News in the Channel - issue #38

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Issue #38

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COMMENT

Brace position Uncertain times around the world are raising the prospect of a rise in prices for many goods and services – but businesses in the channel have weathered events like this before and will do so again if they must.

We’ve been here before: geopolitical events outside of our control threatening to make goods cost more and threaten profit margins for businesses in the channel. Since the USA and Israel launched its mission against Iran, oil prices have spiked. If the conflict continues for any length of time, prices could stay high, which would impact on the cost of a whole range of goods – and affect manufacturers, distributors and resellers in the channel, as well as customers. Now, there are a lot of ‘coulds’ out there – we don’t know with any certainty what will happen in the coming days, let alone weeks. But for those in the channel, this isn’t new territory. When Russia invaded Ukraine in 2022, oil prices spiked, and the cost of many things went up. Even events such as the Ever Given container ship getting stuck in the Suez Canal for six days in 2021 had an effect that took months to unravel. The prospect of rising costs adds to pricing worries already present in the channel. The cost of RAM has rocketed in recent months, in part due to demand from data centres, and this is impacting on businesses in the channel. Check out p28 for more on this. While times are uncertain, resellers have proven time and again they are resilient to these sorts of economic shocks and

will be so again this time. A focus on providing value for money and return of investment will likely be key – as will technologies that can provide efficiencies for customers. One technology that can provide efficiencies for businesses are AI PCs. Manufacturers have launched a range of AI-enabled PCs recently and interest in them is growing from customers as they appreciate the benefits that they can bring – and that they are designed for the demands of today and tomorrow. Read more on p32. But with an increasing reliance on devices

Dan Parton

and cloud computing, it means that the security and consistency of power supplies is paramount. A power outage even for a short period of time

can have a big impact on a business, which means that uninterruptable power supplies are becoming more business critical. Read more on p38. As ever, I hope you enjoy this issue. News in the Channel is for everyone in the channel, so if you have a topic you wish to see covered in a future issue – or you have a news story or thought leadership piece you would like to submit for consideration for publication – please drop me a line at dan@newsinthechannel.com. n

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CONTENTS

News You should know p8 Product launches Acer p12 Lenovo p14

Interview Tech Unlimited – p18

Tech Unlimited experienced a year of rapid growth in 2025, but it was down to a lot of hard work from the team and capitalising on the opportunities in the niche areas it operates in – and Tony Scully is confident that this growth can be built on in 2026.

Rising cost of RAM – p28

Interview Tech Unlimited p18

Circular economy p22 Rising cost of RAM p28

The cost of RAM has risen significantly recently, which is influencing customer demand and resellers must respond to this.

AI PCs p32

Uninterruptible power supplies p38 Northamber Layered cybersecurity p42

Uninterruptable power supplies – p38 Businesses are more reliant on technology and devices than ever before, which means a power outage – even for a short time – can have big consequences. This is why uninterruptable power supplies are becoming more important.

Barco Clickshare p45

Lexar 30th anniversary p50 AV/IT network integration p52 Legacy web forms p54 Stockies winner – PWD Supplies p58

Product launches Acer – p12

Acer has debuted its first Chromebooks for students powered by the MediaTek Kompanio 540 Processor, which aims to help students embrace a tech-forward curriculum and develop the skills they will need for later in life.

Lenovo – p14

Lenovo has released a tranche of new laptops aimed at businesses looking to increase their efficiency with the latest technology but at affordable prices.

BI AI laptops p60

People on the move p62

CONTENTS

Circular economy – p22

PWD Supplies enjoyed a successful 2025, growing sales in a tough market and topping it off with a win at the Stock in the Channel Awards – and the plan is for more of the same in 2026. Stockies winner: PWD Supplies – p58

Publishing Director Justin Penn 07816 573 186 justin@ newsinthechannel.com Editorial Dan Parton 07941 979 845 dan@ newsinthechannel.com Advertising Sales Martin Jenner-Hall 07824 552 116 martin@ newsinthechannel.com Market Analyst Wickus Bester wickus.bester@ stockinthechannel.com

As environmental concerns grow, more businesses are looking to the circular economy. But how can resellers get involved with this and ensure that they take advantage of the opportunities it brings?

AI PCs – p32

The number of AI PCs being launched by manufacturers is increasing, giving resellers more options to bring to customers – but the focus must be on outcomes, not specifications if value is to be realised.

AV/IT network integration – p52

Legacy web forms – p54

Legacy web forms may not be exciting, but they do provide an attack surface for cybercriminals and MSPs can help to keep them secure, as David Byrnes, VP of Global Channels at Kiteworks, explains.

Published by: In the Channel Media Ltd Company registration number: 14363401 Registered office address 14-18 Heddon Street,

How to create strategic opportunities by integrating AV/IT network, by Richard Jonker, VP Marketing & Business Development, NETGEAR Enterprise.

