www.technologyreseller.uk THE MAGAZINE & ONLINE CHANNEL NEWS & RESOURCE FOR MSPS, IT RESELLERS & SUPPORT PROVIDERS COMPLIANCE PAGE 32 Are you taking too big a risk with your green technology claims? PAGE 14 With Ben Smoker, CEO of Sota VIEW FROM THE CHANNEL PCs PAGE 25 Acer turns 50 with stronger focus on B2B commercial sales IN PRINT & ONLINE SINCE 2016 IN PRINT & ONLINE SINCE 2016
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Last month I spent an enjoyable couple of days in Belfast where unified communications provider Access4 was introducing its vendor-agnostic platform SASBOSS to MSPs and resellers based in the region (see report in next issue). As always, when two or more UCaaS providers are present, the conversation turned to shrinking margins. This was something of a surprise to Access4’s senior management who had come over from Australia where, apparently, margins are still very healthy and prices set in stone. The UK UCaaS sector is clearly very competitive, with no shortage of vendors and resellers, and this is usually given as the reason why pricing is under such pressure, as it is throughout the ICT sector – in this month’s View from the Channel on pages 14 and 15, Ben Smoker, CEO of Sota, cites margin pressure as one of the biggest challenges facing channel businesses today. This is not just a problem in our industry. It is rife in all sectors, including in retail where it has become commonplace to hear shoppers asking if there can be any movement on the price of an item. This strikes me as a major cultural change brought on by the lack of growth in the economy as much as over-supply. In such a climate, it is easy for MSPs to lower prices and undervalue the services they provide to clients. Raising prices, even just to keep pace with inflation, can be difficult, especially for MSPs that don’t have a clear understanding of their P&L or how their metrics compare to industry benchmarks. In our interview on pages 18 and 19, Daniel Welling, co-founder of MSP Finance Team, argues that the poor financial management of MSPs is not just bad for their own businesses but for the whole industry as it reduces the amount of money circulating within it. Maybe it’s time to be braver about pricing and business accounts. James Goulding Editor Technology Reseller 04 Distribution News Westcon-Comstor extends services model to more partners 08 Reseller News Emerge Digital now a B Corp certified business 14 View from the Channel With Ben Smoker, CEO of Sota 18 Management Why MSPs should learn to love bookkeeping and business accounts 20 Cover Story How FUTERA is helping IT MSPs grow faster and provide a better customer experience 22 Unified Communications Gamma launches International Operator Connect 24 60 seconds With Ross Jack, Head of Channel, EMEA at Dialpad 25 PCs Acer turns 50 with stronger focus on B2B commercial sales 29 AI Microsoft E7 won’t be right for everyone warns Intercity 30 Technology Reseller Awards The countdown begins to our May 21 awards evening 32 Compliance Why greenwashing has become more risky for technology companies 33 Q&A With Thea Sztejka, Managing Director of BT Wholesale 36 Tech Digest A round-up of new products from and for technology resellers and MSPs 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 IN PRINT & ONLINE SINCE 2016 IN PRINT & ONLINE SINCE 2016 Comment
01732 759725 DISTRIBUTOR NEWS Climb Delinea partnership extended to Europe Climb Channel Solutions UK, a wholly owned subsidiary of Climb Global Solutions, has announced the European extension of a longstanding distribution agreement between Climb and Privileged Access Management innovator Delinea in the US. The agreement will initially cover the UK&I and DACH before being extended to other parts of Europe. Delinea’s identity security platform enables enterprises to control, monitor and protect privileged access for human, machine and agentic AI identities across complex hybrid and multicloud environments. Extending beyond traditional privileged access management, it provides total visibility and intelligent authorisation, using AI to anticipate identity risks and automate access decisions. Climb CRO Gerard Brophy said: “After years of proven success with Delinea in North America, expanding our partnership into Europe is the natural next step, and a strategically important one. Identity-driven threats are accelerating as organisations embrace AI. Our partners need modern, AI-augmented security technologies that give their customers confidence and resilience. Delinea’s platform does exactly that. We are committed to expanding our cybersecurity portfolio in Europe, and Delinea is a cornerstone of that investment.” www.climbcs.com n Meanwhile, parent company Climb Global Solutions has expanded its footprint in Europe and enhanced its pan-European Microsoft distribution strategy with the acquisition of interworks.cloud, a value-added cloud distributor with an established Microsoft CSP business, serving more than 600 cloud resellers and MSPs in Greece, Malta, Cyprus and Bulgaria. The €8.0 million deal will give Climb channel partners in EMEA access to a broader portfolio of vendors, including Acronis, NinjaOne, Nord Security, ThreatDown by Malwarebytes, Google, AnyDesk and Blackwall, while enabling Interworks partners to tap into Climb’s full EMEA vendor portfolio. www.climbglobalsolutions.com QBS Software partners with modernisation expert Rocket Software QBS Software UK has entered a strategic partnership with modernisation expert Rocket Software to help businesses maximise their data, applications and infrastructure with solutions spanning hybrid cloud, cyber security & compliance, automation & innovation and data & insights. The two companies aim to support organisations at every stage of their digital transformation journey, helping them advance from current legacy landscapes to future-ready solutions without business disruption. Ben Vadgama, Business Development Manager at QBS Software, said: “Partnering with Rocket Software creates a powerful new revenue stream for our UK and Ireland channel. By bringing their ‘modernisation without disruption’ approach to our platform, we’re enabling partners to secure high‑value contracts in hybrid cloud and data intelligence.” He added: “Rocket’s ability to turn legacy systems into future-ready assets is exactly what the market demands. This partnership isn’t just about adding tech; it’s about giving our partners the competitive edge to solve complex challenges and scale their businesses faster through mission-critical digital