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Time to vote for your favourite distie The deadline for entries to the Technology Reseller Awards 2026 has now passed – but there are still many other ways to get involved, which I’ll come to shortly. First, though, sincere thanks to everyone who submitted an entry. It goes without saying that our awards live and die by the quality and quantity of the entries we receive, and I’m pleased to say that the numbers are looking good. As for their quality, that’s for the judges to decide. This year’s panel (see pages 25 and 26) will spend the next few weeks going through each entry with a fine‑tooth comb, before publishing a shortlist of the very best on April 9. Good luck! An important component of the Technology Reseller Awards are the Distributor of the Year Awards which, unlike other categories, are decided by vote. Your vote. This is your opportunity to reward those distributors that have made a difference to your business, to your customers or maybe even just to your working day. There are seven categories and you can vote in all, but please choose just one distributor per category. Voting closes on April 1. So, how else can you get involved? Sponsorship is the obvious answer. There are plenty of opportunities for businesses that want to associate their brand with excellence and success in our industry, from sponsoring an award to providing drinks, entertainment and other attractions on the awards evening itself – May 21 at the Hilton London Bankside, in case you were wondering. For more details, please call the office on 01932 759725 or visit https://technologyresellerawards. co.uk/sponsors. And, in the meantime, don’t forget to cast your vote at https://technologyresellerawards. co.uk/vote/2026. Every vote counts. 04 Distribution News Sales of refurbished PCs through distribution hit new heights 08 Partnerships Ben Taylor, UK Sales Director of Arrow ECS, on the distributor’s priorities for 2026 10 Reseller News Emerge Digital extends reach into South Wales with the help of British & Irish Lion Alex Cuthbert 16 View from the Channel With Daniel Murphy, New Business Partner Sales Director, Ricoh UK 20 UCaaS CMO Simon Blackwell and Head of Product James Lockhart explain why owning its own IP is such a differentiator for Nebula Cloud and its partners 22 ERP Itas Solutions continues winning streak at Sage UK Awards 24 60 seconds With Pete Hannah, Sales Chief of Object First, provider of on-premises backup storage for Veeam users 25 TRAs Meet the judges of the Technology Reseller Awards 2026 27 Events Giacom highlights £20 billion growth opportunity for MSPs and expert resellers at Comms Connect Live 28 AI The right technology at the right time. Why DevRev is like Michelin Tyres 32 Distribution How people powered TD SYNNEX’s successes in 2025 36 Tech Digest A round-up of the latest developments from established and emerging technology vendors 41 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. © 2026 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 NLINE SINCE 2016
01732 759725 Westcon-Comstor empowering partners with Tech Insights Westcon-Comstor has launched a freeto-use programme to help EMEA channel partners identify and address gaps in customers’ security postures and AI data readiness. Through expert-led assessments aligned to industry standards such as GDPR and NIS2, Tech Insights identifies gaps in customers’ cloud, identity, application and data security and provides practical guidance on what to fix first, including the ability to validate multivendor solutions without any disruption to live environments. Westcon-Comstor says the programme supports a more consultative, outcomefocused sales motion that can accelerate active deals, create upsell/cross-sell opportunities in services and other high-margin offerings and establish a framework for follow-on projects. Geert Busse, Solutions Architect Director EMEA, Go-To-Market at WestconComstor, said: “Tech Insights makes it easier than ever for partners to add value by having strategic, informed conversations with their customers. By unlocking deeper insight into customers’ IT landscapes across cybersecurity, AI and cloud, partners can open new doors, progress deals and position themselves as trusted advisors. We’re excited to bring Tech Insights to market and see the positive impact it will have for partners, elevating their strategic positioning with customers while unlocking new growth opportunities at pace.” www.westconcomstor.com Ingram Micro UK to distribute Philips Monitors MMD Monitors, brand licence partner for Philips Monitors, is expanding its reach across the UK channel through a distribution agreement with Ingram Micro UK. Covering the complete business monitor portfolio of Philips Monitors, from entry-level office monitors to high-end professional models and monitors for creative professionals, the partnership will provide resellers and system integrators with streamlined access to Philips displays through dedicated brand pages on Ingram Micro’s Xvantage platform and the company’s distribution infrastructure. The two companies are marking the partnership with a launch campaign, running throughout Q1 2026, to drive awareness and partner engagement. Paul Butler, UK & Ireland Regional Sales Director at MMD Monitors, said: “Partnering with Ingram Micro represents a significant step forward for Philips Monitors in the UK market. Their extensive reach and established relationships across the channel will enable us to bring our full portfolio to a much wider network of resellers. We’re committed to supporting our partners with competitive products and strong margins, and this partnership gives us the platform to do exactly that.” https://www.philips.co.uk/c-m-so/ monitors … Cisco and TD SYNNEX extend partnership to Ireland Cisco is building on its existing relationship with TD SYNNEX, named Global Distributor of the Year and EMEA Distributor of the Year at the Cisco Partner Summit 2025, by appointing the solutions aggregator as a distribution partner in Ireland as well. The agreement will give Cisco authorised partners in Ireland full access to the value-added services and support offered by TD SYNNEX, including its Cisco Momentum programme of events, tools and resources designed to help partners