Mayfair, London, United Kingdom, W1B 4DA In conjunction with:

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NEWS

HP Security Report: AI-driven malware pressure intensifies

HP’s March 2026 Threat Insights Report has revealed how cybercriminals are increasingly using artificial intelligence and modular malware to scale attacks, with many prioritising speed and low cost over sophistication, yet still managing to bypass traditional security defences. According to the report, threat actors are assembling campaigns using ‘flat pack’ malware components purchased from hacker forums. These modular tools allow attackers to rapidly build, customise and deploy malware campaigns using reusable scripts and installers. Multiple threat groups are using similar building blocks, enabling them to launch attacks with minimal effort. The report identifies the growing use of AI-generated infection scripts, referred to as “vibe-hacking”. In one example, attackers used a fake invoice PDF containing a malicious link that silently

downloaded malware before redirecting the victim to a legitimate site, helping disguise the attack. In another campaign, attackers used malicious advertisements and search engine poisoning to direct victims to spoofed Teams websites. When users install the software, hidden Oyster Loader malware piggybacks on the installation process, infecting the device while the legitimate application appears to install normally. Alex Holland, Principal Threat Research, HP Security Lab, said: “It’s the classic project management triangle – speed, quality and cost. You often sacrifice one of them. What we’re seeing is many attackers are optimising for speed and cost, not quality. They are not using AI to raise the bar; they’re using it to move faster and reduce effort. The campaigns themselves are basic but the uncomfortable reality is they still work.” n

HP Wolf Security Threat Insights Report March 2026

TD SYNNEX appointed platinum partner for VIAVI Solutions

TD SYNNEX has been appointed as Platinum Partner/Distributor for VIAVI Solutions in the UK & Ireland, giving partners the opportunity to offer the company’s network performance and threat exposure monitoring and forensics services to their enterprise customers. Partners will also have access to VIAVI Solutions’ verifiable auditing tools for compliance regulations such as GDPR, HIPAA, NIS2 and SOX. VIAVI Solutions will benefit from TD SYNNEX’s reach into the UK and Ireland marketplace and its established relationships with partners active in key industries, such as finance, utilities, transportation, healthcare and oil and gas exploration, in which forensic monitoring of critical infrastructure, deep packet analysis and strong regulatory compliance are essential. As a VIAVI Platinum Partner/Distributor, TD SYNNEX

can deliver the higher levels of technical understanding and support required in these complex markets. “To compete effectively, enterprises need all elements of their infrastructure – both on-premises and cloud – to be running smoothly and be certain that they are fully compliant with key industry regulations,” said Jon Sawdon, business unit director, enterprise networking, Advanced Solutions, UK and Ireland, TD SYNNEX. “VIAVI Solutions gives partners a superior capability to manage the entire network and cloud environment. With full visibility of any current or pending issues that could impact speed, responsiveness, or security, they can ensure fast, safe and uninterrupted performance. At a time when attacks on networks are increasing in volume and sophistication, this can be a key differentiator for partners.” n

Jon Sawdon

uk.tdsynnex.com

NEWS

Risk Ledger launches ‘Zero-Friction’ Partner Programme Risk Ledger has launched its new Zero- Friction Partner Programme, designed to help consultancies, value-added

has been created to accelerate adoption of this approach — removing unnecessary channel complexity and enabling partners to move quickly. Key pillars of the programme include: 🎯 Concierge co-selling: Partners gain direct access to Risk Ledger subject matter experts for demonstrations, technical validation, and executive-level conversations 🎯 Transparent commercial model and deal protection: A clear deal registration

resellers and managed security service providers support clients in modernising supply chain security. As supply chain attacks increase and regulatory scrutiny intensifies, organisations are under growing pressure to demonstrate meaningful visibility across their supplier ecosystems. Traditional third-party risk management approaches — built around static questionnaires and siloed processes — often struggle to surface systemic risks such as concentration exposure or nth- party dependencies. Risk Ledger’s network-first Supply Chain Security Platform enables a more connected model, built on standardised third-party data, shared visibility, and continuous insight across interconnected organisations. The Zero-Friction Partner Programme

framework rewards origination and protects partner-led opportunities through defined first-in principles

riskledger.com

🎯 Network-driven value: Partners are not introducing isolated assessments. Instead, they connect clients into a growing ecosystem of organisations and suppliers sharing standardised security information. As participation

expands, collective visibility and efficiency increase across the network. n

Vertiv launches new Power Swap Program Vertiv has launched the Vertiv™ Power

Swap Program, a UK-wide trade- in initiative. The program enables businesses to replace older single-phase uninterruptible power supply (UPS) systems with innovative, energy-efficient Vertiv models, while minimising costs and environmental impact. As organisations increasingly prioritise responsible practices and operational efficiency, the Vertiv Power Swap Program facilitates the responsible collection, refurbishment, and recycling of legacy equipment, helping customers to reduce e-waste and align with environmental regulations like the WEEE standards. “While many UPS vendors offer recycling or limited trade-in options, the Vertiv Power Swap Program is designed specifically for the UK channel and single-

vertiv.com

phase UPS market, uniquely combining discount incentives and an efficient trade-in process. The Vertiv Power Swap program helps our partners to reduce their carbon footprint,” said Stuart McDougall, channel marketing specialist, Northern Europe at Vertiv. “With the launch of this new initiative, we’re supporting UK businesses to upgrade their power protection whilst decreasing their environmental impact. This is more than a discount – it’s a win for energy efficiency,

