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
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