DISTRIBUTOR NEWS 04 MARKET UPDATE UK the fastest growing market for refurbished PCs, says Context Sales of refurbished PCs are surging across Europe with unit sales through distribution in the UK, Italy, Germany, Spain and France up 7% year-on-year in Q4 2025, according to analysis by Context. Jacky Chan, ESG specialist at the global market intelligence firm, said: “Our latest analysis shows second-life computing moving decisively into the mainstream, with the UK emerging as the fastestgrowing market in Europe.” In the UK, sales volumes doubled between Q4 2024 and Q4 2025, driven by the convergence of price pressure in the primary market, constrained supply and sustainability factors, helping the UK overtake Germany in terms of market share in the second half of the year. Affordability remains the primary driver of growth. According to Context, around 40% of refurbished notebook sales are in the €200-€300 price band; around one third of refurbished desktop sales are in the €100–€200 range; and a similar proportion of refurbished tablet sales are below the €100 mark. While value-led buying remains critical in the refurbished PC category, Context figures suggest consumers are prepared to spend slightly more for improved specifications, with the €300-€400 segment expanding from 15% of the market in 2024 to 23% in 2025. Chan said: “The direction of the trend is for higher-spec units with higher values. In a market with locked-in supply constraints, these can be an attractive solution for retailers and consumers looking for a solid workaround.” Context expects the EU’s Right to Repair directive, due to come fully into effect in July 2026, to increase the availability of repairable devices and spare parts across the bloc, further legitimising second-life technology and strengthening circular economy models within IT retail. www.contextworld.com Jacky Chan Enhanced support for Microsoft partners Arrow Electronics is enhancing the support it offers Microsoft partners through an exclusive agreement with Oaka Studio, a Microsoft-focused partner advisory and go-tomarket consultancy. Oaka Studio will provide targeted advisory, enablement and go-to-market support to help Arrow channel partners navigate Microsoft’s evolving partner landscape, improve alignment with Microsoft priorities and unlock stronger commercial outcomes through structured governance, clearer positioning and more effective engagement models. Oliver Harvey-Jones, Director of Cloud UK&I at Arrow’s Enterprise Computing Solutions Business, said: “Oaka Studio brings deep Microsoft partner expertise and a strong understanding of the challenges channel partners are facing today. This agreement strengthens the support we can offer resellers and MSPs as they look to mature their Microsoft practices and capitalise on new opportunities.” arrow.com Oliver Harvey-Jones Geert Busse Westcon-Comstor
DISTRIBUTOR NEWS technologyreseller.co.uk continued... grow and develop their Cisco business, as well as training, enablement and advice on the new Cisco 360 Partner Programme. Cisco authorised partners will be able to draw on the skills of TD SYNNEX’s UK&I‑based Cisco team as well as direct and personalised support from in-country business development and field sales heads. Peadar Kane, Country Manager, Advanced Solutions, Ireland at TD SYNNEX, said: “This is great news for Cisco partners in Ireland. It gives them access to the expertise of our specialist team and the full range of services and means they can take Cisco solutions to their customers with complete confidence. We look forward to working with our colleagues in the UK and with Cisco’s own team to support Cisco partners in maximising their potential.” https://uk.tdsynnex.com/ … Matrox Video and Vanco solutions now available from Solstice AV Solstice AV is continuing to strengthen its vendor portfolio with the additions of video and AV-over-IP systems leader Matrox Video and audio specialist Vanco, supported by a focus on solutions‑led sales. Matrox’s video processing, AV‑overIP, video wall and KVM solutions will give Solstice AV’s reseller and integrator partners access to a broad suite of technology for advanced video infrastructures and scalable multi-display systems in control rooms, corporate media, live events, collaboration and other advanced AV applications, backed by product training, demonstrations, technical enablement and marketing support provided by Solstice AV. Michael Tulip, Managing Director of Solstice AV, said: “We’re seeing customers ask bigger questions about how video, networks and IP interoperate in control rooms, collaboration spaces and live production environments. Partnering with Matrox gives resellers access to a set of solutions that are engineered for those demands. Their technology is known for performance, interoperability and real-world reliability, and our focus is on standing behind that with the support, training and confidence partners need to sell and install successfully.” In addition, Solstice AV is expanding its audio offering with Vanco products, including the Beale Street Audio range, which are designed to integrate seamlessly within wider AV systems in education, corporate, hospitality, retail and mixed-use environments, where audio is an essential part of the overall solution, not an afterthought. Paul Midwood, Chief Technical Officer at Solstice AV, said: “We’re very deliberate about the vendors we partner with. Vanco fits our approach perfectly: strong products, clear positioning and a portfolio that supports how resellers are selling AV today. This partnership strengthens our ability to support complete solutions and reflects our continued investment in helping resellers win more complex, higher-value projects.” Legrand | AV turns to TD SYNNEX Maverick Legrand | AV and TD SYNNEX have announced that TD SYNNEX Maverick, the distributor’s specialist AV, UC and digital signage division operating in 17 countries across EMEA, will now offer the full portfolio of Legrand | AV brands, including Chief, C2G, Da-Lite, Middle Atlantic, Luxul and Vaddio. The move will enable Legrand | AV to adopt a globally aligned distribution model and offer consistent access to its solutions, helping integrators 05‑ Synaxon adds Acer PCs to vendor portfolio Channel services company SYNAXON UK is