News in the Channel - issue #33

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Issue #33

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COMMENT

Rule of three News in the Channel is three years old this month, and it is remarkable how much technology and solutions in the channel have evolved in that time. The next three years look like they will be just as dynamic too.

A lot can change in three years. When News in the Channel was first published in October 2022, the world was still recovering from the COVID pandemic, the economy could best be described as “challenging” thanks to Liz Truss’ disastrous mini-Budget and AI was still something that many people still associated with science fiction.

and the like – the furniture they use is equally important if employees are to be as efficient as possible, which is something resellers should be alive to. Read more on 45. But sometimes, we can mix the future and the past. In this issue, we have an interview with Jason Chibnall, who gives the inside story on how and why the respected Hammer Distribution

Dan Parton

Now, the pandemic is a fading memory, and, while the economy is still sluggish, AI is now part of everyday life for many people and businesses. With AI now permeating many aspects of how we do business – and will continue to in the months and years to

name has returned to the channel this month after a rebranding, and how

the company is looking to develop and provide more services for businesses in the channel in the future. Read more on p25. While much has changed in

three years, the next three look like being just as transformative. Experts I have spoken to say that we are still at the beginning of realising the capabilities of AI – so all in the channel need to be across its developments. As always, I hope you enjoy the issue. Remember, News is in the Channel covers all aspects of, and businesses in, the channel, so if you have a topic you would like to see covered in a future issue – or have an opinion piece or news story you want to submit for consideration for publication – please drop me a line at dan@newsinthechannel.com n

come – it means that businesses require more computing power to achieve this, which, in turn, is putting more pressure on data centres and how they are cooled. Increasingly, attention must be paid to this issue and the methods chosen to do it most effectively. Read more on p52. Also, back in 2022, hybrid working was becoming established as a business norm. While it had been around for years, it was the pandemic that turbocharged adoption of it. But since then, many people have opted to work from home more regularly, and this means they need equipment for it. It isn’t just about laptops, headsets

See the 2025 SHORTLISTS and VOTE

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CONTENTS

News You should know p8 Product Review Philips 34" Curved Monitor p14 Lenovo ThinkPad X1 2-in-1 Gen 10 p18 Nimans Paul Burns, MD p20 Hammer Distribution Jason Chibnall, MD p25 Fortinet | Exclusive Networks The Fortinet Patner Advantage p31 Stockies A word from... Westcoast p39 Eaton p40 Compliance as a Service p41 Ergonomic Furniture p45 Sustainabiity Snom innovation p50 Data Center Cooling p52 AMD Anjana Srinivasan p57 Circular IT p62 Shure Collaboration p64

Hammer Distribution – p25

Nimans – p20

Nimans has been a name in the technology sector for 40 years and, as Paul Burn explains, a combination of reliability and innovation – as well as good old fashioned customer service – is key to the company’s continuing prosperity.

A fondly remembered name has returned to the channel with Exertis Enterprise rebranding as Hammer Distribution. As Jason Chibnall explains, for customers, they will get the same great service they are used to – and more.

Compliance as a Service – p41 Compliance is becoming an increasingly big – and complicated – part of many businesses’ existence, so it is no surprise that growing numbers, especially SMBs, are looking to outsource this, and resellers can provide the answer.

Product Review: Philips – p14

Product Review: Lenovo – p18

Lenovo’s ThinkPad X1 2-in-1 Gen 10 Aura Edition is aimed at professionals and has been designed to give them all the features they need now – and in the future.

Eagle Eye BI Data Storage Mediums p66 On the move p68 STOCKIES 2025 Shortlists p71

The Philips 34-inch curved monitor 34B2U6603CH is designed to boost productivity with a high-definition display, advanced connectivity, Smart KVM switching, and a high-resolution pop-up webcam, making it ideal for collaborative hybrid work environments.

CONTENTS

Data Centre Cooling – p52

The Shortlists

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

With AI putting more pressure on data centres than ever, the issue of how these are cooled is also important – and this can create problems for businesses, which resellers need to be aware of.

The STOCKIES 2025 award SHORTLISTS have been announced.

In association with

Ergonomic Furniture – p45

Hybrid working is now well established in many organisations, but some are still not ensuring that home work stations are ergonomically optimised, and this can lead to problems for individuals and their employers if not addressed.

