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Flower Power Daisy CEO Neil Muller on the Firm’S Plans to Blossom Into a £1Bn Business 16 March 2017 Flower power Daisy CEO Neil Muller on the firm’s plans to blossom into a £1bn business 16 ESSENTIAL ELEMENTS OF A GOOD PARTNER PROGRAMME 20 EMERGING CHANNEL OPPORTUNITIES IN THE AREA OF DATA ANALYTICS 25 WHAT THE CHANGES TO G-CLOUD MEAN FOR SUPPLIERS 32 REMOTE CONTROL 7th Gen Intel® Core™ vPro™ processorsocessors and Intel® Active Management Technologychnology help reduce on-site IT support costs.ts. SMART REMOTE MANAGEABILITY £ª®°£¢³¡£­¬[±§²£±³®®­°²¡­±²±µ§²¦°£«­²£¢§¥¬­±²§¡± WIRELESS DEVICE MANAGEMENT ¶£¡³²£°£«­²£¦§¥¦[°£±­ª³²§­¬°£§«¥§¬¥¤­°ª­µ£°1 SIMPLIFY PC LIFESTYLE TRANSITIONS §®£¢²§¬±£¡­¬¢±¤°­«¬·µ¦£°£°­³¬¢²¦£µ­°ª¢µ§²¦¬²£ª£«­²£ £¡³°£°±£¤­°¬²£ª¾­ª§¢²²£°§´£±1 ¬²£ª²£¡¦¬­ª­¥§£±Ì¤£²³°£±¬¢ £¬£ß²±¢£®£¬¢­¬±·±²£«¡­¬ß¥³°²§­¬¬¢«·°£¯³§°££¬ ª£¢¦°¢µ°£±­¤²µ°£­°±£°´§¡£¡²§´²§­¬£°¤­°«¬¡£´°§£±¢£®£¬¢§¬¥­¬±·±²£« ¡­¬ß¥³°²§­¬¦£¡©µ§²¦·­³°±·±²£««¬³¤¡²³°£°­°°£²§ª£°­°ª£°¬«­°£²¦²²®``±³®®­°²§¬²£ª¡­« ½¬²£ª­°®­°²§­¬ ªª°§¥¦²±°£±£°´£¢¬²£ª²¦£¬²£ªª­¥­¬²£ª­°£²¦£¬²£ª¶®£°§£¬¡£¦²Ì±¬±§¢£ª­¥­¬²£ª¶®£°§£¬¡£¦²Ì±¬±§¢£¬²£ª¬±§¢£ ¬¢¬²£ª´°­°£²°¢£«°©±­¤¬²£ª­°®­°²§­¬§¬²¦£¬¢`­°­²¦£°¡­³¬²°§£± Call our specialist sales teams North 01282 776776 South 01256 707070 a Company store.exertis.co.uk Haymarket House, 28-29 Haymarket, London SW1Y 4RX Tel: (020) 7316 9000 Editorial Editor Doug Woodburn 9517 [email protected] Deputy editor Hannah Breeze 9510 [email protected] Reporter Tom Wright 9097 [email protected] Avoiding a public Channelnomics.eu Content editor Sam Trendall 9813 [email protected] tongue-lashing Reporter Josh Budd 9154 [email protected]@incisivemedia.com Cold calling and emailing will One technology category that remain an indispensable tool in IT apparently doesn’t need much selling Production suppliers’ kitbags for years to come. ProductionSenior production editor Amyeditor Micklewright Amy Micklewright at all at the moment, however, is the Production executive Hyrie Mehmet 9779 But few would deny that it’s Internet of Things, and this week’s Group production editor Dan Parker getting tougher to impress potential Spotlight (p10) takes a look at some prospects in a world where CIOs and of the IoT case studies where resellers Advertising sales IT managers are extremely savvy and are enjoying the most traction. Commercial director Matt Dalton 9796 generally already know what they This issue’s cover story, meanwhile, [email protected] Head of global sales Nina Patel 9943 want to buy. is our Big Interview with Daisy [email protected] Some of the more clumsy chief executive Neil Muller (p16). Client manager Naomi Cregan 9259 approaches made by vendors and We caught up with Muller at [email protected] resellers are now being publicly Daisy’s Blackfriars office, which it Account director Jessica Feldman 9838 called out on LinkedIn, with some inherited through its recent £165m [email protected]@incisivemedia.com going viral. acquisition of Alternative Networks. Incisive Media London One post, However, further Group publishing director Alan Loader from the CISO “IT suppliers need only acquisitions Managing director, Incisive Business of a high- a small percentage of are unlikely for Jonathon Whiteley profile media the foreseeable company, prospects to bite, but these future, Muller Circulation, back issues & licensing Circulation, back issues & licensing named and told us, because Address changes, circulation, subscriptions public roastings will serve and back issues 0845 1551846, email shamed an IT he believes [email protected]@optimabiz.co.uk supplier for as a warning to anyone Daisy now has To subscribe to CRN visit: www.wdis.co.uk/crn continuing employing sneaky tactics” the end-to-end CRN is available for international licensing. to email him comms, IT and Contact [email protected] after he’d cloud capabilities requested they stop. Another slated necessary to generate significant CRN is published monthly by Incisive Business Media Limited, Haymarket House, 28-29 Haymarket, a supplier for cold calling him with organic growth. London, SW1Y 4RX. the line that their “vice president is This month’s packed issue also © 2017 Incisive Business Media (IP) Ltd in town”. includes features on the hottest Of course, IT suppliers need only a technology to come out of this year’s Printed by Headley Brothers Ltd. Mailed by Headley small percentage of prospects to bite, RSA Conference (p34), the potential Brothers Ltd. ISSN 1744-3156. but these public roastings will serve renaissance in the hardware Printed on paper from sustainable sources in Scandinavia. as a warning to anyone employing market (p18) and the government’s For custom editorial reprints contact Wrights Reprints sneaky or overly aggressive tactics. transformation strategy (p32). Plus at +1 877 652 5295 (international toll-free) Email: Experts I spoke to say resellers should our Special Report beginning on p25 [email protected] get more imaginative over their sales reveals some exclusive findings on CRN