giving resellers, MSPs, retailers, web stores and office products dealers an expanded range of PCs and laptops to choose from through a new partnership with Acer. Mike Barron, UK Managing Director at SYNAXON, said: “Acer is a significant addition to SYNAXON UK’s growing vendor portfolio. It means we can now offer even more options to our partners, backed by our renowned personal service. Acer’s solutions are exactly right for SYNAXON and its reseller partners – they meet all the needs of end-user customers and enable partners to compete effectively for new business. We will be doing everything we can to show them just how good an opportunity Acer presents, especially in the SMB and education markets, both of which are prime areas of focus and growth potential.” Partners will be able to access exclusive Acer offers and promotions through SYNAXON, including the Acer STEM Rewards Programme, which gives schools a £10 reward for every Acer Chromebook or Windowsbased device purchased. synaxon-services.com Mike Barron TD SYNNEX and SAS collaborate to fast-track AI innovation TD SYNNEX and technology leader SAS are enhancing their distribution partnership with the launch of a platform for demonstrating the business value of AI, advanced analytics and data lifecycle management through demos and proof of concept (PoC) and proof of value (PoV) workshops. Built on the SAS Viya cloud-native unified analytics platform and part of TD SYNNEX’s ongoing investment in partner enablement, the SAS Partner Solution Environment has been created in collaboration with hybrid infrastructure, highperformance hardware and scalable cloud solutions experts Lenovo, Intel and Red Hat. The platform is designed to help partners bring AI-driven solutions to market faster by showcasing AI and analytics use cases and SAS Viya-powered solutions for verticals such as manufacturing, retail, healthcare, clinical research, finance and insurance. Craig Smith, Vice President, Data, AI & Applications, Europe at TD SYNNEX, said: “Partners can now demonstrate business value faster and strengthen their role as trusted analytics advisors. This initiative accelerates customer conversations, reinforcing TD SYNNEX’s strategy to simplify innovation and enable growth across our ecosystem.” John Carey, Senior Vice President, Global Channels at SAS, added: “The fact that it’s built on SAS Viya means it’s well placed to enable organisations to design and test prototypes with lower cost barriers, reducing time to value.” www.TDSYNNEX.com Craig Smith
DISTRIBUTOR NEWS 01732 759725 06 deliver a high quality experience across global projects. Joan Aixa, Senior Director, TD SYNNEX Maverick, said: “Bringing the Legrand | AV range to our partners in Europe gives them access to a deeper selection of accessories, connectivity and display solutions alongside our established AV and UC portfolio. By combining Legrand | AV’s product ecosystem with our global reach, we enable integrators to simplify complex, multi-brand projects while ensuring consistent support worldwide and introducing new product opportunities into the portfolio.” www.tdsynnex.com … Kyocera rekindles earlier partnership with UFP Building on a previous supplies distribution partnership between the two companies, Kyocera Document Solutions UK has appointed UFP (UK) Ltd a Tier 1 distributor for the company’s ECOSYS print devices and genuine supplies, including wholesale toner for all channel customers and ECOSYS and TASKalfa fulfilment toner for authorised Servicing Dealers. Pete Lunn, Head Sales Lead at Kyocera, said: “It’s great to be working with UFP once again. We’re always looking to expand our distribution network and connect with companies that offer longstanding expertise and experience in the reseller market. UFP ticks all the boxes in this respect, so we’re looking forward to seeing the partnership develop and bringing the benefits of ECOSYS hardware and toner to more customers.” https://kyocerads-group.co.uk/ … Double-win for Infinigate Infinigate was the big winner at SonicWall’s 2026 Partner Awards, with its UK arm being named UK Distributor of the Year and parent company Infinigate Group picking up the award for EMEA Distributor of the Year. … Midwich Group launches global consultant portal Midwich Group is boosting collaboration across the AV ecosystem with the launch of Consultant Connect, a global portal giving consultants access to product news, technical documentation, schematics, training opportunities and events. Although the AV distributor does not sell directly to consultants, Midwich Group CEO Stephen Fenby argues that empowering consultants benefits the whole industry. He said: “Consultants play a pivotal role in shaping successful AV projects, yet historically they have needed to navigate fragmented sources of information and disconnected networks. Consultant Connect is our response to that challenge – a single, trusted space that supports consultants with the insights, resources and connections they need to deliver impactful outcomes across the AV ecosystem.” www.midwich.com ...continued Westcon-Comstor adds Weblib to AWS Marketplace programme and inks deal with Meter Weblib, a provider of intelligent Wifi solutions, has become the latest vendor to join Westcon-Comstor’s AWS Marketplace programme, launched in 2024 to provide channel partners with a streamlined and simplified route to AWS Marketplace success. The agreement allows Westcon-Comstor’s UK and EMEA partners to purchase Weblib’s cloudbased, retail-oriented Smart Wifi solution from the distributor’s private listings and sell them straight on to customers in a seamless, end-to-end process, backed by specialised support and advisory and consulting services from a dedicated in-house team. Other vendors in the programme, which was recently enhanced with multi-currency and multi-product capabilities, include Weblib technology partners Cisco and Juniper Networks. Daniel Hurel, Senior Vice President, Westcon EMEA Go-To-Market at Westcon-Comstor, said: “This agreement deepens our partnership with Weblib and enhances our AWS Marketplace programme. By enabling our partners to leverage innovative solutions like Weblib’s, we’re helping them capitalise on AWS Marketplace growth and succeed in today’s cloud-driven economy.” In a separate