AMD – p57

Circular IT – p62

Electronic waste has emerged as one of the fastest-growing waste streams globally, fuelled by rapid innovation, short product lifecycles and the growing demand for digital infrastructure.

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

Anjana Srinivasan took over as AMD’s EMEA commercial channel chief earlier this year and is now focused on developing the company’s market share in the UK – for which the channel is central to her plans.

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

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NEWS

Westcon-Comstor launches white- labelled UiPath automation services

Westcon-Comstor has launched a white- labelled UiPath offering that enables channel partners to launch and scale automation services while avoiding the cost and complexity of building a dedicated practice. UiPath is a leader in agentic automation, empowering enterprises to harness the potential of AI agents to autonomously execute and optimise complex business processes. The UiPath Platform combines controlled agency, developer flexibility and seamless integration to help organisations scale agentic automation safely and confidently. Committed to security, governance and interoperability, UiPath supports enterprises as they transition into a future where automation delivers on the potential of AI to transform industries. Westcon’s collaboration with UiPath is designed to remove barriers to entry by offering a complete professional services framework that partners can

deliver under their own brand. This spans implementation, integration, training and optimisation services and positions partners as strategic advisors rather than transactional suppliers. With UiPath providing the technology foundation, partners can retain full ownership of the customer relationship while accelerating time-to-value and unlocking new, margin-rich recurring revenue streams – all without the overheads associated with building an offering from scratch. Moving from idea to execution in weeks, partners can offer a full spectrum of UiPath-aligned services, from strategy and operating model design to implementation, enablement and value realisation. There is also support for partners on identification and validation of high-potential automation opportunities, including in generative AI and agentic AI. n

TD SYNNEX brings Boxphish solutions to partners

TD SYNNEX has formed an agreement with Boxphish, a provider of cybersecurity awareness training, giving partners the opportunity to add more value for their customers with the company’s subscription-based solutions. In addition to initial and on-going cybersecurity awareness training, phishing simulations and dark web monitoring services offered by Boxphish can be incorporated into a single, fully tailored solution, enabling partners to provide a comprehensive service to their customers. The awareness training is available via cloud-based resources, allowing customers to consume content at their own pace, with hands-on support provided by Boxphish experts. “Boxphish awareness training is a highly

complementary addition to our portfolio,” said Scott Rogers, senior business unit director – security, UK, TD SYNNEX. “Alongside the expertise and experience that we have within the TD SYNNEX UK security practice, it enables MSSPs and specialist security partners to offer an even more comprehensive set of options. With Boxphish they can broaden their value proposition and provide what’s become an essential element of an effective cybersecurity posture to their customers.” Boxphish CEO Nick Deacon Elliott added: “We’ll be working closely with the TD SYNNEX security practice to ensure partners can maximise their potential with our awareness training, phishing simulation and dark web services.” n

Nick Deacon Elliott CEO

boxphish.com

NEWS

Email remains big security risk

Email remains the biggest soft spot in enterprise security, even as phishing scams, impersonation attacks and regulatory scrutiny intensify, according to survey findings from Exclaimer. UK IT leaders estimate that 52% of all organisational communication still runs through email, yet 83% report suffering at least one email-related security incident, with 49% hit in the past 12 months alone. On average, IT leaders say 36% of all security incidents are email-driven, underlining the inbox as a persistent national attack surface. Exclaimer’s The UK Business Email Report surveyed 1,003 UK IT leaders including CIOs, CTOs, IT managers and security officers. When asked to name their biggest email security challenges, IT leaders put external threats such as phishing, spoofing and

spam at the top of their list (cited by 42% of respondents). Almost as many highlighted the difficulty of balancing security with ease of use (39%) and ensuring strong encryption (38%). The most common defences now in place are employee security awareness training (47%) and email filtering (46%), with multi-factor authentication (41%) also widely adopted. More advanced measures such as AI-driven threat detection (38%) are gaining traction, signalling a gradual but broad shift towards layered protection. But leaders are clear it won’t stand still. When asked which trends will have the biggest impact by 2030, the top three were stronger security and encryption standards (45%), tighter integration with real-time collaboration tools (41%) and AI- driven automation (41%). n

