Clear Intent Cisco’S UK Channel Boss Angela Whitty Lays out the Partner Opportunity Around ‘Intent-Based’ Network Launch 16
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July 2017 Clear intent Cisco’s UK channel boss Angela Whitty lays out the partner opportunity around ‘intent-based’ network launch 16 WHY SUSTAINABILITY IS KEY TO THE NEXT GENERATION OF IT TALENT 10 WHAT DOES THE FUTURE HOLD FOR DISTRIBUTION? 18 DELL EMC PARTNERS GET FIT FOR NEW PARTNER PROGRAMME 28 say: The Northamberexperts Fujitsu from Northamber ect Find out how new GDPR rules will aff paper documents. 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Visit www.imaging help market this promotion to your end user customers. For our latest pricing call the award-winning Fujitsu experts today. Call us on follow us 020 8287*Terms 3000 & conditions apply. Call for full details. ©Northamber 2017 E and O.E. July ‘17. SAVE northamber.com THE DATE 08.09.17 Haymarket House, 28-29 Haymarket, London SW1Y 4RX Tel: (020) 7316 9000 Editorial Editor Doug Woodburn 9517 [email protected] Deputy editor HannahTrevor Treharne Breeze 90349510 [email protected]@incisivemedia.com Reporter Tom Wright 9097 [email protected] Channelnomics.eu ContentReporter editor Josh Budd Sam 9154Trendall 9813 [email protected]@incisivemedia.com Who’s tanking in the rankings? Reporter Josh Budd 9154 [email protected] “For the loser now will be later We provide a summary of some Senior production editor Amy Micklewright to win; For the times they are of the Vendor Report’s key findings, Production executive Hyrie Mehmet 9779 Production editor Amy Micklewright a-changin’.” including how Microsoft, Cisco and ProductionAdvertising executive sales Hyrie Mehmet 9779 The lyrics of Bob Dylan’s anthem Apple fared, on p20. GroupCommercial production director editor Matt Dan Dalton Parker 9796 of change could not be more apt for One criteria on which channel [email protected] the latest CRN Vendor Report. partners may increasingly choose AdvertisingHead of global sales sales Nina Patel 9943 Many of the losers from the last their vendors in the future is [email protected] director Matt Dalton 9796 time we conducted this report, sustainability, as we explore in this [email protected] manager Naomi Cregan 9259 [email protected] of global sales Nina Patel 9943 which sees resellers rate their vendor week’s lead feature on p10. [email protected] director Jessica Feldman 9838 partners in four key areas of service, Millennials will apparently [email protected] manager Naomi Cregan 9259 have triumphed make up more [email protected] this time around. “Reseller allegiances, just than half of IT AccountIncisive directorBusiness Jessica Media Feldman London 9838 Reseller decision makers [email protected] publishing director Alan Loader allegiances, just like customer loyalty and within a decade, Managing director, Incisive Business IncisiveJonathon MediaWhiteley London like customer satisfaction, are fluid, and and they have Group publishing director Alan Loader loyalty and been found ManagingCirculation, director, back Incisiveissues Business& licensing satisfaction, are those vendors that have to care much JonathonAddress changes, Whiteley circulation, subscriptions fluid, and those boosted their support for more about and back issues 0845 1551846, email vendors that environmental Circulation, back issues & licensing [email protected] have boosted partners have zoomed up and social Address changes, circulation, subscriptions andTo subscribe back issues to CRN 0845 visit: 1551846, www.wdis.co.uk/crn email their support for the rankings” sustainability. [email protected] is available for international licensing. partners have Could this mean ToContact subscribe [email protected] to CRN visit: www.wdis.co.uk/crn zoomed up the rankings. that leading on a sustainable IT pitch CRN is available for international licensing. The storage vendor which topped will finally translate into cold, hard ContactCRN is published [email protected] monthly by Incisive Business one of the two main ranking tables sales for resellers? Some believe so. Media Limited, Haymarket House, 28-29 Haymarket, this year placed a distant 22nd the In this month’s Big Interview on CRNLondon, is published SW1Y 4RX. monthly by Incisive Business Media© 2017 Limited, Incisive Haymarket Business House,Media Ltd28-29 Haymarket, last time the research was conducted p16, Cisco’s Angela Whitty sets out London,Printed and SW1Y mailed 4RX. by Henry Stone Printers. in 2014, a testament to the hard the partner opportunity around the ©ISSN 2017 1744-3156. Incisive Business Media (IP) Ltd work they have put in over the vendor’s new intuitive networking intervening three years. vision, and also tackles questions Printed byon Headleypaper from Brothers sustainable Ltd. Mailed sources by inHeadley By the same token, several vendors about whether Cisco is complacent. BrothersScandinavia. Ltd. ISSN 1744-3156. that came out of the 2014 report Almost every reseller I speak to is PrintedFor custom on paper editorial from reprints sustainable contact sources Wrights in Reprints Scandinavia.at +1 877 652 5295 (international toll-free) Email: shining finished well down the in the process of ramping up their [email protected] custom editorial reprints contact Wrights Reprints pecking order this year. investment in AWS, so do not miss at +1 877 652 5295 (international toll-free) Email: In an era where everyone is our interview with AWS’ UK boss, [email protected] is distributed free to individuals who meet the obsessed with net promoter scores, Gavin Jackson, on p15 – he has CRNpublisher’s is distributed terms. Paidfree tosubscriptions individuals whoUK £120, meet the customer satisfaction is king. But some interesting things to say about publisher’sEurope $150, terms. Rest Paid of World subscriptions £280 UK £120, arguably, channel satisfaction should the channel. Europe $150, Rest of World £280 All images are from www.istockphoto.com, unless be regarded as just an important a As ever, we welcome your feedback statedunless stated metric, given the enormous influence so get in touch via ChannelWeb or on reseller, MSP and consultancy Twitter @CRN_UK. partners have over where end users direct their IT budgets. ■ Doug Woodburn is editor of CRN. JULY 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 13 ‘We set up, and the UK voted to leave the EU’ ‘All we know is Brexit’, says Irish distributor Data Solutions’ boss Michael O’Hara, but business is still going well SPOTLIGHT 10 Next-generation IT Sustainability policy is key to attracting millennial talent to the channel FEATURE 15 Changing channel The increase in cloud adoption in the channel is changing the way AWS operates, says UK MD Gavin Jackson FEATURE 20 The good, the bad and the ugly Resellers spared no feelings in the latest edition of the CRN Vendor Report, resulting INTERVIEW 16 FEATURE 18 in sobering reading for some firms Cisco’s UK boss Angela Whitty on Credit veteran Eddie Pacey looks at the firm’s ‘intent-based’ network the changing face of distribution FEATURE 23 DX prompts channel shift Fujitsu turns to the channel to fulfil increasing demand for digital transformation FEATURE 24 You’re hired The Apprentice winner Lee McQueen and EMERGING TECH 26 CHANNELNOMICS 28 former Bytes managing director Darren Commvault CEO Bob Hammer Dell EMC