development, Westcon-Comstor has become Networking-as-a-Service (NaaS) pioneer Meter’s first distributor in EMEA, giving partners in the region the opportunity to capture margin-rich recurring revenue in the growing NaaS market without having to invest in additional skills and go-to-market resource. Founded in California in 2015, Meter is redefining networking with a fully unified offering that bundles hardware, software and managed services in a single subscription, with pricing based on customer-site size rather than the number of individual devices. Other benefits of the full-stack networking solution include rapid onboarding, simple deployment and a fast route to profitability, supported by Westcon’s value-added services, from training and education to data-led insights and solution lifecycle management. Daniel Hurel said: “Meter offers a fresh, simple and profitable approach to networking that directly addresses the needs of partners, while adding a new dimension to our networking vendor portfolio. This is a true utility network model, perfect for the channel.” Daniel Hurel Renaissance to distribute TP-Link Omada in Ireland TP-Link is building on continued momentum in the Irish market by partnering with Irish distributor Renaissance. The addition of TP-Link’s Omada cloud-managed Software-Defined Networking (SDN) solution to its portfolio will give Renaissance’s VAR and MSP customers access to a secure, cloud-based platform offering simplified network deployment and management. With zero-touch provisioning and remote configuration, the platform ensures faster rollouts, lower operational costs and consistent performance across multiple locations. Ben Allcock, Vice President – B2B, UK&I at TP-Link, said: “Working with Renaissance enables us to bring Omada’s cloud-managed platform to more businesses across the Irish market, continuing our growth in the region, Together, we are helping organisations simplify network management while delivering highperformance, secure connectivity.” https://www.omadanetworks.com/uk/ https://www.renaissance.ie
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01732 759725 without compromising its traditional function of providing the support partners need at each stage of the sales cycle. “Today, partners don’t just buy tech; they’re delivering outcomes to their customers, so they need more support. A big focus of ours is to look at that broad channel enablement. How can we reach the greatest number of partners possible, while still delivering significant value into that base? We do that by having a cloud platform for efficiencies and cost optimisation and sales tools etc.. But equally, alongside those platforms, it’s the people. Products change, but what doesn’t change is channel being a people-centric business; it’s about those connections and networks,” he said. “We have a broad range of partners and they all require assistance at some point. We step in to fill whatever gaps they think they may have. Whether it’s cloud, whether it’s on-prem, whether it’s hardware, whether it’s software, it’s about how do we add value to that partner base. How do we stay relevant. In all my time in distribution, the one constant is the need for us to be visible to our partners. We have to engage, we have to be active, we have to drive value and we have to bring ideas to them. The more we can help them and remove barriers to sale, because they’re trying to sell outcomes rather than just point products, the more sticky we become as a supplier partner and the more they come back to us.” For Taylor, the key to partner enablement is what he calls the circle of value, which is about people, products, platforms, services. “Arrowsphere is one element of how we help them. Pre-sales is a big focus for us. Services enablement is another big element – we have a huge field of customer-facing, vendor-focused sales teams that go out and help enable, certify and train different teams within our partner base. Demand generation is something we’re always trying to deliver, and that’s something we do really well in certain pockets of the business. The channel, in all the time I’ve been doing it, is about looking where we can either plug a gap, find an opportunity or deliver something that offers value to our partners, that allows them to recognise an opportunity with their customers, deliver an enhanced solution to their end user or solve a problem.” Arrowsphere is a complete sales cycle in itself; it’s not just for the end of that cycle, for procurement.” One of Arrowsphere’s tools, which was also highlighted by Microsoft, is the Arrowsphere AI Assistant. “It’s something we invested in probably over a year ago, maybe two years ago. It’s all about providing insight. It allows our partners to query, question and challenge their install base, to optimise and look for migration opportunities and upsell opportunities. You can say ‘Hey, I’m selling to X, tell me about their install base’ and it will come back immediately with a view of the licences, where there’s opportunity for upsell or where you could optimise the estate and make cost savings. AI Assistant is of huge value to partners.” In that respect, platforms like Arrowsphere are a continuation, or maybe an evolution, of what distributors have always sought to do, albeit with more relevance to today’s more consultative customer relationships. “Technology will continue to evolve and improve and the question for Arrow is how do we adapt and be relevant whilst the technology landscape is changing and accelerating at pace? How do we continue to be relevant when there are marketplaces and other routes to market? Arrowsphere is our option there. I’d say it’s more complete, but equally it’s about being relevant.” People power Importantly, Taylor says that Arrow is developing these new tools and capabilities At the end of November, Technology Reseller joined Arrow ECS at its Agents of Change partner event in London. There, we caught up with Ben Taylor, UK Sales Director of Arrow ECS, who was still buzzing from the previous night’s announcement that Arrow had been named the 2025 Microsoft Distributor Partner of the Year. Arrow won particular praise for its ArrowSphere cloud delivery and management platform, which Taylor describes as a ‘a big part of our business’, and especially its