Enterprises prioritise sustainability, but discount AV technology Businesses may be making bold commitments to sustainability, but

point for the AV industry with 61% of businesses are already considering the impact of e-waste in technology procurement decisions. In addition, by the end of 2025, 72% of AV teams will have clearly defined sustainability targets. At a more practical level, businesses are waking up to how AV can support energy efficiency in offices and at home. Indeed, 64% believe AV decisions can reduce the energy consumption of remote workers. Inside the office, the spotlight is shifting toward smart building solutions. Also 31% of organisations are investing in smart building analytics to optimise lighting and temperature based on occupancy and cut waste at scale. Still, challenges remain as 45% admit they lack adequate insight into how physical space is being used, limiting their ability to make the most of sustainability gains. n

many are overlooking a hidden lever in their ESG strategies: audio-visual (AV) technology. Research from Kinly’s Trusted Connections 2025 report reveals that 41% of organisations still do not value the role AV can play in improving sustainability, despite mounting evidence that smarter workplace technology can make a measurable difference. This disconnect is surprising given that 63% say their AV teams are involved in hitting carbon reduction targets and that AV innovation is already delivering measurable change. In fact, 39% of organisations that have undergone workplace transformation projects in the past year reported improved sustainability as a direct result. The data paints a picture of a turning

41% of organisations still do not value the role AV can play in improving sustainability despite mounting evidence... “ ”

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NEWS

JumpCloud introduces simplified way to manage IT assets JumpCloud Inc. has launched JumpCloud Asset Management, which provides IT teams with a way to automatically track, tracking 🎯 Smarter financial management: Make data-driven decisions leveraging asset

manage and report on all IT assets. JumpCloud Asset Management gives IT teams complete visibility and control. This helps organisations optimise costs and streamline compliance while reducing operational inefficiencies. IT admins can make smarter budget decisions and ensure every device is accounted for by centralising asset data. Key benefits include: 🎯 Centralised and accurate asset inventory: Get a unified view of all IT assets. Automatically track managed devices and easily import any unmanaged devices or accessories 🎯 Complete asset lifecycle management: Track devices throughout the entire process, from procurement to decommissioning. The solution automates asset discovery and change

depreciation, replacement schedules and warranty details. Avoid surprise costs, maximize asset value and align spending with long-term business goals. 🎯 Faster, more efficient IT operations: Real-time tracking and historical data help IT teams fix issues faster, cutting down troubleshooting time. Alongside JumpCloud's existing device and access capabilities, IT can manage everything in one place. “In today’s complex IT landscape, managing hardware assets is more critical – and challenging – than ever,” said Serhat Can, co-founder and director of product management, JumpCloud. “JumpCloud Asset Management takes the guesswork out of the process, providing a comprehensive, up-to-date picture of all company-owned devices.” n

Serhat Can co-founder, director of product management

jumpcloud.com

Checkmarx joins e92spark to deliver AppSec innovation Agentic-AI powered application security testing provider Checkmarx has signed a UK and Ireland distribution agreement with e92spark, the new division of e92plus. e92spark is dedicated to bringing approach that e92plus applies to its entire portfolio. “Our partnership with e92spark

marks a significant step in our channel strategy,” said Chris Ledingham, director Northern Europe at Checkmarx. “There are significant opportunities available for partners in adding AppSec tools to their portfolios as enterprises tackle the growing challenge of developing and deploying secure code efficiently in the AI era.” Darryl Whiteman, vendor alliances manager at e92spark, added: “We know that partners are looking for guidance on how to harness growth opportunities by adding new and disruptive technologies to their portfolios. We can provide this ‘first-mover’ advantage through e92spark vendors.” n

innovative cybersecurity vendors to the UK market. The new partnership makes Checkmarx one of a select number of vendors in e92spark’s portfolio and will further strengthen the Application Security (AppSec) vendor’s reach across the region. Through this partnership, Checkmarx will leverage the expertise of e92plus to drive new channel partnerships and bring its AppSec solutions to more UK enterprises. With a focus on delivering disruptive technologies to partners, e92spark offers a curated portfolio of vendors that have been validated with the same rigorous

Chris Ledingham director Northern Europe

checkmarx.com

NEWS

Channel leaders bet big on AI to hit ESG targets AI is fast becoming the key differentiator for channel businesses looking to boost their sustainability and ESG strategies over the next 12 months, according to the latest ESG Unwrapped report from Nebula Global Services.