transformation.” Alison Mason, Head of Partners, EMEA at Rocket Software, said: “Working with QBS is a natural fit for us, as their deep expertise in the EMEA channel, strong reseller ecosystem and commitment to delivering real customer value mirror our own priorities. Together, we can ensure that partners across the region have access to the technology, support and commercial pathways they need to guide organisations through mission-critical modernisation.” www.qbssoftware.com 04 Anders + Kern to grow BYOM market share with Boom Collaboration Video conferencing vendor Boom Collaboration is strengthening its presence in the UK through a new partnership with Anders + Kern, a specialist distributor of audio-visual solutions, desk and room booking systems, displays, workspace software and sensor technology. The partnership brings new market opportunities to Boom and gives London-based Anders + Kern access to a complete portfolio of all-in-one videobars, cameras, audio solutions and connectivity hubs. Anders + Kern Managing Director Barrie Meehan said: “Boom complements our existing portfolio and we are very confident the new partnership will be a resounding success particularly as their stylish high performance collaboration products are tailored for today’s flexible working trends. We are all looking forward to working together and propelling a new brand into Anders + Kern with vigour and determination.” A+K is planning to support the new collaboration with high levels of support as it looks to capture of a bigger slice of the ‘Bring Your Own Meeting’ ecosystem. boom.co Keepit boosts UK presence with Hammer Distribution Keepit, the cloud-native SaaS data protection and recovery provider, is strengthening its position in the UK and Ireland through a strategic agreement with Hammer Distribution, the enterprise-focused value-added distributor of infrastructure, cybersecurity and data solutions. The Copenhagen-headquartered company’s cloud backup and recovery platform helps customers secure business-critical SaaS data with an independent recovery layer ensuring they retain access to their data regardless of the status of the original SaaS environment. Keepit currently secures 14 SaaS applications through immutable data storage and a vendorindependent cloud, enhanced with local data centres for compliance and resilience and per‑seat pricing for predictability, Alex Walsh, Regional Vice President, EMEA North at Keepit, said: “Across the board, we’re seeing a huge increase in demand for specialised SaaS data protection. With data sovereignty becoming a core principle for our partners and customers, Keepit’s local data centres and vendor-independent cloud are the perfect answer to the growing need for cloud resilience. By teaming up with expert distributors such as Hammer Distribution, we’re able to offer high-quality, localised support and scale our presence rapidly across the UK channel.” Dominic Ryles, Director of Cloud and Cybersecurity at Hammer Distribution, added: “We chose to partner with Keepit as we see an increase in demand for third-party SaaS backup that complements existing cloud investments. Keepit delivers best‑in-class recovery for crucial applications and is a natural, high-value addition to our cybersecurity and data portfolio.” www.keepit.com Dominic Ryles Gerard Brophy
DISTRIBUTOR NEWS technologyreseller.co.uk continued... Infinigate strengthens ties with OpenOrigins and KnowBe4 Infinigate UK & Ireland has announced a new partnership with OpenOrigins and the extension of an existing one with KnowBe4. With Forrester predicting a 40% increase in spending on deepfake detection technology in 2026, Infinigate UK & Ireland is partnering with OpenOrigins and giving resellers and MSPs access to its digital media authentication platform for combatting deepfake images and videos and AI-generated content. Powered by Cambium, an Internetscale provenance protocol, OpenOrigins enables any digital asset to prove its origin independently of custody, distribution or storage. This allows channel partners to address a wide set of use cases where visual proof matters, including corporate communications and brand protection, fraud prevention and evidential integrity workflows, media and content production and identity and trust assurance. Justin Griffiths, RVP Infinigate UK&I, added: “OpenOrigins brings a smart and dependable way to protect data integrity at a time when authenticity is becoming a board-level concern. Together, we’ll help our partners take a provenance-led approach to trusted media, backed by the enablement, technical support and route-to-market services they expect from Infinigate, while unlocking new growth opportunities.” Meanwhile, Infinigate UK & Ireland is expanding its successful partnership with KnowBe4 to incorporate email security, a critical aspect of effective cybersecurity for companies of all sizes. The distributor’s channel partners will now be able to access KnowBe4’s cloud email security as part of its Human Risk Management platform to detect and prevent inbound and outbound threats such as phishing, business email compromise and data loss. KnowBe4’s HRM+ platform covers critical building blocks of business security, from Security Awareness Training (SAT) powered by AI Defence Agents that deliver personalised security training at scale, automatically adapting content to each employee’s risk level and behaviour patterns, to cloud-based, AI-powered email security. Griffiths said: “Our partnership with KnowBe4 is going from strength to strength, testifying to the relevance and effectiveness of the solutions on offer and KnowBe4’s commitment to the channel. With this portfolio expansion, our channel partners can offer business customers access to a comprehensive, integrated solution that addresses cyber-risk in a very effective manner.” www.infinigate.com … Solstice AV brings cleaning robots to AV channel Solstice AV is bringing cleaning technology and service robotics into the AV channel through a UK distribution agreement with UK commercial cleaning specialist Killis at a time when cleaning robots increasingly operate alongside displays, digital signage and control systems and rely on the same foundations as modern AV projects, including reliable networks, predictable uptime, simple user interaction and ongoing service. Michael Tulip, Managing Director of Solstice AV, says the partnership will enable resellers to introduce robotics as part of wider technology projects across hospitality, education, retail and commercial environments. He said: “Robotics is no