CONTINUED

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NEWS

budgets, and operational reliability.” The program delivers benefits including: ⚡ Savings of up to 40%: Customers can access significant discounts on new Vertiv UPS systems ⚡ Free on-site collection: Vertiv handles pickup of old units directly from customer sites, eliminating logistical hurdles like transportation and disposal

⚡ Fully managed experience: From initial registration to final recycling, Vertiv oversees the entire process ⚡ Access to new technologies with warranty coverage: Upgrade to Vertiv’s latest UPS solutions for mission-critical applications. The program is available to UK customers and partners until the end of 2026. n

Legrand expands UPS portfolio with Keor DK launch Legrand UK & Ireland has launched the Keor DK uninterruptible power supply (UPS) system. Engineered to provide

unity power factor (1.0), it provides the full rated capacity in active power, allowing users to maximise the load capability of the UPS without compromise. With hot-swappable VRLA batteries, maintenance and battery replacement can be performed safely and quickly without interrupting the connected load. From the 5kVA model upwards, systems can be paralleled up to four units to achieve higher capacity or redundancy, providing complete flexibility for growing installations. In addition, the Keor DK’s plug-and- play configuration simplifies installation and setup, reducing commissioning time and ensuring rapid deployment across a variety of applications. At the centre of the Keor DK’s intelligent design is a high-resolution LCD colour display equipped with integrated gravity sensors. This enables automatic screen rotation depending on whether the unit is installed in tower or rack orientation, ensuring optimal readability and user convenience in any configuration. The user management system provides real-time monitoring, event logging and predictive diagnostics, allowing users to identify potential issues before they occur. Combined with an automatic bypass, wide input voltage tolerance, and high overload capacity, the Keor DK ensures seamless power continuity under all operating conditions. n

dependable power protection with advanced functionality, the Keor DK delivers single-phase performance from 1 kVA to 20 kVA and is currently available with VRLA battery configurations. Building on Legrand’s long-standing expertise in power continuity, the Keor DK combines compact design, an intelligent interface and scalable flexibility. Most significantly, Legrand is introducing the range with an aggressive pricing structure, positioning the Keor DK as a challenger to established single- phase market leaders. By removing the traditional ‘price premium’ associated with high-spec power protection, Legrand is making enterprise-level resilience accessible to a broader range of sectors. The Keor DK operates with a true online double conversion (VFI) topology, ensuring clean, stable power output even in unstable grid conditions. Delivering a

legrand.co.uk

Koer DK

NEWS

e92plus launches EfficientIP partnership

e92plus has launched its partnership with EfficientIP, which will see e92plus provide EfficientIP’s integrated DDI solutions, DNS security, network automation and application traffic management offerings to its VAR, MSP and GSI network in the UK, Ireland, Nordics and Netherlands. Trusted for its technical expertise, innovation, and strong customer relationships, EfficientIP’s all-in-one technology helps organisations to simplify and accelerate their strategic IT initiatives by automating life-cycle IP management of apps and infrastructure across hybrid multi-cloud environments, steering application traffic, securing the network from the ground up, and strengthening zero trust enforcement. “Partnering with EfficientIP allows us to bridge the gap between networking and security. Their innovative approach

to DDI is a perfect fit for the e92plus ecosystem, and we look forward to driving significant growth together by helping our customers build more resilient, automated, and secure digital foundations.” said Mukesh Gupta, CEO at e92plus. Nick Itta, VP of Northern Europe at EfficientIP, added: “As enterprises scale across increasingly complex hybrid-cloud environments, the limitations of manual network management have become a significant bottleneck. Our partnership with e92plus is built on a shared vision: replacing legacy manual processes with an automation-first DDI strategy. By providing the visibility and control required to manage connectivity from the core to the edge, we are helping customers build agile, self-sufficient infrastructures that aren't just faster, but inherently more resilient and secure.” n