AI features like ArrowSphere Assistant. “Arrowsphere continues to bring us a lot of opportunity in that public cloud space and monthly recurring revenue (MMR) model, where once you land, you can expand quite easily,” he said. “It’s growing really well; it’s winning hearts and minds in the market and in the customer base; and we have more vendors being launched on it on a monthly basis. At the moment, there are 50 vendors and that will just continue to go up,” he said. The entire cycle What Arrowsphere is not, Taylor adds, is just another cloud marketplace like those offered by the hyperscalers. “Arrowsphere is different because it’s more about the whole sales cycle – ideation, through to creation through to completion. It’s not just a procurement function. The various tools and dashboards it has allow you to query the data, gain insights and prompt opportunity. How Arrow is evolving to meet changing customer requirements True to its aim Platforms 08
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10 01732 759725 RESELLER NEWS Serbus to target CNI sector following consolidation with Bates IT and ITM Communications Private equity firm Aliter Capital has consolidated three of its tech businesses in a single group dedicated to protecting UK Critical National Infrastructure by moving beyond standard connectivity to resilient, secure-by-design infrastructure as recommended by the National Cyber Security Centre (NCSC). Operating across three UK offices and on-site at multiple customer locations, the new Serbus group merges the infrastructure and communications capabilities of ITM Communications, the healthcare expertise of Bates IT and the Special Forces heritage and operational security capabilities of Serbus. Aliter Capital has great plans for the new entity, including a doubling of turnover to £75 million by 2027 through a combination of strategic acquisitions and organic growth. Serbus Group CEO Simon Fieldhouse said: “The UK is facing an evolving and escalating threat landscape. To ensure resilience across UK critical services, organisations must protect multiple layers of operational and communications infrastructure throughout their design, installation, management and maintenance of critical services. Serbus services are embedded across sovereign data, secure facilities, ICT infrastructure and mobile communications to provide resilient, efficient and secure operations.” He added: “By bringing our three companies together as Serbus, we are well positioned to deliver ‘best-in-class’ services, enabling our customers and partners to attain an enhanced level of protection and sovereignty. We are trusted to connect and protect the UK’s critical infrastructure.” serbussecure.com … AND Digital and conemis form strategic partnership AND Digital, a specialist in agile transformation, product development, AI adoption and data-driven innovation, has announced a strategic partnership with conemis, a provider of enterprisegrade platforms for managing complex system consolidation and high-volume data migration involving applications such as Salesforce and Dynamics. By combining their strengths, the two companies aim to help customers in the UK, Europe and North America address the strategic and technical dimensions of transformation, from architecture and product design to scalable, secure data transition and consolidation. The partners will initially focus on complex enterprise application modernisation initiatives, with an emphasis on industry-specific cloud solutions, before expanding into broader data and platform transformation programs. AND Digital’s Chief AI Officer Kenn van Huen said: “Getting enterprise data truly AI-ready remains the hardest part of AI adoption. Partnering with conemis strengthens our ability to deliver secure, scalable and future-proof AI transformations for our clients.” Omid Afaghi, co-founder and Managing Director of conemis, added: “This partnership allows us to combine deep digital delivery expertise with our proven migration platform, helping enterprises move faster, reduce complexity and prepare their data foundations for the next generation of cloud and AI solutions.” … Advania retains VMware Cloud Service Provider status Advania says retention of its VMware Cloud Service Provider (VCSP) status in Emerge Digital expands into South Wales Cheltenham-based MSP Emerge Digital is expanding from its heartland in the South-West of England into South Wales, through a partnership with Cardiff-based cyber security specialist PureCyber and the appointment of former Wales and British & Irish Lions wing Alex Cuthbert as Regional Business Development Director. The partnership between Emerge Digital and PureCyber is expected to create a comprehensive offering for customers that brings together Emerge Digital’s managed service capabilities and PureCyber’s expertise in round-the-clock monitoring, incident response, penetration testing and wider security resilience programmes. The recruitment of Alex Cuthbert, who retired from professional rugby last September, will give added impetus to Emerge Digital’s move into Cardiff and South Wales as it looks to capitalise on rising demand for IT support, cyber protection, cloud solutions and digital transformation services in the area. Cuthbert said: “South Wales has always been home for me, and it’s full of ambitious companies doing incredible things. I’m looking forward to getting out into the region, meeting those businesses, understanding their challenges and helping them use technology in ways that genuinely move them forward.” Nigel Church, CEO of Emerge Digital, added: “As a lifelong rugby fan, to have an individual who performed at the highest level in his chosen sport, be that for Wales or the British & Irish Lions, is a privilege. International rugby demands teamwork, dedication and a constant willingness to improve. Alex brings these qualities and enhances the collective strengths of the team.” Supporting Gloucester Rugby Emerge Digital is extending its six-year relationship with Gloucester Rugby with the signing of a new three-year deal to redefine matchday experiences and strengthen the club’s community engagement. Over the last six years, the MSP has transformed the club’s digital infrastructure with upgraded team technology, a wired network, integrated large format screens, cybersecurity solutions and managed IT support. As part of the new agreement, Emerge Digital is sponsoring Gloucester Rugby’s main conferencing and hospitality space at Kingsholm Stadium. Formerly the Captain’s Lounge, the space is now known as the Emerge Digital Captain’s Lounge. In an attempt to boost attendance by 20% this season, Emerge Digital is introducing AI-powered features that elevate the fan experience, like an AI Fan Photo Stand that enables supporters to generate images of themselves with the Gloucester Rugby Team. Emerge Digital CEO Nigel Church with new recruit Alex Cuthbert
