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Issue #20
ASUS game-changing IT transformation at Watford Football Club that powers the club beyond the pitch
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COMMENT
Times they are a-changin’ Business never stands still, but in recent years the pace of development has increased with the proliferation of digital technologies and is set to increase further with the advent of artificial intelligence – and it all brings new opportunities to resellers and MSPs.
We live in an era of tremendous change in business. The development of a range of technologies have changed how many of us work in recent years, and it is likely that we will change again in the coming years.
to avoid the risk of a data breach. There are also environmental concerns that also must be addressed. This is where data destruction comes in. This is something that MSPs can provide – whether it is in-house or with a partner. Read more on p38. MSPs also have opportunities to provide more desktop as a service (DaaS) provisions for organisations needing security, scalability and centralised compute with collaborative data sets. While DaaS take-up is still relatively small it is growing and is set to become more popular in the coming years as such things as bring your own device take hold, so it is something that resellers should be looking to offer now. Read more on p46. As I mentioned earlier, the way we do business is changing again and will do more so in the coming years as artificial intelligence (AI) becomes more established. For instance, generative AI could significantly impact on the way that managed IT services are delivered by automating more functions and therefore it should be embraced by resellers now for the opportunities it brings. Read more on p27. This era is rather like the turn of the century, when the internet and email revolutionised how many businesses work, and digital technologies and AI are having a similar impact now. And, now as then, those that embrace this change early are going to be the ones that thrive in the future – and the ones that don’t will struggle. As always, I hope you enjoy the issue. If there are any topics that you would like to see covered in a future issue, or if you have an opinion piece or press release you would like to submit for consideration for publication, please drop me a line at dan@newsinthechannel.com
Dan Parton
The proliferation of digital technologies means that businesses in all sectors are producing more and richer data than ever before. If it is harnessed properly, then businesses can use it to make improvements in their working practices and make gains to hopefully drive greater profits. Likewise, digital technologies mean many people can work from anywhere with the same efficiency as in the office. These developments have provided many opportunities for resellers and managed service providers (MSPs) in recent years and will continue to as certain services gain in significance and popularity. For instance, with greater amounts of data – in physical and digital formats – available, it means that there is more to dispose of once it has outlived its useful purpose, and this must be done effectively and confidentially
See the Categories and Nominations stockies.co.uk
Stockies AWARDS
2024
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CONTENTS
News You should know p6 Product Launch SonicWall Cloud Secure Edge p14 ALSO-Westcoast Partnerhip Announcement p17 HPE CIC London Hot from Vegas p18 Product Launch Vertiv MegaMod CoolChip p20 Cloud Sovereignty Partner opportunity p21 Barracuda MSP Survey p24 Gen AI ...in Managed IT Services p27 Sustainability ...in Public Sector p34 Data Destruction Avoiding risk p38 Refurbished Tech Strategic planning p42 Eagle Eye - BI Trending Ultrawide Monitors p44 Desktop As A Service Adoption barriers p46 On the move People updates p50 STOCKIES 2024 Nominations s1
ALSO-Westcoast Partnership – p17
HPE CIC London – p18
This time, what happened in Vegas didn’t stay there. In June Antonio Neri, the president and CEO of HPE, delivered the world’s first keynote address in the Las Vegas Sphere during HPE Discover 2024, sharing the stage with the rockstar that is Jensen Huang.
Two leading players in the ICT sector, Westcoast and ALSO, have announced a strategic partnership, which aims to boost growth for both companies in the UK, Ireland and France.
Barracuda MSP Survey – p24
With a rapidly evolving market, managed service providers are facing a range of challenges, but there are also plenty of opportunities out there to be taken too.
Product Launch: SonicWall – p14 SonicWall has unveiled Cloud Secure Edge, a zero trust network access tailored for MSPs to deliver to mid-market and SMB customers with remote workforces that are migrating to the cloud.
Data Destruction – p38
With the proliferation in data in recent years – as well as legislation – data destruction has become ever-more important, but it must be done to certain standards and this presents plenty of opportunities for resellers and MSPs.
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CONTENTS
Public Sector Sustainability – p34
Stockies AWARDS
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Editorial Dan Parton 07941 979 845 dan@ newsinthechannel.com Head of Sales Martin Jenner-Hall 07824 552 116 martin@ newsinthechannel.com Publishing Director Justin Penn 07816 573 186 justin@ newsinthechannel.com
The Nominations – so far... This year the Stockies are bigger than ever, with an entire week dedicated to celebrating the successes of the IT channel.