Nick Itta

efficientip.com

European IT leaders overwhelmingly positive on AI

The first AI findings from ‘ Building Core Resilience ” a new research study from Advania, points to productivity increases and enhanced cybersecurity because of early AI adoption. The survey, conducted by Censuswide, polled 1,236 senior IT decision-makers across the European countries in which Advania operates. Some 71% of IT leaders surveyed now view AI as overwhelmingly positive. They also dismissed the negative impact for their future employment prospects, with just 8% believing in-house IT headcount is at risk. Across mid-market organisations, AI is in use to enhance cybersecurity, improve customer satisfaction and increase productivity by saving time spent on day- to-day operations. Despite widespread but cautious AI

adoption, IT leaders are alert to the issues of technical debt and greater complexity, which the rapid adoption of all new technologies often brings. They are moving with caution: 76% of mid- market organisations believe they still lack clear strategies to bridge the gap between business outcomes and the benefits AI can deliver. “This survey shows that while the media focus with AI is often on big tech and concerns from the general public, mid-market organisations have seized the day,” said Chris O’Brien, CTO of Advania UK. “IT leaders are confident that there is more to be gained than feared from AI. That said, many tech leaders see a clear gap between the potential for AI and what it is delivering today.” n

Building core resilience Mid-market tech challenges report

Second edition

www.advania.co.uk

advania.co.uk

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PRODUCT LAUNCH ACER CHROMEBOOK SPIN 311 AND 311

Tech at the right price Acer has debuted its first Chromebooks for students powered by the MediaTek Kompanio 540 Processor, which aims to help students embrace a tech-forward curriculum and develop the skills they will need for later in life.

For schools, laptops are an integral part of classrooms, but buyers will look for the latest and most efficient technology but only at the right price, as budgets are, as ever, tight. Acer has launched its Acer Chromebook Spin 311 and Acer Chromebook 311, its first education Chromebooks powered by the newly available MediaTek Kompanio 540 processor. The Chromebooks have the features and performance teachers want to help students embrace modern technology, but they are also available at reasonable prices and with a reduced total cost of ownership. Performance and battery life As mentioned, the Chromebooks are powered by the MediaTek Kompanio 540 processor, which enables smooth performance for everyday learning and demanding applications such as STEM programs and Minecraft® Education Edition. In addition, the new Chromebooks provide up to 15 hours of battery life and have fast-charging capabilities, making them ideal for students in 1:1 programs that take their devices home for after-school enrichment, as well as for lab and classroom environments where students share devices. The Chromebooks also have a power-efficient design resulting in fanless operation that is whisper-quiet. The Chromebook Spin 311 (R725T) has a convertible design with 360-degree hinges that allow it to be used in four

Acer Chromebook Spin 311

different modes, including tablet mode for reading, sketching and taking notes. Meanwhile, the Chromebook 311 (C725) has a traditional clamshell design that is compact and lightweight, so young learners can easily use and transport it. Both models feature an 11.6-inch LED- backlit HD (1366x768) display with IPS technology, while the Chromebook Spin 311 also has the option for an Antimicrobial Corning® Gorilla® Glass display. Both Chromebooks can also be purchased with an optional TÜV Rheinland-certified display that offers low blue-light emissions. The Chromebooks provide access to a range of features that enhance the student experience. Both feature a Full HD webcam supported by dual microphones for class projects and have the option for a world-facing camera for engaging science and art projects. The dedicated Quick Insert key on both Chromebooks encourages student creativity and efficiency by providing one- touch access to tools, menus and other applications. In addition, both systems are offered with up to Wi-Fi 7 and Bluetooth 5.3 for strong and reliable connections to the network and peripherals.

The Chromebooks are powered by the MediaTek Kompanio 540 processor, which enables smooth performance for everyday learning and demanding applications such as STEM programs and Minecraft® Education Edition

31026

PRODUCT LAUNCH ACER CHROMEBOOK SPIN 311 AND 311

Maximising school budgets The Chromebooks meet MIL-STD 810H testing standards and have durability features that protect schools’ investments and reduce total cost of ownership. Each Chromebook has an impact-resistant exterior, shock-absorbent bumpers, and internal honeycomb design that protects it from drops as high as 122cm, making them ideal for unpredictable classroom environments from nursery to year 13. Brackets along the LCD panel and I/O ports provide reinforcement to withstand rough handling and repeated use. Both Chromebooks have a keyboard with a drainage system that routes water out of the device to help protect internal components from spills up to 330ml. The Chromebooks have several modular design features that facilitate easy and affordable repairs and replacement, leading to maximum student uptime. The serviceable keyboard can be completely removed and replaced by removing just two screws, and it also has mechanically anchored keys that are difficult for students to remove but simple for IT personnel to repair. In addition, the serviceable USB Type-C port is modular, so repairs and replacements can be quickly made to it if damaged.