longer speculative technology. It’s the next sensible question customers in some sectors are asking. This partnership with Killis gives resellers a way to answer that question 05 Videnda added to Neat distribution ecosystem Videnda, a specialist distributor of voice, video, collaboration and networking technologies, has added Neat video devices to its offering for the Irish market. Wayne Mason, Neat Regional Director UK&I, said: “We are thrilled to welcome Videnda to our distribution ecosystem. As the demand for seamless, high-quality collaboration tools continues to surge in Ireland, Videnda’s expertise in delivering integrated, multivendor solutions is invaluable. Together, we are committed to simplifying the workspace experience, ensuring organisations across Ireland have access to intuitive & intelligent technology.” Videnda Managing Director Sean Holohan added: “We are delighted to add Neat to our distribution portfolio, where we provide the highest quality video collaboration solutions. We know a lot of the Neat team from previous years and look forward to working with them again. We have been really impressed with the hardware design, ease of deployment and software features such as App Hub. We will have demo facilities in Dublin and Galway and will work closely with our channel resellers to support and grow the business here.” Westcon-Comstor extends services model to more partners Westcon-Comstor is demonstrating the added value distributors can bring with the launch of new services for CrowdStrike, Zscaler and Proofpoint partners. These include: n Level 1 and Level 2 support services for the CrowdStrike Falcon platform, in English, French, German and Spanish, delivered by Westcon from its European support centres in Berlin and Madrid; and n the establishment of a dedicated Z Strike business unit to strengthen collaboration and drive smarter growth for Zscaler partners across EMEA, for example by delivering Level 1 and Level 2 support, managing troubleshooting and escalation and providing partners with a single point of contact. Martin Flensburg, Vice President Services Delivery and Go To Market, Europe at Westcon Comstor, said: “These initiatives underscore our commitment to delivering distribution led support that enables partners to focus on delivering world class security outcomes to their customers, while allowing vendors to scale their services by leveraging adoption through the channel. By embedding our services into both CrowdStrike and Zscaler’s support processes for partners, we are demonstrating the added value that distribution brings, reducing complexity and making life easier for both partners and vendors.” Westcon-Comstor has also expanded its partnership with cybersecurity and compliance company Proofpoint and become the first distributor in Europe to deliver Proofpoint professional services. Building on its participation in Proofpoint’s Certified Deployment Partner (CDP) programme, Westcon will deliver production-ready deployments of Proofpoint solutions through a series of off-the-shelf packages that will enable partners to capture high-margin services opportunities and accelerate recurring revenue growth. Westcon will focus initially on Proofpoint’s email security solutions, with the intention of launching additional solutions later this year. Last year, Westcon-Comstor became the first Proofpoint Authorised Training Partner (ATP) in Europe, allowing the distributor to deliver Proofpoint-certified education and enablement services at scale to channel partners and endusers across the region. Flensburg said: “Gaining authorisation to deliver Proofpoint professional services opens up exciting new possibilities for Westcon and our partners. Professional services represent a significant growth frontier for the channel thanks to the scalable nature of the model and the repeat revenues and high margins on offer. This agreement with Proofpoint highlights our leadership in this space and our commitment to creating new opportunities for our partners.” Martin Flensburg Michael Tulip
DISTRIBUTOR NEWS 01732 759725 ...continued with confidence. Killis brings deep UK experience in cleaning and robotics, and Solstice brings the support, service and commercial framework that helps partners turn opportunity into repeat business.” Solstice AV will support resellers through live demonstrations, showroom access and a dedicated robotics brand and website designed to help partners introduce robotics to customers and support the sales process. https://robots.solsticeav.com/ … TD SYNNEX Datech appointed distributor for SOLIDWORKS TD SYNNEX Datech, the specialist design software business of TD SYNNEX, has been appointed a UK&I distributor for Dassault Systèmes’ SOLIDWORKS portfolio of 3D design and product development applications widely used in mechanical engineering, simulation and manufacturing applications. This builds on its appointment at the beginning of 2024 as a distributor for Dassault Systèmes’ DraftSight design and drafting solution. Abby Wrigley, Datech Director, UK and Ireland & Benelux at TD SYNNEX, said: “SOLIDWORKS is a leading and trusted 3D design platform and a highly significant addition to the TD SYNNEX Datech portfolio. It means that partners focused on the CAD, AEC and design markets can come to us for all their software requirements. They can then work with our team to drive new business development and deliver higher levels of customer satisfaction to their end‑user customers in all industries.” https://uk.tdsynnex.com/ … Services-led route to market with UiPath Westcon-Comstor is building on its existing relationship with agentic automation leader UiPath in the UK, France, Spain, Portugal and Germany by signing a pan-European distribution agreement focused on helping channel partners build pipeline, win larger deals and accelerate time-to-revenue. Key features include a white-labelled UiPath professional services offering that will enable partners to launch or expand UiPath services in weeks; presales expertise and go-to-market support; lead qualification through an analytics-led sales programme; and financing to help partners unlock budget-constrained deals. René Klein, Executive Vice President, Europe at Westcon-Comstor, said: “By becoming UiPath’s strategic distributor in Europe, we’re bringing a far more involved, services-led model to the market, one that helps partners move beyond simply selling automation so they can deliver, fund and scale it. Through our commercial innovation and data-driven approach, we’re equipping partners with