is distributed free to individuals who meet the and marketing strategies. This could the growth of data analytics and the publisher’s terms. Paid subscriptions UK £120, include supplementing traditional main drivers for spending in this Europe $150, Rest of World £280 All images are from www.istockphoto.com, unless approaches with social selling, market. stated content marketing and thought As ever, please get in touch with us leadership, or offering a ‘give-to-get’, via ChannelWeb or Twitter @CRN_UK. such as a free assessment, in their initial conversations with prospects. ■ Doug Woodburn is editor of CRN. MARCH 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 Infinigate The chief executive of the security distributor talks about his company’s M&A plans for the future SPOTLIGHT 10 Sensing an opportunity Channel opportunities abound as the Internet of Things really takes off FEATURE 18 Hardware In a time when cloud and digital transformation are making headlines, channel firms fly the flag for traditional hardware and its opportunities CHANNELNOMICS 20 THE BIG INTERVIEW 16 SPECIAL REPORT 25 Simply the best Daisy’s Neil Muller discusses the An in-depth look at the booming Channelnomics launches its Vendor Guidebook £720m firm’s recent M&A spree market for data analytics – containing details of the major vendors operating in the European channel – with a look at partner reward schemes INDUSTRY VOICE 37 How to sell your MSP for a tidy sum Make the most of your business when it’s time to sell up by following this advice from an expert in the field FEATURE 32 EMERGING TECH 34 The effect on the channel of the 2017’s RSA Conference was likened Government Transformation Strategy to the Wild West by one delegate RESEARCH 39 Managing critical IT events A DAY IN THE Due to nefarious reasons or simple LIFE OF... 41 mistakes, IT failures will occur. The Michael Keegan, channel has a role to play in ensuring that Fujitsu the aftermath is as smooth as possible The head of product business EMEIA at the Japanese vendor explains why DAVE 42 variety is the Offend a gender, vendor spice of life in a Dave turns his attention to casual sexism, role that requires spying dolls, a cheating Frenchman and international travel the tricky issue of robots paying tax MARCH 2017 CHANNELWEB.CO.UK 5 Windows 10 Pro means business. TravelMate P648/P658 PREMIUM PERFORMANCE TO BOOST YOUR BUSINESS The epitome of high-tech engineering and highspeed, TravelMate P6 series pushes the limits of mobile computing, with state-of- the-art technologies and stringent security to meet the requirements of executives and demanding business travellers. Features: • Slim, lightweight and with 8 hours battery life • Intel Core i5/i7 Processors • Windows 10 Pro • Secure with TPM, Biometric and Bios Protection FREE PRODOCK III DOCKING SOLUTION WORTH £129.99* *Whilst stocks last Call our specialist sales teams North 01282 776776 South 01256 707070 a Company store.exertis.co.uk Things we’ve learned this month Five things we’ve learned this month 1. THE ‘BIG FOUR’ ARE NOW THE ‘BIG THREE’ Ingram, Tech Data, Arrow and Avnet have dominated the global IT distribution market for decades, but that cosy quartet is now a member down. Tech Data and Avnet Technology Solutions are now formally one company, following the closure of the former’s $2.6bn (£2.1bn) acquisition of the latter at the start of March. Key UK and European figures at Avnet, including Grame Watt and Miriam Murphy, were immediately handed roles in the enlarged company, which has 14,000 staff, including 7,500 in Europe. Another former Avnet figure, Patrick Zammit (pictured), who has been crowned European president, said he aims to have Tech Data’s integration process complete in a year’s time, with Germany and the UK – the largest markets of both Avnet TS and Tech Data – expected to take the longest. “The overlap is of course going to have an impact on the support functions of each business, but I do not think that we will see big lay-offs at this stage,” he told CRN sister publication Channelnomics Europe. 2. AN AWS OUTAGE MEANS THE WORLD PAYS 3. THERE’S A NEW KING OF PRINT An outage at AWS which brought large swathes of the Danwood has been the king of the UK print and copier internet to its knees has left the industry pondering channel for decades, but – proving that no dynasty lasts whether the world has become too reliant on the giant. forever – the Lincoln-based giant has been snapped up The five-hour blackout on 28 February, caused by an by a pretender to its crown, Apogee. inputting error when AWS was debugging an issue with This is the largest deal yet for acquisitive Apogee, its S3 storage service, affected a variety of cloud services which promised to keep its foot on the M&A pedal and IoT devices. Fifty-four of the top 100 internet retailers when it took on private equity house Equistone Partners were affected with a decrease of 20 per cent or greater in Europe as an investor in September.
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