The report, Using the power of AI to drive your sustainability strategy , focuses on the areas in which AI can make a difference when it comes to ESG in the channel. “There’s no doubt that AI is already being deployed by early-adopters in the channel to help them fast-track their ESG goals,” said Richard Eglon, CMO at Nebula Global Services. “However, it’s a minefield. With this report, we wanted to provide practical expert advice for channel firms on how to use AI strategically to deliver real ESG benefits.” While the report acknowledges that AI use cases for ESG in the channel are still emerging, it reveals how channel players

are finding practical ways to apply it, from shaping ESG strategy to managing office space to improving staff inclusion and wellbeing. It also tackles the issue at the heart of AI and ESG: how can businesses use a technology that consumes so much energy and water to become more sustainable? The report offers guidance to help channel leaders strike a balance between using AI responsibly while working towards ESG goals. n

Richard Eglon CMO

nebulaglobalservices.com

AOC/MMD target UK SMEs with channel programme The professional monitor market is experiencing unprecedented growth, with demand for larger screen formats

regional sales director at MMD Monitors & Displays and AOC International. “We’re seeing businesses move beyond the traditional 24-inch standard towards larger, more sophisticated display solutions with USB-C and KVM switches. Our new programme gives resellers the tools and support they need to capture this opportunity.” The programme provides resellers with guaranteed pricing stability, dedicated UK sales team support, demonstration units for client testing and exclusive partner portal access. The initiative emphasises the total cost of ownership over five years rather than just the initial purchase price. Partners can also leverage the joint Technology Desking and Philips Monitors showroom in Canary Wharf where clients can experience displays in realistic trading floor, control room and office environments. n

and enhanced functionality driving rapid expansion in the SMB sector. Monitor manufacturer AOC and MMD, brand licence partner for Philips Monitors, are responding to this with a new partner programme designed specifically for SMBs. The initiative arrives as businesses increasingly demand flexible, energy- efficient displays with advanced connectivity options. Since the pandemic transformed IT workspaces and accelerated the adoption of collaboration tools such as Teams, there has been a significant appetite for larger screens and higher resolution displays. “The SME sector represents tremendous growth potential for our channel partners,” said Paul Butler, UK

Paul Butler regional sales director, UK and Ireland

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PRODUCT REVIEW PHILIPS 34B2U6603CH

Ahead of the curve

wide aspect ratio and WQHD the user can focus, feeling immersed in the work at hand, and the curved aspect of the screen provides privacy and comfort. The curvature of the screen is moderate, and its effect on the user experience should not be underestimated, it curves gently around the field of vision for a more engaging, comfortable viewing. Whether the user is working or simply browsing, this curved monitor delivers enhanced productivity and reduced eye strain. Built for business The monitor features a 120Hz refresh rate for smooth visuals and an impressive static contrast ratio of 4000:1 for punchy, vivid visuals. The outstanding feature is its swift and secure connectivity, with Thunderbolt 4, which makes working with multiple sources an easier feat, thus improving workflow and user productivity. Using a Thunderbolt 4 connection to transfer data at high speeds as well as charge and power external devices via power delivery up to 100W is a boon. It supports high-resolution video, offers multi-stream video transport for daisy

For those that work at a computer all day, the monitor is crucial, and increasingly users want more from their screens – whether it is size, reduced eye strain or an immersive experience. To this end, Philips has launched the 34B2U6603CH. Part of the Philips 6000 line-up, it elevates the working experience with high-tech connectivity features. The immersive 34-inch curved (1500R) VA panels, 21:9 aspect ratio and 3440 x 1440 Wide Quad High Definition (WQHD) resolution produce beautiful and bright imagery with high quality definition. Curved WQHD WQHD, a display resolution of screen size x 1440 pixels, offers a significant upgrade in sharpness and detail over Full HD. WQHD provides a wider aspect ratio for an expanded screen real estate, making it ideal for gaming, programming and content creation. With the 34B2U6603CH

Designed with the environment in mind, the monitor boasts a host of green features including a LightSensor and PowerSensor that can lead to up to 80% reduction in energy costs.