RESELLER NEWS technologyreseller.co.uk 11 Broadcom’s Advantage Partner Programme brings stability and choice to customers across Northern Europe at a time when many are reassessing their options following Broadcom’s programme changes. Group CEO Hege Støre said: “Retaining partner status reflects the long-term investment we have made in VMware expertise across Northern Europe. More importantly, it reassures our customers that we are here for the long run, with the scale, capability and commitment needed to support their private cloud environments today and help them evolve at their own pace.” The company remains one of the region’s largest providers of private cloud services, including sovereign cloud and Private AI, based on VMware Cloud Foundation, which combines compute, storage, networking and automation into a single integrated stack. As a certified Cloud Service Provider, Advania supports customers wherever they are on their journey. This includes operating VMware environments in customer datacentres, delivering fully managed private cloud services or enabling licence portability for customers that want to retain control over their existing investments. … Wavenet partnering with Smarsh Managed services and security provider Wavenet is expanding its unified communications and contact centre portfolio through a strategic partnership with Smarsh, a provider of call recording and conversation analytics solutions. Barry Ward, Director of Contact Centre, Mobile and UC solutions at Wavenet, said: “Smarsh’s suite of AI-driven tools and features will give our customers access to more than just basic call recording. This collaboration allows us to offer our customers a truly modern, scalable and compliant AI-enhanced solution that meets the growing needs of our customers.” www.wavenet.co.uk … NiCE one Cirrus AI-powered contact centre platform provider Cirrus has been awarded Platinum Partner status by NiCE, following a strong performance in the 2025 NiCE 360 SUCCEED Program. The Platinum tier is the highest level of partnership within the NiCE ecosystem and is awarded to organisations that demonstrate sustained delivery quality, customer success and commitment to longterm value. Becoming a Platinum Partner is the latest milestone in Cirrus’ longstanding partnership with the customer engagement specialist and builds on its designation as NiCE Game Changer Partner of the Year in 2024. … Principle Networks joins Wiz Partner Alliance Cybersecurity and network services provider Principle Networks has joined the Wiz Partner Service Alliance, a global ecosystem of MSPs authorised to deliver Wiz-related services to customers. As a Wiz-authorised UK delivery partner, Principle Networks will be able to implement and configure the Wiz cloud security platform; deliver onboarding, optimisation and remediation services; provide security operations and advisory support; and help customers operationalise Wiz findings across their cloud environments. Mike Beevor, CTO at Principle Networks, said: “Achieving Wiz delivery authorisation status represents a significant milestone for Principle Networks and our customers who demand the highest standards of cloud security implementation. As organisations accelerate their cloud adoption, the complexity of securing these environments grows exponentially. This authorisation demonstrates our commitment to delivering solutions with precision and minimal disruption.” Through its Wiz services, Principle Networks provides cloud security assessments to identify risk and optimise posture and ongoing managed services to help organisations maintain a resilient cloud security stance. www.principle-networks.com continued... Phoenix now a VMware Pinnacle Partner Phoenix Software, a provider of software licensing, hardware, Software Asset Management and managed IT services, has passed a major milestone in its longstanding partnership with VMware and Broadcom by becoming a VMware Pinnacle Partner and a Broadcom Expert Advantage Partner for consulting services. Achieving VMware Pinnacle Partner status, the highest level of the Broadcom Advantage Partner Programme, is testament to Phoenix’s technical expertise and ability to design, deliver and support enterprise-grade VMware solutions at scale, across private cloud, hybrid cloud and modern data centre environments. Vicki Sammons, Solutions Manager at Phoenix Software, said: “Achieving VMware by Broadcom Pinnacle Partner status is a proud moment for us. It reflects the depth of expertise within our teams and our ongoing commitment to helping customers get real value from their VMware environments.” Meanwhile, accreditation as a Broadcom Expert Advantage Partner (EAP) for consulting services puts Phoenix in an elite group of consulting organisations with proven technical depth, delivery capability and experience of Broadcom solutions that act as an extension of Broadcom’s own professional services. www.phoenixs.co.uk Digital Space achieves Fortinet Engage Tech Support Partner Status Secure connectivity, cloud and managed services provider Digital Space has been named a Fortinet Engage Tech Support Partner (ETSP) in recognition of its ability to address the security challenges of hybrid IT environments, cloud adoption and distributed workforces with Fortinet solutions. Richard Haslam, Operations Director at Digital Space, said: “Achieving ETSP status is a strong endorsement of the work our teams have put into building robust, high-quality security operations. It reflects our focus on service excellence, technical capability and continuous improvement. This partnership strengthens our ability to support customers with faster response times, deeper technical expertise and more resilient security services.” Richard Beeston, Chief Technology and Operating Officer at Digital Space, added: “Closer integration with Fortinet’s engineering and support ecosystem enables us to enhance service performance, improve operational resilience and deliver secure, scalable infrastructure platforms that meet the evolving needs of our customers.” Richard Beeston