Acer Chromebook Spin 311

sustainability goals; for instance, they utilise PCR plastics, eco-friendly packaging and energy-efficient designs for an overall reduced environmental impact. In addition, they are EPEAT registered, as well as Energy Star and TCO-certified. Chrome Education Upgrade The Chromebooks are available to schools with Chrome Education Upgrade, enhancing deployment, onboarding, security and IT support for an entire fleet of Chromebooks. It helps protect sensitive data, so that administrators, teachers and students can focus on utilising their Chromebooks for learning. IT departments can easily manage devices at scale, conduct admin support, and have new Acer Chromebooks automatically enrolled at school sites through zero-touch enrolment. “Acer Chromebooks are acclaimed as a foundational technology to prepare K-12 students for a lifetime of learning,” said James Lin, general manager, Notebooks, Acer Inc. “Their durability, flexibility and ease-of-use help students collaborate and embrace new concepts with enthusiasm. Plus, they help teachers more effectively implement personalised learning strategies for their students, while IT departments can effectively manage Chromebooks to ensure sustainable operation and uninterrupted student learning.” n

James Lin

acer.com

“

With sustainability an increasing concern for schools, buyers will be pleased to note that the new Chromebooks contribute to Acer’s

[Acer Chromebook’s] durability, flexibility and ease-of-use help students collaborate and

embrace new concepts with enthusiasm.

Acer Chromebook 311

”

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PRODUCT LAUNCHES LENOVO

Creative thinking

Lenovo has released a tranche of new laptops aimed at businesses looking to increase their efficiency with the latest technology but at affordable prices.

Lenovo announced a raft of new laptop releases at MWC 2026, which enhances its portfolio of AI-powered business devices, intelligent form factors and enterprise- ready platforms, designed to help organisations scale AI with confidence. Here are some of the highlights. ThinkTab X11 Lenovo’s ThinkTab X11 is a rugged Android tablet, extending Lenovo’s Think ecosystem beyond traditional PCs. Designed for demanding frontline and industrial environments, ThinkTab X11 is aimed at workers in the logistics, manufacturing, construction, transportation and energy sectors. Powered by the Snapdragon® 7s Gen 3 Mobile Platform, ThinkTab X11 delivers reliable performance, efficient power consumption and integrated connectivity for always-on frontline workflows. The device is tested to MIL-STD-810H standards and features IP68-rated durability, enabling operation in harsh conditions, while a bright display with glove and wet-touch support ensures usability on job sites and in outdoor environments.

To support continuous operation, ThinkTab X11 includes a screwless

removable battery with battery-less mode, allowing the device to remain powered in fixed, vehicle-mounted or shift-based scenarios. Dual USB-C ports enable simultaneous charging and peripheral connectivity, while front-mounted NFC supports convenient, protected data capture for inventory management, access control and field authentication. Integrated enterprise management and security capabilities help organisations deploy and manage ThinkTab X11 at scale. ThinkPad T-Series Lenovo continues to evolve its core commercial PC portfolio with the latest ThinkPad T-Series Copilot+ PCs. Updated for 2026, the ThinkPad T-Series introduces meaningful enhancements focused on repairability, usability and AI readiness. Across the lineup, models feature a new optional 5MP camera with computer vision and vHDR for clearer video in varied lighting conditions, complemented by larger speakers to enhance audio and hybrid meeting experiences. Lenovo is also introducing a new colour choice within the T Series portfolio, Cosmic Blue, on the ThinkPad T14 Gen 7 and T14s Gen 7 to provide a refined modern alternative alongside the platform’s proven scalability and repairability. Serviceability remains a focus. Select models achieve class-leading4 iFixit repairability scores, supported by easier bottom D-cover access, simplified internal layouts and expanded customer-replaceable components such

Designed for demanding frontline and industrial

environments, ThinkTab X11 is aimed at workers in the logistics, manufacturing, construction, transportation and energy sectors.

ThinkTab X11

PRODUCT LAUNCHES LENOVO

lifecycle value. Available with Intel® Core Ultra Series 3 processors with Intel vPro® or AMD Ryzen™ AI PRO 400 Series processors, the ThinkPad T14 and T16, Windows 11 Pro Copilot+ PCs, are designed to deliver balanced performance and efficiency for everyday business workloads. With up to 30W TDP and LPCAMM2 memory on Intel models, the T14 is optimised for modern hybrid work environments.

ThinkPad T-Series

as batteries and USB-C ports. These updates help reduce downtime, extend device lifecycles and lower total cost of ownership for enterprise fleets running Windows 11 Pro. In addition to serviceability, select ThinkPad models have recently earned third-party Calm Tech Certified ™ Platinum certification, recognising designs intended to reduce cognitive load and support sustained focus in professional environments. The certification evaluates factors including ergonomics, attention management, durability, light and sound.