PRODUCT REVIEW PHILIPS 34B2U6603CH

chaining multiple monitors, and provides a secure and fast connection with its 2.5GB RJ-45 input. The result is increased overall productivity at a rapid pace. Working smarter not harder The Smart KVM feature, which is an upgrade from the traditional integrated KVM switch, enables switching between sources with a single click. Another ‘work smart’ feature in the 34B2U6603CH’s arsenal is the adjustable pop-up 5MP webcam, which offers crystal-clear image quality, and comes with a Busylight that can sync with Microsoft Teams statuses to notify colleagues of the user’s availability. Videocalls become more enjoyable with the noise-cancellation functionalities, the

That’s not all The Philips 34” curved monitor includes a height-adjustable stand that tilts and swivels to fit user preferences, meaning users can find the most comfortable options for their needs. Designed with the environment in mind, the monitor boasts a host of green features including a LightSensor and PowerSensor that can lead to up to 80% reduction in energy costs. The PowerSensor 2 reduces energy consumption by detecting when users move closer or further away from the screen, using a TOF (time-of-flight) sensor. For those with Windows 11 installed, when OSD adjustments are made, the monitor and connected PC/laptop will wake from sleep when someone approaches it and will go to sleep mode when someone walks away, reducing the amount of wake time. The monitor chassis is made using 85% post-consumer recycled plastic and 5% ocean-bound plastic, keeping sustainability at the forefront of design. n

Features • Wide viewing angles • Immersive

curved display • Thunderbolt 4 • Built-in webcam • Display HDR400 • Smart KVM • 4ms response rate • Crystal clear images • 120Hz refresh rate • PowerSensor2

webcam’s auto- framing feature as well as tilt functionality that

automatically adjust the frame to properly fit all team members within the webcam view during a meeting. The built- in 2x5W speakers round off the set-up for more comfortable remote teamwork sessions.

USER OPINION The Phillips 34B2U6603CH offers a serious amount of screen real estate, which does away with the need for multiple screens, however you can daisy chain more is so desired. Lightning-fast connectivity is a must-have nowadays, and Thunderbolt 4 delivers. The high-quality built-in webcam that automatically adjusts and keeps the user in the frame is ideal for professionals. While the monitor is wide, which is a personal preference, its adjustable stand and webcam can cater for any personal choices regarding height and angles. The clarity of the display is outstanding – you wouldn’t expect anything less from Philips. Trish Stevens, guest editor, UC Advanced

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PRODUCT REVIEW LENOVO THINKPAD X1 2-IN-1 GEN 10 AURA EDITION

Smart thinking Lenovo’s ThinkPad X1 2-in-1 Gen 10 Aura Edition is aimed at professionals and has been designed to give them all the features they need now – and in the future.

Lenovo’s ThinkPad X1 2-in-1 Gen 10 Aura Edition is the latest evolution

in premium business laptops - combining cutting-edge AI

technology, exceptional portability, and the trusted ThinkPad heritage into one package. Designed for professionals who demand performance, versatility and reliability, this device bridges the gap between work and creativity with remarkable finesse. Built around Intel’s latest Core Ultra processors (Series 2) and Lenovo’s Aura AI platform, this ThinkPad is made for seamless multitasking, smart productivity and intelligent energy efficiency. Design and 2-in-1 flexibility At first glance, the ThinkPad X1 2-in-1 Gen 10 exudes understated sophistication. The all-aluminium chassis gives it a premium, durable feel while maintaining an impressively light weight of around 1.3kg and a slim 18mm profile. It’s a device that’s built to travel, but that looks every bit as professional in a meeting room as it feels sturdy in hand. Its 360° convertible hinge transforms the laptop into a tablet for notetaking, sketching or presentations. The design is ergonomic and balanced, with magnetic pen attachment for the new Lenovo Yoga Pen – ideal for quick annotations or creative work. Performance and productivity Under the hood, Lenovo has equipped the X1 2-in-1 Aura Edition with Intel’s latest Core Ultra 5 or 7 Series 2 processors,

offering lightning-fast responsiveness and advanced on-device AI capabilities. This architecture enables smooth multitasking across office tools, creative apps and video conferencing – all with whisper- quiet operation. The keyboard remains one of the ThinkPad’s most celebrated features. The reimagined six-row, spill-resistant keyboard retains the signature tactile feel and TrackPoint control, now enhanced with a Copilot AI key for instant access to Windows AI features. Combined with efficient cooling and a robust thermal design, this is a machine that feels as fast and fluid as it looks. Display and visual experience The display is another standout feature. The 14-inch 2.8K OLED panel delivers deep contrast, rich colours and 500 nits of brightness – making everything from spreadsheets to streaming video look pin- sharp and vibrant. The screen supports 100% sRGB coverage for accurate colour reproduction, and its Eyesafe certification reduces blue light strain for long working sessions. Whether in bright sunlight or dim conference rooms, the anti-glare finish ensures comfortable viewing throughout the day.