everything they need to build long-term, value-rich automation practices.” www.westconcomstor.com … TD SYNNEX launches 18th software store – for Sophos TD SYNNEX has launched a dedicated Software Store for Sophos, giving partners a quick and easy way to ensure they never miss out on renewals of licences or subscriptions for the vendor’s security solutions. The self-service platform, the 18th vendor-dedicated Software Store TD SYNNEX has made available to its UK partners, shows all of a partner’s upcoming Sophos agreements so that they can quickly quote for and renew customer licences. It also shows upgrade options on current licences, enabling partners to add value for customers and grow their income. Simon Bennett, Managing Director, Advanced Solutions, UK and Ireland at TD SYNNEX, said: “The Software Store is particularly beneficial for partners who serve the commercial and mid-market, many of whom don’t have the resources to keep a constant check on upcoming renewals. By registering on the Software Store, they will receive a regular notification of upcoming due dates for their customers. It’s a really simple and efficient way for partners to ensure they don’t miss out on any of that business.” https://uk.tdsynnex.com/ 06 TD SYNNEX brings Cloud Insights to UK CSPs TD SYNNEX is helping Microsoft CSP partners in the UK deliver greater financial control and accountability with the launch of a new Cloud Insights tool that gives full visibility across customers’ Microsoft 365 and Azure environments. Darren Dixon, Business Unit Director – Business Applications, Advanced Solutions, UK and Ireland for TD SYNNEX, said: “Managing Microsoft 365 and Azure spend with financial discipline is a growing challenge for many organisations. Cloud Insights enables partners to support customers with clear, accurate and executive-ready visibility of their Microsoft estate, bringing cost transparency, usage accountability and forward-looking financial insight into the heart of cloud decision-making. “By enabling informed forecasting, budget control and investment prioritisation, Cloud Insights helps customers make confident, value-based funding decisions. In many cases, this allows spend to be rebalanced away from inefficiency and redirected towards strategic initiatives, including partner-led services and AI adoption.” All data collected and analysed within Cloud Insights is securely stored within TD SYNNEX systems and is not shared with any third parties. https://uk.tdsynnex.com/ Darren Dixon Arrow Electronics named Check Point Software Distributor of the Year 2025 Arrow Electronics has received another industry award, this time from Check Point Software, which announced Arrow as its Distributor of the Year 2025 at the Check Point Software EMEA Partner Awards 2025 in Vienna. Arrow was recognised for delivering scale and consistency as Check Point’s largest pan EMEA distributor and for the extended reach and simplified consumption model of its cloud management platform ArrowSphere Cloud. Nick Bannister, President of Arrow’s Enterprise Computing Solutions Business in EMEA, said: “We’re honoured to receive this award from Check Point. Arrow has focused on helping channel partners scale demand across pan EMEA, while simplifying how cyber security is consumed through cloud and marketplace models. This recognition reflects the consistency of our regional execution and our commitment to enabling channel partners with the tools, programmes and routes to market they need to succeed.” arrow.com (l-r): Diego Arrabal Orensanz, Regional Vice President, EEMEA, Check Point; Joaquin Reixa, Regional Vice President, Western Europe, Check Point; Itai Greenberg, Chief Revenue Officer, Check Point; Nick Bannister, President Arrow Enterprise Computing Solutions EMEA; Nadav Zafrir, Chief Executive Officer, Check Point; Sherif Seddik, President, International Sales, GCO, Check Point. Abby Wrigley Simon Bennett
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01732 759725 RESELLER NEWS 08 Independence day for TalkTalk Business TalkTalk Business has formally completed its separation from TalkTalk Group and its transition into an independent managed network service provider with full autonomy over strategy, investment and systems. Following the sale of TalkTalk Business Direct in 2023, Salford-headquartered TalkTalk Business retained access to certain TalkTalk Group systems while developing its own operational infrastructure, modernised system stack and service delivery capabilities. Completion of that process reinforces the company’s evolution from a connectivity specialist into a provider of managed and unmanaged services spanning connectivity, networking, cyber security, cloud, IoT and voice and collaboration. TalkTalk Business CEO Ruth Kennedy said: “This marks the beginning of the exciting next phase for TalkTalk Business. We are now operating as a fully independent organisation with the agility and focus needed to deliver our strategy at pace. Our evolution into a managed network service provider is central to our growth ambitions. By combining our connectivity heritage with broader technology expertise and strong strategic partnerships, we are building a business designed specifically to support customers with secure, end-to-end solutions. This separation gives us the clarity and momentum to drive that forward.” Deloitte and UiPath extend alliance with Agentic ERP Deloitte has expanded its alliance with UiPath with the launch of an Agentic ERP offering that accelerates the shift from task automation to autonomous execution by coordinating AI agents, robots, systems and human workers in charge of exceptions, approvals and decisions. The solution uses agentic automation and end-to-end process orchestration powered by UiPath Agent Builder and UiPath Maestro to optimise ERP environments that commonly involve a patchwork of spreadsheets, email chains, portals and point solutions which users must switch between for data reconciliation, evidence collection and exception management. Hitesh Ramani, Chief Accounting Officer and Deputy CFO of UiPath, said: “We’re providing a scalable blueprint to expand agentic automation across the enterprise, transforming how business users engage with ERP through seamless collaboration between automation, AI agents and human intelligence.” http://www.uipath.com www.deloitte.com/us/about … Node4 achieves Nerdio Gold Partner status in double‑quick time Six months after partnering with Nerdio to enable the more efficient deployment, optimisation and governance of Azure Virtual Desktop (AVD) environments, Microsoft strategic partner Node4 has achieved Gold Partner status, a designation that it takes most partners a full year to attain. Tracy Stanning, Alliances Director at Node4, said: “Achieving Gold status isn’t simply about hitting a revenue number. It reflects our focus on building genuine depth around Nerdio’s platform and embedding AVD expertise across our technical and sales teams. It also demonstrates that we can support customers at scale as they modernise their desktop environments with AVD.” www.node4.co.uk … ANS named a Microsoft Frontier Partner ANS, the Microsoft UK Partner of the Year, has been awarded Microsoft Frontier Partner designation in recognition of its ability to help organisations move from AI readiness to AI realisation through the secure, governed and scalable adoption of Copilot and agentic AI. continued... Emerge Digital celebrates B Corp success Gloucestershire-based MSP Emerge Digital has joined 60 other businesses in the county and more than 2,700 in the UK by becoming a certified B Corporation. In doing so, it has followed half a dozen of its customers down the same road, including Green Gourmet, Lakes Showering Spaces, Equimedia, Hewett Recruitment, Cytoplan UK and Widgit, a software company specialising in symbolsupported communication. As well as meeting all B Corp environmental, social and governance standards, Emerge Digital supported its certification with the launch of various people-led initiatives. These include formalised training programmes, an employee assistance programme, a profit-sharing scheme and up to two days’ annual paid leave for charity work. A people-first approach also informs the firm’s new ApexAI service, which places employee digital wellbeing at the centre of AI adoption through leadership alignment, foundational skills training, workflow development and ongoing community support. Emerge Digital employs 24 team members and over the last 12 months has increased turnover by 15% and the number of supported users by 30%. https://emerge.digital (l-r): Mark Atkinson, Nigel Church (CEO), Tom Henson (MD) and the Emerge Digital team at the Gloucestershire Growth Forum, Kingsholm Stadium The secrets of your success Greg Jones, SVP of MSP Success at Kaseya, is raising funds for charity and helping MSPs scale more effectively, with the publication of The Best of 1 Minute Wednesday. Based on his popular podcast series, the book features lessons, stories and practical guidance from 100 MSP leaders and well-known figures from outside the channel. All profits from the book will be donated to Alder Hey Children’s Charity, for which Jones has been a Business Ambassador for many years. He said: “The goal of the book is simple – to inspire, guide and support the MSP community and business leaders, while also making a meaningful difference in the lives of children and families supported by Alder Hey Children’s Charity.” The Best of 1-Minute Wednesday: MSP Mastery in One Book - Techniques and strategies to elevate business operational maturity and develop sustainable growth is available from Amazon as a paperback or e-book. Greg Jones Ruth Kennedy
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RESELLER NEWS 10 01732 759725 The Manchester based digital transformation company has also been awarded Microsoft Support Services designation for its ability to deliver reliable, end-to-end-assistance for customers across Microsoft solutions. It is the first Microsoft UK partner to receive both designations. Kyle Hill, Chief Technology Officer at ANS, said: “Being awarded Microsoft Frontier Partner designation is a powerful validation of the journey we’ve been on as an organisation. We chose to go first, becoming a Frontier Firm ourselves, so we could learn what it really takes to move from AI readiness into AI realisation at scale. For ANS, this recognition reflects the depth of capability we’ve built across governance, security and real world AI delivery. For our customers, it provides confidence that we can help them adopt AI in a way that is controlled, responsible and genuinely transformative.” www.ans.co.uk … Cybergen partners with CultureAI to tackle AI data exposure Cybergen Security, a UK-based cyber security services provider, is giving customers greater visibility into how AI (including sanctioned, shadow and embedded AI) is being used in their organisations through a strategic partnership with AI usage control platform CultureAI. Adding real-time AI visibility and control to its own threat intelligence, continuous exposure management and cyber risk services will enable Cybergen to address AI misuse and human-driven data exposure. Cybergen CTO Tom Britton said: “CultureAI’s ability to provide real-time visibility into how AI tools are being used across the enterprise complements our intelligence-led approach perfectly. By combining behavioural insight with threat intelligence, we can help clients identify risky patterns early, prioritise action based on real-world impact and move beyond policy alone to measurable risk reduction.” Ryan Davis, Channel Account Manager at CultureAI added: “As AI usage accelerates across browsers and SaaS, sensitive data is flowing into tools faster than governance can keep up. Together, we give organisations real visibility into how AI is being used, detect risky behaviour at the prompt level and apply adaptive guardrails that prevent data loss without slowing teams down. It’s about turning AI governance into execution, enabling people to use AI safely, compliantly and with confidence.” www.cybergensecurity.co.uk www.culture.ai … Forfusion and Stellium bring AI to North East Growth Zone Forfusion, a provider of IT strategy, managed services and digital transformation solutions, has announced a strategic partnership with Stellium Data Centres, a UK carrier-neutral colocation provider, to advance the North East AI Growth Zone’s ambition to drive digital transformation and fuel economic growth in the region. By combining its expertise in IT architecture, cloud and managed services with Stellium’s data centre platforms, Forfusion is aiming to deliver enterprisegrade, AI-optimised infrastructure and managed services to help organisations across the North-East accelerate their adoption of AI, machine learning (ML) and high-performance computing (HPC). The joint offering will provide organisations with end-to-end managed services, from design and deployment through to ongoing optimisation of AI-ready environments, and the convenience of a single point of contact for infrastructure