Sales and Customer Management

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  • Tips for selling security

    Understanding a customer's needs is key to making an expedient security pitch. Amro Gebreel looks at the opportunities for resellers in this fast-moving market 

  • Market for big data is open

    Vendors should play a more active role in promoting the technology outside the large enterprise sector. Amro Gebreel reports 

  • Help SMEs benefit from big data on a small scale

    Little data can yield big results for many small businesses. Billy MacInnes reports 

  • Resellers demonstrate cloud success

    As customers are starting to realise not only the potential but actual benefits of cloud, resellers can begin to embrace a wealth of opportunity. Linda Endersby looks at cloud success stories from across the customer spectrum 

  • Five Minute Interview: Gerald Holler, COMPRiS

    MicroScope puts its questions to Gerald Holler, managing director of COMPRiS Channel Management 

  • The resurrection of the IT industry

    This Easter, Nick Booth finds there are some parts of the IT industry that are seeing a ressurection of their own 

  • Leading the SME to cloud

    Of all organisations, small and medium-sized enterprises have the most to benefit from investing in cloud but few understand how it can help their business, says Billy MacInnes 

  • Raise cloud confidence among SMEs

    To take advantage of demand for cloud, resellers are being advised to switch to a managed services business. Speakers at AVG's recent series of cloud services seminars shared their experiences 

  • Datacentre market evolves for resellers

    As trends indicate greater datacentre use, Amro Gebreel reports on the increasing opportunities for the channel to get involved 

  • Taking care of datacentre demands

    Whether customers opt for an on-demand hosted datacentre or a dedicated in-house facility, there's a key role for the channel. Billy MacInnes reports