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A Holistic View Satya Nadella’S Quest to ‘Rediscover Microsoft’S Soul’ 10 October 2017 A holistic view Satya Nadella’s quest to ‘rediscover Microsoft’s soul’ 10 IBM’S NEW CHIEF OF EUROPEAN CHANNELS DISCUSSES HYBRID 16 GDPR: IS IT A SALES OPPORTUNITY OR JUST A NUISANCE? 18 QUESTIONING THE WAY AHEAD FOR THE CHANNEL 22 AVOID NON-GENUINE INKS AND TONERS COULD PLAY HAVOC WITH YOUR CUSTOMERS’ BROTHER PRINTER! Independent testing judged non-genuine supplies to produce poor quality printouts 70% of the time* Recommend Brother Genuine Supplies and know that your customers will always get the best possible results. Available from your Trusted Authorised Brother Distributor * Based on independent testing for one brand of non-genuine toners. QualityLogic Laser Toner Quality/Reliability/Yield Study 2011 HaymarketNew London House, House, 28-29 172 DruryHaymarket, Lane, London SW1YWC2B 4RX5QR Tel: (020) 73167484 9000 Editorial Editor Doug Woodburn 95179817 [email protected] Deputy editor HannahTrevor Treharne Breeze 97349510 [email protected]@incisivemedia.com Reporter Tom Wright 90979797 [email protected] Channelnomics.eu ContentSenior reporter editor Sam Josh Trendall Budd 9854 9813 [email protected]@incisivemedia.com Microsoft’s marvellous mojo Reporter JoshNima Budd Green 9154 9781 [email protected]@incisivemedia.com A strong Microsoft is essential for the has gone about shifting Microsoft’s channel, and fortunately, Microsoft identity in his new book, Hit Refresh, Production has never looked stronger. ProductionSenior production editor Amyeditor Micklewright Amy Micklewright and CRN attended the launch event, Production executive Hyrie Mehmet 9779 At a time when the market is being the write-up of which forms this Group production editor Dan Parker flooded with a new generation of month’s Spotlight feature on p10. Advertising sales primarily direct-selling protagonists, Microsoft’s resurgence was AdvertisingCommercial directorsales Matt Dalton 9896 the channel is looking for one of its confirmed by our recent Vendor [email protected] director Matt Dalton 9796 traditional allies to seize back the Report, which saw it nominated by [email protected] of global sales Nina Patel 9943 [email protected] of global sales Nina Patel 9943 initiative. four times as many resellers as its [email protected] manager Naomi Cregan 9959 Whether this would be Microsoft closest competitors for being the [email protected] manager Naomi Cregan 9259 remained unclear three or four most forward-thinking vendor. [email protected] director Jessica Feldman 9839 years ago, when it’s fair to say the Even if Microsoft’s new goal of [email protected] director Jessica Feldman 9838 Redmond-based “empowering [email protected] firm was facing “Nadella exudes the every person Incisive Media an identity crisis and every IncisiveGroup publishing Media London director Alan Loader confidence of someone GroupManaging publishing director, director Incisive Alan Business Loader as it struggled to organisation on ManagingJonathon Whiteley director, Incisive Business move beyond its who has helped Microsoft the planet to Jonathon Whiteley original mission achieve more” Circulation, back issues & licensing statement of rediscover its mojo” perhaps lacks Circulation, back issues & licensing Address changes, circulation, subscriptions putting a PC in every home and on the clout of its original mission Addressand back changes, issues 0845 circulation, 1551846, subscriptions email [email protected] back issues 0845 1551846, email every desk. statement, Nadella certainly exudes [email protected] subscribe to CRN visit: www.wdis.co.uk/crn Enter stage left Satya Nadella, a the confidence of someone who ToCRN subscribe is available to CRN for internationalvisit: www.wdis.co.uk/crn licensing. two-decade employee of Microsoft has helped Microsoft rediscover its CRNContact is available [email protected] for international licensing. who was promoted to the CEO mojo, which can only be good for Contact [email protected] post in 2014 on the strength of his the channel. CRN is published monthly by Incisive Media, New performance heading up Microsoft’s Changing identities was also one CRNLondon is published House, 172 monthly Drury byLane, Incisive London Business WC2B 5QR. Media© 2017 Limited, Incisive Haymarket Media Ltd House, 28-29 Haymarket, cloud and enterprise group. of the hot topics at this year’s London, SW1Y 4RX. Early missteps may have left Canalys Channels Forum in Venice, ©Printed 2017 and Incisive mailed Business by Henry Media Stone (IP) Printers. Ltd partners questioning whether the round-up of which you can ISSN 1744-3156. Nadella was the right man to help read on p22. Printed byon Headleypaper from Brothers sustainable Ltd. Mailed sources by inHeadley Microsoft rediscover its mojo. Elsewhere in this issue, don’t miss BrothersScandinavia. Ltd. ISSN 1744-3156. But three years on it’s hard to our Big Interview with IBM’s newly