and services. James Cooper, Sales Manager at Stellium Data Centres, said: “Our partnership with Forfusion is a strong example of how the AI Growth Zone at Cobalt Park is enabling genuine collaboration between infrastructure providers and AI-led businesses. By working closely with fellow Cobalt Park residents, Stellium Data Centres is helping to create an ecosystem where scalable power, advanced connectivity and applied AI innovation can develop side by side. This partnership reflects our ...continued continued... CBS acquires ASK The Office Equipment Specialists Commerce Business Systems Ltd (CBS), the Bradford-based supplier of managed print, IT and telecoms services, is strengthening its services portfolio with the acquisition of ASK The Office Equipment Specialists. Bringing the supplier of office interiors, business and facilities supplies, promotional merchandise, workwear, PPE, tools and equipment under the CBS brand will give customers of both companies in the north of England access to an expanded product and services offering. Following the acquisition, ASK Managing Director Greg Colehan will run CBS’s new business equipment, office furniture and supplies operation from the company’s Bradford HQ. John Green, Managing Director of CBS, said: “CBS and ASK are very similar. We are both Bradford-based, service-led companies, with the same values. ASK stands for Advice, Service and Knowledge, which fits perfectly with our own approach to business.” Quiss targeting accountancy firms with tried and tested approach Quiss Technology, an MSP with a strong focus on mid-tier UK law firms, is now targeting the accountancy sector with the launch of a technology hub bringing together fully vetted solutions ready to be integrated into firms’ existing infrastructure. The first of these are MagnifyB, which helps firms turn client data into insights, automation and advisory opportunities, and ShareSmart, which helps accountancy firms improve client engagement and boost productivity. Ben Foulds, Head of Channel at Quiss, said: “The creation of this technology hub reflects what we have achieved so successfully with mid-tier UK law firms. As we have expanded our work into the accountancy sector, it became clear that these firms face similar challenges and opportunities. They need access to innovative technology solutions, but more importantly, they need the confidence that these solutions will integrate seamlessly with their existing technology. Our role as a managed service provider working in a consultative capacity means we can evaluate, recommend and implement technology solutions that genuinely deliver value to our clients. This unique approach has proven invaluable in the legal sector and we believe bringing the same level of expertise and partnership to the accountancy profession will make a significant impact.” www.knightcf.com Ben Foulds Kyle Hil
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RESELLER NEWS 12 01732 759725 shared ambition to support high-growth AI workloads and reinforces Cobalt Park’s position as a key hub for the UK’s AI and digital infrastructure strategy.” www.forfusion.com www.stelliumdc.com … Digital Space now a Cisco 360 Managed Services Expert Digital Space has reinforced its position as a provider of secure, scalable managed services built on Cisco technology by achieving Cisco 360 Managed Services Expert status, formerly known as Cisco Gold Provider. This builds on its existing Cisco Powered Services designations across Meraki Access, Meraki Security and Meraki SD WAN and Customer Experience Specialisation. Richard Beeston, Chief Technology and Operating Officer at Digital Space, said: “Achieving Cisco 360 Managed Services Expert status reflects the maturity of our managed services capability and the strength of our partnership with Cisco. It also demonstrates the standards we have embedded across the business as part of our wider focus on improving service delivery and customer experience.” … Minding the configurations gap Assured Data Protection, a provider of managed data protection, disaster recovery and cyber-resilience services to enterprises and MSPs, has launched a new managed service to protect and restore critical network and security device configurations in partnership with BackBox. Assured Backup with BackBox addresses the lack of reliable, automated protection for the configurations of firewalls, switches, routers and other core network infrastructure, by providing automated backup, version control and rapid restoration of network and security device configurations in minutes rather than hours. Tony Giannini, Vice President, Global Innovation, Assured Data Protection, said: “Customers rely on network-connected devices every second of every day, yet many have no proven plan to recover them. Replacing a switch, firewall or router can take two to eight hours per device and even longer during a crisis. With this service, we can restore exact configurations almost instantly. For customers with dozens or hundreds of devices, the time and cost savings are enormous.” The BackBox-powered service secures configuration files, stores them in an encrypted off-site repository and enables customers to quickly flash devices back to a known good state after cyber incidents, outages or hardware failures. www.assured-dp.com … Capgemini joins forces with OpenAI Capgemini is partnering with OpenAI on the delivery of the latter’s new platform for building, deploying and managing AI coworkers, including co-development of industry-specific solutions for the consumer products & retail, financial services, life sciences and energy and utilities sectors. As an OpenAI Frontier Alliance partner, Capgemini will establish a flagship OpenAI Enterprise Frontier delivery function comprised of AI experts from across its global ecosystem who, working alongside OpenAI’s Forward Deployed Engineering (FDE) team, will focus on the business, data, organisational and systems integration challenges faced by clients when moving from AI experimentation to scaled operations across business units, markets and geographies. … AI Launchpad launched by Wavenet Managed services and security provider Wavenet is building on its new Microsoft Copilot Specialisation by launching a 30-day framework to guide organisations through the complexities of achieving a secure, compliant and impactful Copilot rollout. The Copilot Launchpad includes Copilot Licensing and four seven-day structured engagements covering technical foundations ...continued Flotek Group gains regional base in Hampshire