The AI-powered Aura Edition features impressive battery life, sturdy yet sleek design, and the ThinkPad brand reputation create clear differentiation in a crowded market.

PRODUCT REVIEW

Battery life and cooling efficiency Battery life is another major win for the Aura Edition. With a powerful 57Whr battery, it’s built to power through full workdays and beyond. Even with the high-resolution OLED panel, users can expect exceptional performance on a single charge. Fast charging keeps productivity flowing, with Quick Charge support delivering up to 80% battery in just one hour. Quiet and efficient cooling ensures the laptop remains cool to the touch, even during demanding workloads, maintaining focus and comfort wherever you work. AI features and Aura Intelligence The ‘Aura Edition’ name reflects Lenovo’s vision for smarter, more personalised computing. Aura integrates AI-driven Smart Modes that anticipate user needs and optimise performance, security and wellness automatically. In addition, Smart Share enables seamless file transfer between devices – users simply tap their phone against the chassis to connect. Meanwhile, Smart Modes adjust system behaviour based on context, from privacy protection that blurs your screen when someone looks over your shoulder to power management that balances performance and efficiency. These features make the ThinkPad feel less like a laptop and more like an intelligent assistant – one that learns from you and helps you work better, not just faster. SUMMARY Verdict: ✅ Premium design and durability ✅ Stunning OLED display ✅ AI-powered smart features (Aura Edition) ✅ Long battery life and quick charging ✅ Sustainable and serviceable design

Who it’s for: Professionals, hybrid workers and businesses ready to embrace intelligent computing. Why it stands out: The ThinkPad X1 2-in-1 Gen 10 Aura Edition isn’t just built for work – it’s built for the future of work. create clear differentiation in a crowded market. Add in sustainability credentials, world-class build quality and unmatched keyboard comfort, and it becomes an easy sell to any business seeking reliable, future-ready hardware. n offers a compelling story to tell. The AI- powered Aura Edition features impressive battery life, sturdy yet sleek design, and the ThinkPad brand reputation Sustainability and responsible design The ThinkPad X1 2-in-1 Aura Edition also reflects Lenovo’s commitment to sustainability. The chassis is made from recycled aluminium, while components such as the speaker enclosure, keycaps, and battery frame use up to 90% post- consumer recycled plastic. The packaging is 100% plastic-free, and the device is designed for easy repairability, allowing users or IT teams to replace key components without specialist tools. Verdict The Lenovo ThinkPad X1 2-in-1 Gen 10 Aura Edition is a premium business convertible that gets almost everything right – design, performance, intelligence and endurance. It’s built for professionals who expect versatility without compromise: executives, consultants and creative leaders who move seamlessly between desks, meetings and client calls. For MSPs and resellers, this device

Its 360° convertible hinge transforms the laptop into

a tablet for notetaking, sketching or presentations.

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00 19

NIMANS

Here to stay Nimans has been a name in the technology sector for 40 years and, as Paul Burn explains, a combination of reliability and innovation – as well as good old fashioned customer service – is key to the company’s continuing prosperity.

For a company in the technology industry to be thriving after 40 years is something to be celebrated, as there are plenty of names that have never made it that far. Nimans is celebrating its 40th anniversary this year – and is set to be a name in the sector for many years to come. For managing director Paul Burn, the secret of the company’s longevity is simple – providing products customers want, and the support they need, with high levels of customer service. These principles mean that, while the market has generally been tough this year, it has been a good one for Nimans so far in its core markets of UC devices, cloud telephony and networking, according to Paul. “Our business benefits from being quite diverse, so we’re not reliant on one particular sector to do well for us to do well, we can deal with the ups and downs of our markets,” he says. New partnerships One of the more significant developments this year for Nimans is its partnerships with Intermedia and Yeastar to provide UC solutions including voice, video conferencing, chat, contact centre,

archiving, file sharing, Microsoft Teams integration and more. “These are really good companies to work with and have great solutions,” says Paul. “It is very handy for the UC resellers that we have, because in this market sector in the last few years since COVID, lots of manufacturers have left so it is a channel where it’s not about the name anymore. So rather than selling a solution because the end user recognised the name, it is more about it being a good solution. “We’re still committed to this market, we’ve got good staff and good experience, so therefore we can support resellers with what they need because that’s our traditional heartland. “You’ve got a massive installed base that resellers have got of all these phone systems that they’ve sold over the years. They need gradually transitioning out over the coming years as they age, with cloud telephony solutions now preferred and that’s where we come in.”