PrintedFor custom on paper editorial from reprints sustainable contact sources Wrights in Reprints Scandinavia.on +1 877 652 5295 (international toll-free) judge Nadella’s track record as appointed European channel chief ForEmail: custom [email protected] editorial reprints contact Wrights Reprints anything but a success. Reflecting Diego Segre on p16. And with the at +1 877 652 5295 (international toll-free) Email: its reinvention as one of the leading GDPR live date looming, we explore [email protected] is distributed free to individuals who meet the lights in cloud, Microsoft’s share contrasting views on whether the CRNpublisher’s is distributed terms. Paidfree tosubscriptions individuals whoUK £120, meet the price has doubled since he took incoming law will be an opportunity, publisher’sEurope $150, terms. Rest Paid of World subscriptions £280 UK £120, the reins. Azure is now a genuine or just a nuisance, for MSPs and Europe $150, Rest of World £280 All images are from www.istockphoto.com, unless challenger to AWS and Nadella is resellers on p18. statedunless stated intent on pushing Microsoft into As ever, please get in touch via emerging areas such as AI, mixed ChannelWeb or Twitter @CRN_UK. reality and quantum computing. Nadella speaks about how he ■ Doug Woodburn is editor of CRN. OCTOBER 2017 CHANNELWEB.CO.UK 3 Contents THINGS WE LEARNED THIS MONTH 7 A bite-sized round-up of the biggest stories, facts and figures and more from the past month in the channel FEATURE 18 The $3.7bn opportunity? GDPR is the talk of the industry right SPOTLIGHT 10 now, and IDC has recently published its Why are we here? findings on the subject. So is it a sales Microsoft CEO Satya Nadella ponders the big questions about his company opportunity or just a nuisance? EMERGING TECH 26 Thawing relations CRN investigates whether the long-running battle between public and private cloud players might be coming to an end FEATURE 13 BIG INTERVIEW 16 Another peek inside the casebook IBM’s newly appointed chief of of credit veteran Eddie Pacey channel operation talks hybrid CHANNELNOMICS 28 ‘I’d rather own Getronics than own a gold mine’ Getronics’ new chief executive Nana Baffour discusses his plans to turn the IT services firm into a $1bn business FEATURE 22 What did this year’s Canalys EMEA Chanel Forum say about the future of the industry? INDUSTRY VOICE 30 Disties are digging their own graves Compubase’s Jack Mandard questions A DAY IN THE LIFE whether distributors are acting in a OF... 33 self-defeating manner when it comes to Ian Kilpatrick, smaller resellers Nuvias Distributor’s executive vice president and channel stalwart talks about the problems caused by the skills gap, DAVE 34 and how he spends Young blood his days when he is Robot parents, retiring channel execs, and working bricks not clicks are all on Dave’s mind OCTOBER 2017 CHANNELWEB.CO.UK 5 Are you making the most of the Cloud opportunity? Want to drive more revenue from your cloud services business? As a multiple Microsoft Gold accredited partner, Comms-care enables channel partners to scale their cloud delivery capability without losing focus on their core business. • Help to understand & identify cloud adoption opportunities • Cloud training & readiness services • Pre-sales & technical support • Full life-cycle support through envision, discovery, design & deployment • Access to world-leading hosting & billing platforms • Post-sales support including managed services • Access to Microsoft funding streams & initiatives Select only the elements you need to enhance your in-house capabilities A cloud services partner you can trust! For more information contact us on: T: +44 (0) 8702 644 303 E: [email protected] www.comms-care.com calls cost 7 pence per minute plus your phone company’s access charge Things we’ve learned this month Five things we’ve learned this month 1. MISCO IS DRAWING A LINE UNDER ITS COST-CUTTING Misco has chosen Oracle NetSuite OneWorld as its new ERP system, a £750,000 investment the IT reseller hopes will reassure the market that it has finished swinging the axe. CEO Alan Cantwell said that after a protracted “painful restructuring”, partners should take its announcement as a signal that Misco has moved on, and is now open for business. Cantwell said the impact of recent cuts in the UK and Hungary is that the rest of Misco’s European operations now have a better chance of success, particularly in the value-add market. “Spain, Italy and Sweden are more of our traditional core Misco businesses, and they need to evolve, need to move up the value chain and develop more value-add services, to become relevant. “Holland, on the other hand, is a far more mature service delivery company – it’s much larger, much more profitable. “And we’ve been able to help [these countries] by restructuring Hungary and the UK and the cost base in the UK that would ultimately flow down to them.” 2. RESELLERS ARE WORRIED BY PRICING 3.
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