ThinkPad X13 Detachable Building on the ThinkPad foundation, Lenovo extends its

ThinkPad X13 Detachable

portfolio with the ThinkPad X13 Detachable,

Core features such as the tactile ThinkPad keyboard, TrackPoint™

a detachable designed for professionals who require flexibility and

navigation, low blue light display options, physical camera shutters, and clear LED status indicators are designed to work with human attention rather than compete for it. ThinkPad laptops also feature audio cues that provide clear audible feedback for key system events, such as volume, battery levels and charge status, making device interactions more accessible for people who are blind or visually impaired. As AI becomes more embedded in daily workflows, Lenovo continues to prioritise clarity, usability, and inclusive design across the ThinkPad portfolio.

mobility without sacrificing performance or usability. Running Windows 11 Pro with Intel® Core Ultra Series 3 processors featuring up to 64GB of memory, the X13 Detachable delivers responsive performance in a lightweight design optimised for touch-first workflows. It includes a high-resolution 13-inch display with up to 500 nits brightness and dual Thunderbolt™ 4 USB-C ports. The updated detachable keyboard features full-size keys with 1.5mm key travel, delivering the familiar ThinkPad typing experience in a compact, flexible form factor. Integrated pen support includes a full-size ergonomic pen that securely docks and recharges within the folio keyboard, providing an elegant and practical pen management solution for efficient notetaking, data entry and content interaction. Field-replaceable components, including the battery and USB-C ports, reinforce Lenovo’s continued focus on repairability and lifecycle longevity. n

ThinkPad laptops also feature audio cues that provide clear audible feedback for key system events, such as volume, battery levels, and charge status, making device interactions more accessible for people who are blind or visually impaired.

ThinkPad T14 Gen 7 and ThinkPad T16 Gen 5

The ThinkPad T14 Gen 7 and ThinkPad T16 Gen 5 continue Lenovo’s mainstream commercial workhorse tradition, updated for 2026 with performance, design and collaboration improvements. Reinforcing ThinkPad’s commitment to longevity and serviceability, the latest generation earns an iFixit repairability score of 10 out of 10, making maintenance and upgrades easier for IT teams and extending device

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PRODUCT REVIEW

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INTERVIEW

Unlimited potential

0180

TECH UNLIMITED

In the UK, about 60% of small businesses fold within the first five years. For a company to make it past that marker deserves praise – even more so when it was established in 2020 during the COVID pandemic. But to survive is one thing, to thrive is quite another – but that is what Tech Unlimited has done. After posting consistent growth ever since it was established, the figures rocketed in 2025 to 100% growth. This provided what chief executive Tony Scully – who founded the company alongside sales director Sunil Jina and commercial director Louis Dupigny – calls “a real turning point” for the business. Tony says the company’s success was down to several factors, including winning a couple of major tenders, as well as some of its reseller customers being involved in big rollouts and new brands coming on board to expand the company’s product and customer base. “When it was added together, it resulted in this exceptional growth,” he says. “We had budgeted for 30%, but 2025 far exceeded our expectations.” Another success – as well as a challenge – was establishing TU Europe in 2025. “We have recently won our first European order,” says Tony. “Last year, we decided that we wouldn’t let setting up TU Europe distract us from our core business, but at the same time, we wanted to set it up properly and enter 2026 with every form and box and numerous bits of red tape that you need ticked with a plan in place. That was a challenge, but we achieved our goal and now we can build on that this year.” Tony is clear on another factor that has been key in Tech Unlimited’s success. “To do all this required a phenomenal amount of hard work and a little bit of luck,” he says. “But as the golfer Gary Player said, ‘the more I practise, the luckier I get’. Last year stretched us, it bent us out of shape, and we had to stop and think what we

were doing and whether we could sustain it. But we are incredibly lucky to have the team we have. At times like this, you get to see how people react and the team got on board with everything we were doing and were excited about what was happening rather than thinking, ‘I wanted to have an easy month.’” Subject experts Tech Unlimited specialises in the education, healthcare, public and B2B spaces, and this was a conscious decision at the start, as Tony wanted the company to be experts in their subjects. “We know what the expectations, demands and sales cycles are from our resellers and their end users,” says Tony. “We’re price driven, but we are experts

Tony Scully operations director

techunlimited.co

too and aligned with their needs.” Also, because Tech Unlimited is a

relatively small company, it enables it to take a personalised and flexible approach to customers. “When we’re talking to our core customers, it is on a friend basis rather than a work basis,” Tony says. “We know their expectations and what they need.”

“

When we're talking to our core customers, it is on a friend basis rather than a work basis... ...We know their expectations and what they need.

”

Tech Unlimited can also be responsive. “If someone rings us up and says, ‘We bought 50 keyboards from you and the customer said one’s gone wrong’ Our answer is that they’ll get a new one tomorrow. But this doesn’t happen very often.” Another key to Tech Unlimited’s success is the support it has had from its brands. “On pre-day one, our model was based on bringing in brands that were product

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TECH UNLIMITED

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subject specialists, robust logistically and finance-wise and had pockets of success globally. We found that lots of these brands, when they were one of several hundred in a broadline distie would get zero love or attention from them – but we could give them that and help grow their sales in these markets.” Success in tough markets Tech Unlimited’s success has come in market conditions that are, overall, quite tough for many in the sector. As some operators in the sector have experienced trouble in the past 12 months, Tech Unlimited has been able to add brands to its portfolio as a result – although Tony notes that the company is selective, brands have to be the right fit – and these have helped the company grow its market share in its niches. Looking forward, Tony remains optimistic about Tech Unlimited’s prospects, and the company is on top of emerging trends. For instance, there is the government-led direction on the use of mobile phones in education settings, and children increasingly having to put them in special pouches for the duration of the school day. “For us, one of the key things is to make sure that we’re getting a good slice of the pie, and if possible, be ahead of the curve, and that something we put a lot of time and effort into over the last six months,” he says. “For instance, the pouch not only needs to be secure, but it needs to stop a phone

from sending a message to the child’s smartwatch too. There is a lot of money that is going to be spent in that space in the coming months and we have got the products in place in anticipation of that.”

