Sales and Customer Management

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  • Preparing networks for 802.11ac

    Chris Kozup, senior director at Aruba Networks explains how resellers can help customers prepare their networks for the latest networking standard, 802.11ac 

  • Can UK tech companies crack the Brazilian market?

    Businesses are always being advised to expand into new markets. But what are the practicalities? Nick Booth followed 18 technology start-ups to Rio de Janeiro to witness the challenges 

  • Public sector missing the SME target

    Billy MacInnes reports on the government's failing attempts to meet targets for increasing its direct IT spend with small and medium-sized enterprises 

  • Channel IT Priorities 2013: channel takes to managed services

    TechTarget's Channel IT Priorities 2013 research into channel IT priorities shows a world in transition, with managed services and cloud becoming increasingly important. Amro Gebreel reports 

  • Compensating channel partners in the cloud computing era

    Craig Vodnik from e-commerce firm cleverbridge explores how resellers need to evolve their business to meet both corporate IT department needs as well as ISV product distribution models 

  • Gartner’s Magic Quadrant: Sales tool or marketing gimmick?

    With businesses under pressure to find targeted solutions for their customers, Alex Scroxton asks if the channel can find value in Gartner's Magic Quadrant - or whether it is just a shabby sales ruse 

  • Chromebooks: consumer toy or channel opportunity?

    With sales of Google Chromebooks to consumer buyers seemingly on the rise across the board, Steve Bell finds out if there is any potential for resellers to offer the technology to businesses 

  • Bringing the iTunes attitude to the office

    Billy MacInnes looks at how resellers can help organisations change their current application delivery method for a more flexible app store approach 

  • Use PR to get your business noticed

    PC World Business combined PR, sponsorship and social media to build its reputation as a business IT brand. Simon Quicke identifies the lessons resellers can learn from its achievements 

  • First Choice service from Nimans and O2 Wholesale

    In the final part of a series of articles with O2 Wholesale, Richard Dawson from partner First Choice reveals how working with O2 Wholesale and Nimans helped him improve customer service