Flotek Group has gained a regional base in Hampshire with the 15th acquisition since its formation in 2022, that of Andover-based business communication provider FlexiNet. Rebranded as part of Flotek Group, FlexiNet will continue to operate from its Andover office, providing customers in Hampshire and the surrounding region, including London, with VoIP telephony, business mobiles, internet connectivity, IT support and Flotek’s broader managed IT and cybersecurity offering. FlexiNet was already working closely with Flotek Group having received investment from the Group in January 2023. Flotek plans to have fully integrated FlexiNet by the end of May, retaining the services of key members of the FlexiNet leadership team including Craig Barker, who will continue in a partner-facing role as Account Director, and Ryan Mariner, who will remain in a leadership position as Senior Delivery Comms Engineer. Barker said: “With Flotek behind us, we can offer more depth across managed IT and cyber security alongside our existing communications services, and introduce new capabilities in a phased, sensible way. I’m looking forward to continuing to support our partners and helping them get even more value from a joined-up service.” www.flotek.io Richard Beeston
RESELLER NEWS technologyreseller.co.uk 13 and leadership alignment (days 1-7); onboarding and engagement, including the training of 10 Champions (days 8-14); case mapping, ROI calculation and usage analysis (days 15-22); and strategies for extended rollouts (days 23-30). David Campbell, Modern Workplace Product Manager at Wavenet, said: “We’ve designed Launchpad as a strategic adoption framework that goes above and beyond basic training. It gives boards the assurance of Microsoft validated best practice while equipping teams with the confidence and skills to use Copilot meaningfully in day to day work.” www.wavenet.co.uk … CCS success for razorblue Managed IT services provider razorblue has been named a supplier on Crown Commercial Service’s RM6190 Technology Services 4 framework, across three lots covering end-user support, device management and infrastructure management (Lots 3, 3a and 4a). CEO Dan Kitchen said: “This achievement reflects the expertise and dedication of our team, as well as the high standards we consistently deliver for our customers. Being part of the new framework is an important milestone in our growth, and we remain fully committed to helping public sector organisations achieve their objectives through reliable, secure and innovative technology solutions.” www.razorblue.com … 11:11 Systems names its UK partners of the year 11:11 Systems has named Softcat, Colo insight and Creative ITC as UK Partners of the Year at its 2025 Partner Awards for the UK and Europe. NGIT and Focus Group were named UK Innovators of the Year, with Bytes and Opus winning UK Accelerator of the Year awards. Johnny Carpenter, 11:11 Systems Vice President Channels and Alliances EMEA, commended the winners for combining the managed infrastructure solutions provider’s cloud, networking, backup, cyber and disaster recovery and security solutions with their own industry expertise. www.1111Systems.com … Creative ITC opens US HQ Creative ITC, the private cloud infrastructure platform specialising in GPU-accelerated digital workspace environments for design and engineering-intensive industries, is building on its success in the UK and EMEA with the opening of a US headquarters in Houston. The establishment of a North American HQ formalises the UK-founded company’s activities in a region where it has supported customers for more than a decade through a global delivery platform and infrastructure footprint spanning North America, Europe, Asia, Australia and the Middle East. The establishment of its US office follows Creative ITC’s opening of new offices in Basingstoke and Milton Keynes and new data centres in Jaipur and Melbourne. www.creative-itc.com … Bechtle launches IT carbon offset option IT service provider Bechtle is giving customers the opportunity to offset carbon emissions generated during the production and delivery of their IT hardware purchases. Delivered in collaboration with Berlin-based carbon offsetting specialist goodcarbon, Bechtle CO2-Conscious IT gives customers the option to offset calculated emissions through climate projects, such as financing renewable energy projects, protecting/restoring natural ecosystems, removing greenhouse gases from the atmosphere and supporting initiatives that help avoid emissions in developing countries. As part of its Climate Strategy 2030/2050, Germany’s largest IT system house will also offset its own unavoidable emissions through goodcarbon. IN BRIEF Datalynx acquired by CACI Data and technology solutions company CACI has acquired Datalynx, a provider of specialist data and cloud migration services for government and mission-critical environments, including the Home Office and Police. Tracy Weir, CEO of CACI in the UK, said: “We’re delighted to welcome Datalynx and their exceptionally talented leadership and team to our business. They are a perfect fit and an important addition to our Government and Public Sector business.” Littlefish Group strengthens Microsoft expertise Littlefish Group has acquired Stripe OLT, a scale-up in managed IT and cyber security with a proven track record in Microsoftled solutions, a CREST accredited SOC and expertise in threat detection and offensive penetration testing. The acquisition advances the Nottingham-based Group’s long-term ambition to become the UK’s leading provider of end-to-end cyber security, managed IT and modern workplace solutions, increasing its headcount to 900 and enhancing its security portfolio and ability to deliver cyber security and managed services to organisations with regulatory and critical security needs, including the public sector and healthcare providers. https://www.littlefish.co.uk/ University of St Andrews accelerates sustainability goals with Agilico Workplace technology provider Agilico is helping The University of St Andrews advance its net zero goals by deploying 131 remanufactured printers across its campus alongside 21 new devices. Scotland’s first university, founded in 1413, is aiming to reach net zero carbon by 2035 through the application of a comprehensive Environmental Sustainability Strategy and Sustainable and Ethical Procurement Policy. Following a competitive tender process, the University selected Agilico to provide a managed print service (MPS) for its 3,000 staff and 10,000 students based on circular economy principles, a measurable reduction in Scope 3 carbon and local support. The MPS includes a blended fleet of 131 Agilico Zero remanufactured Ricoh A3 multifunctional devices (with lifetime guarantees) and 21 brand new Ricoh A4 machines for specialist and lower-use areas, plus PaperCut MF software for secure authentication and reporting. Agilico says the decision to deploy a fleet in which 86% of devices are remanufactured has saved 69.64 tonnes of manufacturing-related carbon emissions, with further reductions in energy-related CO2 emissions achievable through Ricoh’s Eco Mode, which can reduce electricity consumption by up to 84.3% generating a financial saving of more than £5,000 across the contract term. Agilico Workplace Technology recently became the first independent MPS provider in the UK to achieve BSI Kitemark certification for remanufacturing. www.agilico.co.uk Dan Kitchen