“

VR headsets are another area set for growth. “It’s an interesting space that we want to get involved in,” says Tony. “I’m not sure whether the revenue for VR headsets will be there this year, but it’s an area we want to invest time and effort into for the future as we are confident demand will increase. Whereas the phone requirement, people are going to have to act quickly on that this year.” With this, along with consistent demand in other product areas, Tony feels there is much for Tech Unlimited to be optimistic about as 2026 progresses. “But we always are on guard because you never know what can happen or what the market’s going to throw at you – we are prepared for anything,” he adds. But as Tony said, with the company’s work ethic, Tech Unlimited is well set to continue the growth trajectory it has experienced since its establishment for some time to come. n

I'm not sure whether the

revenue for VR headsets will be there this year, but it's an area we want to invest time and effort into for the future as we are confident demand will increase.

”

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00 21

CIRCULAR ECONOMY

A round to it As environmental concerns grow, more businesses are looking to the circular economy. But how can resellers get

involved with this and ensure that they take advantage of the opportunities it brings?

CIRCULAR ECONOMY

Sustainability is a key priority for many businesses and as part of that, the circular economy is gaining popularity, as they seek to back up policies with demonstrable actions. Wendi Latko, vice president, EHS & Sustainability at Xerox, says circularity is not a ‘nice-to-have’ environmental initiative. “It is a prerequisite for public tenders and a strategic lever to meet ESG goals, reduce environmental impact and future-proof their operations,” she says. “Clients and partners seek clearer evidence of impact rather than broad commitments. They often look for transparent, decision-ready data, for example, lifecycle footprint information, materials composition, end-of-life pathways and the ability to demonstrate reductions year over year. “Interest tends to rise fastest when circular approaches deliver clear operational value: lower total cost of ownership, improved asset utilisation, reduced waste and simplified compliance. The key expectation is credibility; customers want circular claims that are verifiable and measurable, not marketing- led.” Dan Wogan, managed print specialist at Epson UK, notes that circular economy principles are increasingly embedded within ESG frameworks rather than treated as standalone environmental initiatives. “Businesses are scrutinising how long products last, how they are serviced, what happens at end of life, and how supply chains can be optimised to minimise waste,” he adds. “Organisations are seeking clear evidence that their technology partners can support lifecycle extension and waste reduction in measurable and accountable ways.” Chris Bates, services director – Endpoint Solutions, UK and Ireland, TD SYNNEX, says interest in the circular economy remains high among IT buyers. “It’s especially important for businesses to

know that when they dispose of hardware, none of the products or components will go to landfill and that instead, the equipment can be refurbished and reused or recycled,” he says.

“

Businesses are scrutinising how long products last, how they are serviced, what happens at end of life, and how supply chains can be optimised to minimise waste.

Manufacturer response Manufacturers are responding to the increase in demand for the circular economy. Dan says manufacturers are rethinking the entire product lifecycle. “That starts at the design stage, creating devices with fewer consumables and longer service intervals, and continues through to recycling programmes and responsible end-of-life management,” he adds. “In print, heat-free inkjet technology reduces mechanical stress and energy consumption compared to traditional laser devices. Fewer moving parts mean less wear and tear, contributing to longer product lifespans and fewer replacement parts. High-yield ink systems further reduce packaging volumes and overall consumables waste. “Manufacturers are also going beyond just product improvements. Epson’s Environmental Vision 2050, for example, is a strategic pledge to become carbon negative and underground resource-free by 2050. Achieving this would mean the elimination of the use of non-renewable underground resources such as oil and metal wherever possible. In simple terms,

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CIRCULAR ECONOMY

CONTINUED

an important role in driving life cycle extension. “The Xerox Renewal Advisor and the Lexmark Smart Refresh programme use predictive AI- and IoT- driven device diagnostics and analytics to retain and redeploy devices, prolonging useful life, preventing premature refreshes and cutting embodied carbon at fleet scale. For one of our two EU projects, to which we are the exclusive print OEM partner, we are testing AI and IoT to automate remanufacturing and make it even more efficient and cost-effective.”