Paul Burn managing director

nimans.net

“

Our business benefits from being quite

Video Another significant side of Nimans’

diverse, so we're not reliant on one particular sector to do well for us to do well, we can deal with the ups and downs of our markets.

business is video – another sector that is seeing constant growth and development.

”

020

NIMANS

“

For us, it's saying to our reseller partners ‘we can sell you the connectivity, the software, the hardware. Which bits do you want? We can sell you the cameras, the network switching, the cabinet.

“There’s a video culture that’s been created and video meetings and calls are normal now, which means that businesses need to make sure that all meeting rooms are video enabled,” says Paul. “But there’s still an awful lot of meeting rooms in the UK that are just meeting rooms and not video enabled, so therefore, that’s a good marketplace and it’s still growing at quite a pace. “Plus, those with video are also looking to upgrade their equipment, so that’s another opportunity.” AI is also having an impact in this space. “Note-taking tools are becoming much more prevalent in meetings now, whether its Copilot or apps like Otter or others,” says Paul. “People are getting used to meetings being fully transcribed. “For me, it’s a game changer because I can be more engaged in the meeting, which is highly beneficial, as I’m not worried about jotting down notes because I know that I’m going to get them at the end. “Also with transcribing solutions, for example, it’s their ability to interact and integrate with video and software packages, which is key to it and needs to be considered.”

Complete package But this is just part of the package, and increasingly businesses want a complete solution, including headsets, peripherals and bandwidth, the latter of which Nimans can provide through Nimans Connect. “For us, it’s saying to our reseller partners ‘we can sell you the connectivity, the software, the hardware. Which bits do you want? We can sell you the cameras, the network switching, the cabinet’,” explains Paul. “Again, that means that our customer base is quite diverse depending on which bits they want to engage with. “There aren’t many distributors like us that offer all these things and the support. We don’t sell laptops and things like that. That’s not a market for us. It’s the business solutions associated to enabling communication in the business, enabling meeting, presence in the meeting, all tools around that, and connectivity. “The problem with selling hardware that is reliant on bandwidth is sometimes you can end up blaming the kit if something goes wrong. If you sign into a video meeting and it drops out, often the problem is nothing to do with the hardware you’re using, it is the

”

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NIMANS

CONTINUED

bandwidth. From a reseller’s point of view, the more parts of the solution you sell, the more chance you’ve got of the customer getting the best experience and you being able to control that experience because you’re giving them bandwidth, kit and AI that you know the quality of. Therefore, there’s more of a chance at the end the customer is going to be happy with their solution. That’s what we try to help our partners with.” Indeed, customers now want an integrated solution from one provider rather than bits from different ones and have that one billing point and one point of contact, rather than several. “Because at the point that something happens, you don’t want to have three different businesses each telling you it’s the other’s fault,” adds Paul. “But it’s not just about solving something when it’s broken. It’s also about where are you trying to take your business? How can that technology enable you to enhance your business, make it quicker, faster, slicker, more efficient – and having one provider can make that easier to achieve. “For customers, the end goal is to feel that what you get it making for a better business. That’s what we’re trying to do: we’re offering solutions that our resellers can go to the customers and say, ‘buy this because it’s going to make you a better business’.” Getting connected Often allied to this is billing, which is another service that is growing in demand that Nimans Connect provides. “It’s really grown over the last few years,” says Paul.