14 01732 759725 VIEW FROM THE CHANNEL View from the channel With Ben Smoker, CEO of Sota Since it was founded in Kent in 1989, Sota Solutions has grown into one of the UK’s leading independent providers of professional IT managed services and cyber-resilient cloud solutions, with 500‑plus customers and more than 70 employees. Last month the privately-owned business was featured in The Independent’s Best of British series, the only technology company included, and in 2025 it was highly placed in Informa’s MSP501 listing of the world’s top managed services providers, ranked 10th in the UK and 160th globally. Sota’s success is based on ongoing investment in its people (it is Great Place to Work-certified, April 2025 to April 2026) and in its technical capabilities, including its own regional fibre-optic network, its own datacentres and its own cloud, backup, telephony and security platforms. Today, Sota helps customers gain an edge through digital transformation by providing a comprehensive range of cloud solutions and managed services across IT support, cloud computing, cyber resilience, connectivity and unified communications. Last year, Ben Smoker took on the CEO role after 11 years in charge of the company’s finances, first as Finance Director and then Chief Financial Officer. Here, he 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? Ben Smoker (BS): I’m delighted to say business is strong and, importantly, moving in the right direction. Over the past 12 months we have seen steady growth across the mid-market as organisations look for partners who can simplify technology and help them operate more securely and efficiently. The role of an MSP has evolved significantly in recent years. Customers aren’t just looking for reactive support anymore, they want strategic guidance, resilience and accountability. At Sota we have seen strong demand across cyber resilience, infrastructure services and managed cloud environments. We have also been investing in automation and AI internally, which is already helping us scale operations without adding headcount. Despite the wider economic backdrop, the UK mid-market remains remarkably resilient. Many organisations now recognise that technology investment isn’t optional, it is fundamental to productivity, competitiveness and risk management. We were recently featured in The Independent as part of a Best of British Business campaign as the only technology and cybersecurity provider covered, which was a proud moment for the company. It highlights the role independent UK providers play in supporting the country’s SME backbone. Similarly, being ranked 10th in the UK and 160th globally in the MSP501 reinforces the continued strength of our managed services model. Looking ahead, I’m very optimistic. Technology is moving quickly, organisations need partners who can help them navigate that change safely, and I feel we can more than fulfil that expectation. TR: In what areas are you experiencing strongest demand? BS: I’ve discovered that three areas stand out. The first is cyber resilience. The threat landscape has changed dramatically over the past few years. Attacks are becoming more automated and increasingly AI‑assisted, and organisations are recognising that traditional security tools on their own simply aren’t enough. What businesses want now is visibility and response capability, not just alerts. Managed detection and response, monitoring and incident readiness are all areas where we are seeing significant demand. The second area is cloud optimisation and cloud repatriation. In the past few years many organisations moved towards public cloud-first strategies, often driven by speed rather than long-term architecture decisions. What we are seeing now is a more balanced conversation. For some workloads public cloud remains the right answer. For others, organisations are exploring private cloud or hybrid approaches, particularly where cost predictability, performance or data sovereignty are important. Because we own and operate our own UK data centres and core network, we are well positioned to support those hybrid models. We are finding more and more that customers want the ability to place workloads where they make the most sense rather than being locked into a single platform. The third area is AI enablement. There is naturally huge interest in how AI can improve productivity and decisionmaking, but many organisations are still working out how to adopt it responsibly. We are seeing demand both around governance and practical implementation. Across all three areas, the common theme is complexity. Customers value partners who can simplify technology and translate it into tangible business outcomes. TR: What recent wins are you most proud of? BS: For me, the most meaningful wins aren’t always single contracts, they’re moments where you can see the business evolving in the right direction. Over the past year we have successfully reorganised Sota into clearer service pillars covering Cloud, Cyber Resilience, Support & Customer Experience, Modern Work and Digital Infrastructure. Structuring the business this way has given us much greater focus and accountability within each area, as well as clearer visibility into the revenue streams that drive the business. Just as important has been the progress we have made culturally. Over the past 12 months we’ve worked hard to strengthen accountability, collaboration and transparency across the organisation. Coming from a finance background, I put great emphasis on operational visibility and making sure our senior technical resources are aligned to where they Ben Smoker
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