it’s about making new products from resources that already exist above ground and keeping materials in circulation for as long as possible. “We’re also seeing extended warranties and serviceable-life programmes becoming more prominent. Longer warranties, such as Epson’s eight-year warranty, help keep devices in the field for longer and represent one of the most tangible ways manufacturers can support circularity while reducing total cost of ownership and e-waste.” Wendi notes that Xerox and Lexmark have been early pioneers in remanufacturing, are members of the European Remanufacturing Council and the Quocirca Sustainability Alliance. “At Xerox, we are embedding circular economy principles across the entire product lifecycle, rather than treating circularity as a standalone initiative,” she adds. “This starts at the design stage, with products engineered for durability, repairability, upgradeability and recyclability, goes on to efficient use and finally to responsible refurbishment and remanufacturing – to truly close the material loop and significantly minimise new material demand. “Enabled by our global hardware and supplies collection programmes, our refurbished and remanufactured devices help us achieve around 90% material reuse by weight on average and up to 99% landfill avoidance. Lexmark and Xerox cartridges can be remanufactured up to 10 times, the industry standard stands at two to three times. Recycling is the last resort, when remanufacturing or refurbishment is no longer possible. “Xerox has introduced office devices with up to 47% PCR plastic since 2021, with a minimum 25% PCR target for new products. The new Lexmark 9-Series integrates industry-leading 56% PCR (MFPs) and 73% PCR (printers) by weight.” Wendi adds that AI and IoT play

Contributors

Wendi Latko

xerox.co.uk

Dan Wogan

Vital role Resellers can play an important role in helping customers to partake in the circular economy. “Partners can offer trade-ins on any hardware device,” says Chris. “We have a comprehensive solution and can offer to take back products for full refurbishment and reuse or for recycling. “Everyone benefits from a trade-in – the customer can be sure their old hardware is being fed back into the circular economy, which will help them with their own sustainability goals. They will also realise some end-of-life value from those products, which they can offset against the purchase of new equipment. This makes it easier for them to invest, and that, of course, also benefits the reseller partner. “By providing a trade-in option that feeds into the circular economy, the partner is also helping to make the

epson.co.uk

Chris Bates

uk.tdsynnex.com

CIRCULAR ECONOMY

technology industry more sustainable while providing a significant value-added service for the end user customer.” Wendi says Xerox equips partners with data-rich tools, turnkey services, training and go-to-market support so they can lead credible sustainability-focused conversations, deliver measurable outcomes and report progress with confidence. “This ensures that partners can help their clients meet their sustainability goals, which in turn supports partner growth through enhanced total customer value and new revenue streams. “When it comes to training and marketing materials, our structured e-learning and certifications help partners speak credibly about sustainability and tie outcomes to customer CSR goals. The new Xerox Sustainability Solutions Specialisation was created for partners that want to better align their offerings to help meet the sustainability needs of their clients. Partner Portal assets, campaign kits, and Email Engine provide co- brandable collateral, landing pages and social content focused on sustainability. “Xerox® MPS Advanced Analytics provides real-time insights and a dedicated Sustainability View to track progress against key environmental KPIs, with its Carbon Lifecycle Emissions dashboard offering clients the carbon footprint related to device manufacturing, transport to installation site, usage, service, and end of life recycling. This is enhanced by the Lexmark CO2mpute Carbon Calculator, which also provides life cycle-based carbon footprint reporting on a device level.” Dan says resellers are in a powerful position as advisors. “They can guide customers toward technologies designed for longevity and lower intervention, while helping to implement strategies that prioritise optimisation and environmental impact over unnecessary upgrades. “Practical steps include championing products built to last, recommending

extended service options, supporting return-and-recycle programmes and exploring refurbished or remanufactured

solutions where appropriate. “They can also recommend

technologies such as Epson’s PaperLab, which allows organisations to recycle used paper on-site using dry fibre technology. This same technology is now being also being explored outside of office environments, including in the fashion industry to support more sustainable textile production. A demonstration of how circular thinking can influence multiple sectors. “Most importantly, resellers can help translate sustainability ambitions into practical operational decisions. Many customers understand the concept of circularity but need help applying it to their infrastructure in a way that balances performance, cost and environmental responsibility.” Opportunities The circular economy presents a range of opportunities for resellers. “Circularity opens the door to more consultative, value-led conversations,” Dan says. “Instead of competing solely on upfront price, resellers can focus on lifecycle cost, energy savings and ESG alignment. “It also creates opportunities for recurring revenue through managed services, maintenance agreements, device refresh planning and optimisation reporting – all of which support customers in embedding circular principles into their operations. By helping customers implement and maintain these strategies, resellers can strengthen long-term partnerships and differentiate themselves in an increasingly competitive market.” Chris says that used devices can have a significant value and by trading them in with TD SYNNEX, customers can achieve best-in-class return rates. “Being able to provide an assurance that equipment will go back into the circular economy

“

Everyone benefits from a trade-in – the customer can be sure their old hardware is being fed back into the circular economy, which will help them with their own sustainability goals. They will also realise some end-of- life value from those products, which they can offset against the purchase of new equipment.

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