“Again, there aren’t many distributors that offer billing services as well. We can also do white label billing, which means a reseller can choose to do billing to their customer and it will look like it’s them, which enhances their credibility and standing with the customer. “We have a big team with lots of experience in our billing team. Billing is not an easy thing to do. There are the complexities in billing, it’s not just about voice minutes, but you’ve also got things data connectivity, bandwidth and the like that goes alongside the hardware. This has really grown for us over recent years.” Fundamentals stay the same But while much has changed in the sector over 40 years in terms of technology and services provided, some of the fundamentals about business haven’t. “People still buy from people they like and trust,” says Paul. “For Nimans, being around for 40 years means, hopefully, the reason we’ve survived that long is because we’ve got a decent reputation that we can be trusted. “Customers can rest assured that we are not going anywhere and we’re going to give customers good service and try and do the best for them. Will we get it right every time? No, because that would be impossible. But we’re going to try our best to give our customers the best possible service we can. We know the technology very well, and we’ve got teams that’ll support it. That’s always the business message we give, because the technology will always be changing.” Midwich benefit Part of the trust comes from business stability, and that was enhanced in 2022 when Midwich acquired Nimans. “The acquisition rejuvenated us,” says Paul. “It meant that we knew that we were secure and could move forward with confidence.” There are various benefits to being part of a larger group. “It has

We're offering solutions that our resellers can go to the customers and say, ‘buy this because it's going to make you a better business’. “ ”

CONTINUED

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“

given us access to a whole new range of products,” says Paul. “For instance, we’ve got access to an AV space that we weren’t in before, which given we were already strong in the meeting room environment, gives us an extra offering for our customers.” But significantly, Midwich and Nimans are similar businesses in terms of their culture, Paul adds. “For customers, Nimans is still the same Nimans as it was before the deal,” he says. “I was part of the senior management team at that time, and we had a culture installed by our founder, Julian, and it is still run that way. Being owned by Midwich gives us stability, and they have been hugely supportive of Nimans since the deal and, while we are now part of a very big company, we haven’t lost what made Nimans in the first place, which was about how we go about business, how we treat people, how we treat our suppliers, how we treat our customers. That hasn’t changed.” Plans With Nimans on a stable footing, it means Paul and the rest of the senior team can focus on the future – and help ensure that the company is around for another 40 years.

But to achieve this will require a mix of the old and the new. “We’ve got to continue to innovate in terms of how we integrate the technologies together and how we go out to our customers,” explains Paul. “But some things won’t change; Nimans been around for 40 years and has been consistent with its principles of providing a quality service and, as the old saying goes, if it’s not broke, don’t fix it, so we will make sure that we stick to those principles that if you treat your customers and your suppliers well, everything else will pretty much take care of itself. I know it’s simplifying, but it doesn’t need to be much more complex than that because we know that we’ll evolve with the technology because we always have done.” Paul adds that technology moves fast and Nimans is always looking to be at the cutting edge, so that when resellers want to be early adopters, they can be there to support them. “If a partner is looking at the next few years wants a distribution partner that can help them develop their technology, I don’t think there’s many around better than us,” he says. “Our customers can rely on us as well as knowing that we’re offering innovative solutions. That’s always the key for me.” n

But some things won’t change; Nimans been around for 40 years and has been consistent with its principles of providing a quality service and, as the old saying goes, if it's not broke, don't fix it...

”

HAMMER DISTRIBUTION

It’s Hammer time A fondly remembered name has returned to the channel with Exertis Enterprise rebranding as Hammer Distribution. As Jason Chibnall explains, for customers, they will get the same great service they are used to – and more.

A familiar name returned to the channel this month – Hammer Distribution. After some teases on social media about an upcoming change, all was revealed on October 1 that the company that had been known as Exertis Enterprise since 2018 was returning to its much- respected former name. Jason Chibnall, managing director of Hammer Distribution, explains that the decision to rebrand the company to the Hammer name has resulted from a series of events over the past 12 months. For instance, Exertis Enterprise’s parent company, DCC, decided to divest its technology division and subsequently sold Exertis UK and its subsidiaries to Aurelius. “This was alongside a changing of the longer-term ambitions of the Exertis organisation, from perhaps one corporate brand looking for a global presence, to more of a sense of specialist

organisations under an umbrella organisation,” says Jason. “These changes gave me an

opportunity to sit down and think about what we want to be known for and what do we want to become?” This influenced the decision to change the company’s name back to the one it used up to 2018, which Jason says was still well regarded in the channel. “With every brand or rebranding, there’s always a consideration around the brand values and what those mean to the people that work underneath the brand and within the organisation and how they’re perceived within the marketplace,” he adds. “It was clear to us that when we talked to customers there was still a very deep fondness for the Hammer brand. People in the channel and within the industry understood who Hammer were and our differentiators.

Jason Chibnall managing director

hammerdistribution.com

“

People in the channel and within the industry understood who Hammer were and our differentiators.

”

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