RESELLER NEWS 12 01732 759725 Parseq acquired by Paragon Paragon Group is strengthening its position as a leader in business process services (BPS) with the acquisition of South Yorkshire-headquartered Parseq, a specialist provider of document, financial and payment processing services for organisations with strict data and privacy standards, including banks, utility providers, local authorities and telecoms operators. The acquisition will enable Paragon Group to extend its current offerings to new BPS clients; to incorporate Parseq’s Robotic Process Automation and Machine Learning capabilities into its programme of tech-led innovation; and to reap the benefits of Parseq’s Secure Cheque Encoding patent for financial services clients. Clem Garvey, CEO of Paragon’s Outsourced Services division, said: “Parseq’s capabilities, talented teams and exciting plans are significantly complementary to Paragon’s strategy. Through this acquisition, we are welcoming a team of committed and talented people into our high-performing culture and we look forward to the promising conversations we can have with our new and existing clients about the value we can deliver as a result.” www.paragon.world … Netskope-powered Telefónica Tech Security Edge service launched in UK&I Telefónica Tech UK&I is bringing its Telefónica Tech Security Edge service powered by Netskope to customers in the UK and Ireland, building on its successful delivery in other markets. The managed service brings together Netskope One security technologies, provided from Telefónica Tech’s own SOCs, with Telefónica Tech’s professional and managed services, enabling enterprise employees to securely access applications and data from anywhere. The Netskope One platform converges security, network and analytics services to deliver advanced security with reliable network performance and a superior user experience. It applies Zero Trust principles and AI innovations to optimise access, protect data wherever it moves, prevent threats and enable secure, work-fromanywhere connectivity. Ed Tucker, Cyber Security Practice Director at Telefónica Tech UK&I, said: “The Security Edge services enables us to assist customers by optimising their IT performance through frictionless collaboration; unlock the power of data; and ensure they put in place world-class cyber security solutions. By offering Netskope One as a managed service we are even better placed to help in all these goals.” https://telefonicatech.uk … NG Bailey recruiting 70+ apprenticeships Independent engineering and services business NG Bailey is aiming to create more than 70 jobs in 22 UK locations through its 2026 apprenticeship programme and is inviting people of all ages and backgrounds to apply. Rob Smith, Group HR Director at NG Bailey, said: “With more than 70 fantastic apprenticeship roles available, from as far north as Inverness to as far south as Portsmouth, we are offering industry leading opportunities to work alongside our experienced Engineering, Facilities Services, Freedom and IT Services teams. Our apprenticeships enable people to achieve an industry-recognised qualification, gain valuable experience, learn key skills and expand their knowledge, all while working together with some great people and earning a salary. Our apprenticeships are open to all, no matter what your age or background.” www.ngbailey.com/apprenticeships … Security Software Solutions acquired by Redsquid Redsquid, the fast-growing managed technology and cybersecurity provider, has announced yet another acquisition in its bid to become a £50m+ UK technology group. The addition of Security Software Solutions Ltd (S3), a provider of high-touch security services, strengthens Redsquid’s recurring revenue base and ability to support customers as their technology and security needs evolve. S3 Founder Tony Mason said: “This partnership allows us to give our customers access to broader capabilities and greater scale, while keeping the team, culture and service ethos they trust firmly in place. I’m incredibly proud of what we’ve built at S3, and excited about what we’ll achieve together as part of the Redsquid group.” ...continued Exponential-e to deliver new UC platform for Birmingham City University Exponential-e has secured a three-year contract (with a two-year extension option) to provide Birmingham City University with a new telephony and contact centre platform in support of its strategy to create inclusive, socially mobile and community-focused outcomes. Procured through the Crown Commercial Services (CCS) framework, the project will see Exponential-e transition the University to a cloud-based managed service and replace siloed, legacy, on-premises systems with a single omni-channel communications ecosystem that gives staff, students and applicants flexibility in how they engage with the University, including via WhatsApp. The new platform will include four core components: an Azure cloud environment; Microsoft Teamsbased telephony; Five9’s cloud Contact Centre as a Service (CCaaS) solution; and a new Universitywide switchboard. Matt Peers, Senior Project Manager at Birmingham City University, said: “As an institution committed to inclusion, opportunity and prosperity, it’s essential that every interaction is accessible, responsive and positive. This project allows us to bring multiple communication environments together into a single, modern ecosystem.Not only will it streamline workflows and improve visibility across teams, it will also enhance the experience for students, whether they’re contacting us during Clearing for the first time, accessing welfare support or seeking help from our IT teams. Exponential-e has been knowledgeable, professional and flexible throughout the process, and we look forward to a long-term partnership.” www.exponential-e.com CCS success for ADM ADM has been named as a supplier on two lots of Crown Commercial Service’s (CCS) RM6190 Technology Services 4 framework for public sector procurement – Lot 3a: End User Services and Lot 4a: Infrastructure Management. Laura Thursby, Managing Director of ADM, said: “We’re incredibly proud to have been named as a Technology Services 4 supplier on two key Lots. Being appointed to the new technology services framework reflects the dedication, expertise and care our team brings to our incredible private sector clients and means we can now extend that same approach to public sector organisations, helping them deliver reliable services and resilient infrastructure with confidence.” www.crowncommercial.gov.uk Laura Thursby
