of marketleading software and hardware solutions. We are thrilled to have gained a London presence through this acquisition and look forward to growing alongside the very talented team at Penntech.” Penntech was founded in 2017 by Managing Director Lewis Pennell, who will remain with the business as it integrates with Dynamic Networks. He said: “After more than eight years of running a successful IT business, it was the right time for me and the company to benefit from being part of a larger group, able to service a wider customer base with an extended portfolio of IT business solutions. We deliberated hard over the best suitor for integrating our company, and Dynamic Networks were a logical fit for us with their focus on putting the customer first, their quality of service and similarly strong company values.” www.k3capitalgroup.com AI and cybersecurity services launched by Sharp Sharp UK is expanding its IT services offering with new Cyber Security Packages and a Microsoft Copilot Consulting Service. Built around the NIST framework, Sharp’s Cyber Security Packages provide organisations with the fundamental security tools needed to achieve Cyber Essentials and ISO 27001 accreditations, supported by an award‑winning SOC. Features include managed detection and response, remote monitoring and management, dark web monitoring, incident response services, email security, SaaS backup and, for Microsoft-centric customers, centralised M365 security and management. Sharp’s Microsoft Copilot Consulting Services offer customers expert guidance and support in implementing Microsoft Copilot in alignment with organisational objectives, governance and policies, including tailored training sessions for team members. Simon Jefferies, Director of Technology at Sharp UK, said: “When AI tools are deployed without proper oversight and organisations operate without the minimum levels of cyber security protection in place, sensitive company data, intellectual property theft and compliance violations are very real risks. The goal we have with our new Cyber Security Packages is to simplify the basics of cyber security, ensuring our clients are protected above and beyond just the minimum levels they need. We also want to help organisations adopt and onboard Microsoft Copilot in the most secure, efficient and holistic way for their specific needs.” Sharp has opened the doors to its new London workplace in Tower Hill. The working office serves as a living showroom where visitors can see and interact with Sharp’s latest displays, AV solutions, print products, document software and IT solutions. It also acts as hub for hands-on training and customer and partner engagement.
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