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35 Years +
16 01732 759725 Q&A In print, we’re outgrowing the market, and we’re also going from strength to strength with some of our emerging technologies. We acquired DocuWare a number of years ago and its workflow automation capability has really resonated with partners that already have the end product, the printed page, and want to capture their customers’ workflows as well. That’s generated phenomenal growth for us and for our partner channel. TR: In what areas are you experiencing strongest demand? DM: Number one, I’d say, is sustainability. Ricoh has been championing responsible business since its foundation 90 years ago and today ESG is a board-level priority. All organisations need to be accountable. We’ve really doubled down on our sustainability messaging this year. We’ve just launched the CE range, the circular economy range of A3 devices. These are remanufactured back to a high standard using 86% recycled components to the extent that they can be sold and financed as brand-new pieces of kit. On top of that, we’ve got an optional carbon balancing programme for any partner or customer that wants to write off the carbon associated with the devices. Our devices already have the lowest TEC (typical energy consumption) values in the market, and we’re doing some side-by-side comparisons against the competition to show how much money and how much carbon customers can save by using Ricoh products. The other massive push right now is cloud-based print. Long gone are the days of on-site print servers. Today, people want true cloud printing and the ability to print and retrieve jobs anywhere, with Zero Trust authentication of users from start to finish. Our own CloudStream product which we launched in 2024 adds in device management as well. The other big growth area is around Process Automation. We’re all under pressure to streamline operations and eliminate manual processes, which is where DocuWare’s strengths lie. Last year we acquired an AI business, Natif AI, that takes DocuWare to the next level by recognising the type of document scanned and automatically routing it to the right “Smart lockers play well in that IT asset management space,” explains Murphy. “Big IT VARs are rolling out laptops and expensive IT assets all day long. How are they getting them out to their managed IT customers’ sites? Ricoh Smart Locker Solutions are in their wheelhouse. I know, because we use them ourselves.” One of the strengths of Ricoh’s offering, Murphy suggests, is the support provided by the company’s 400-plus engineers, who also install, manage, service and maintain third party lockers provided by Amazon, InPost and Royal Mail. He adds that in this respect, Ricoh lockers will be a familiar proposition to partners. “You’ve got a nice bit of hardware, a cloud asset management solution that goes with that and the service wrap. It’s quite like print actually – a bit of hardware, a bit of software and a bit of service around that – so that’s resonating with existing partners.” In support of its channel expansion strategy, Ricoh has just launched a new partner programme. The Ricoh Unity Partner Programme has four tiers (bronze, silver, gold, platinum), with additional benefits, incentives and support at each level and, for the first time, three specialisms (specialist, expert and elite) reflecting each partner’s technical proficiency, certifications and brand loyalty. To help new partners get maximum benefit from their relationship with Ricoh, the programme includes a Partner Capability Assessment that will determine the best entry point and future development pathway. Here, Daniel Murphy gives his view from the channel. Technology Reseller (TR): How’s business? Better or worse than 12 months ago? And how confident are you about the future? Daniel Murphy (DM): Business is good. Our financial year runs until the end of March, but the first half was really, really strong. I’ve just seen some data from IDC, which shows Ricoh still holding that number one spot in the A3 colour space, with a market share just north of 22%, touching 23%. That’s just our office print portfolio. Our graphics and professional print portfolio is also in the number one spot, with a market share in the high 30s. Over the last two decades Ricoh has been transforming itself from a provider of print and imaging solutions into a digital transformation specialist with the addition of new technologies and a growing portfolio of integrated digital services including IT management and support. Alongside its direct sales organisation, Ricoh has a smaller partner channel business. This has traditionally been very focused on print and is still responsible for 50% of Ricoh’s unit sales across Europe. As Ricoh UK’s New Business Partner Sales Director, Daniel Murphy has two main aims: to recruit more print partners and grow Ricoh print sales through the channel; and to expand the breadth of Ricoh technologies and services offered by channel partners, which might involve onboarding more partners with an IT background. Two technologies that he believes will be of great interest to IT resellers and MSPs are the company’s DocuWare document management software, which facilitates business transformation through the automation of processes and workflows, and Ricoh Smart Locker Solutions that function as secure return, collection and distribution points in offices, retail outlets, the education sector, warehouses and logistics centres. With Daniel Murphy, New Business Partner Sales Director, Ricoh UK View from the channel Daniel Murphy
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