There is growing emphasis on sustainable practices among all public sector organisations and there are various ways in which resellers can align their sales and operations with their sustainability goals, as Declan Boyce at Cinos explains.
SEE THE NOMINATIONS
Desktop as a Service – p46
What should be included in a DaaS solution and what are the barriers that providers often encounter among customers to adopting it and how can be they be overcome?
Written permission from the publisher is required before any part of News in the Channel can be reproduced. © 2024 In the Channel Media Ltd.
Eagle Eye BI – p44
Ultrawide monitors compared to normal 16:9 computer monitors are like television screens compared to movie theatre screens; they have an impressive aspect ratio of 21:9, and are typically paired with a sleek curved design.
Refurbished Tech – p42
Published by: In the Channel Media Ltd Company registration number: 14363401 Registered office address 14-18 Heddon Street,
Using refurbished technology can bring significant cost savings to a business, but it is now becoming a strategic choice too, so it is something that resellers should be considering in conversations with customers, says Graeme Logan, purchasing manager at ETB Technologies.
Mayfair, London, United Kingdom, W1B 4DA In conjunction with:
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NEWS
Exertis launches Peppy Healthcare for colleagues
Exertis has announced membership to Peppy Healthcare for all its colleagues and a partner (or chosen ‘plus one’) per person. Peppy is an app with a wealth of bespoke services and support, no matter what an individual’s healthcare background or requirement. Personalised support given by experts is tailored to each user’s needs wherever they are in their healthcare journey. All Exertis colleagues have access to qualified human practitioners for one-to-one chats, virtual consultations, events, courses, blogs, articles and moderated group chats on a wide range of healthcare topics. “Providing access to a confidential app tailored specifically to our people’s healthcare needs brings us a huge amount of pride,” said Jo Lawrence, people and marketing director at Exertis. “Supporting our people is of paramount importance to us at Exertis and we
recognise the varying needs and requirements which each of our colleagues face. “So far, our people have read over 800 articles about health issues, exchanged nearly 2,000 messages with healthcare professionals, and we’re pleased to be contacting our people who are currently on parental leave to inform them of the benefits of Peppy, enabling them to access valuable resources whilst in the new stages of parenthood.” Mental health continues to be a focal point for Exertis and its colleagues, and fundraising has recently begun for eight new charity partners after last year’s success of raising £125,000 for Mental Health UK. The distributor trains internal Mental Health First Aiders to support colleagues whenever they require assistance and provides mental health information and guidance throughout the year.
Jo Lawrence people and marketing director
exertis.co.uk
peppy.health
Paessler partners with Prianto to meet demand for monitoring solutions
Monitoring solutions provider Paessler GmbH has announced a new partnership with software distributor Prianto. Prianto has been chosen by Paessler to provide its monitoring solution to resellers across the UK and Ireland. This partnership will help to meet growing demand for Paessler’s products and enable its resellers to access vendor-equivalent support. By partnering with Prianto, Paessler will create a more seamless delivery to its resellers and end users. The company will also be able to meet its goal to scale quickly, while still maintaining its high level of support and service for both parties. Prianto’s extensive experience in specialised software distribution, alongside its established portfolio of innovative vendors, will complement Paessler’s own technology offering. Paessler will be the only monitoring
solution on Prianto’s books. “We are delighted to be partnering with Prianto as we look ahead to an exciting period of growth for Paessler,” said David Durrant, channel sales manager at Paessler. “Prianto’s exceptional technical expertise and consultancy, as well as its commitment to providing cutting-edge solutions, resonates closely with our own dedication to innovation. We look forward to transforming the value we can offer our resellers and customers via this partnership, and setting a new standard for service distribution, now and into the future.” Jordan Travers, managing director at Prianto, added: “Partnering with Paessler is a natural fit for us. Their exceptional monitoring product and industry expertise help us further cement our reputation as the leading innovative and disruptive knowledge distributor in the UK.”
David Durrant channel sales manager
paessler.com
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NEWS
Businesses struggling to align data governance with business strategy
Technology consultancy esynergy has released new research, which has found that 95% of organisations in the UK and US have issues with their data. The report, based on a survey of more than 700 business and technology leaders across the UK and US, found that most organisations do not have robust data governance in place, leading to ineffective data usage and missed growth opportunities. It reports that 45% of organisations consider their data governance ineffective, a figure that is higher in the financial services (53%) and insurance (50%) sectors. This is worrying senior technology leaders, with 45% of CIOs reporting that data is not being used effectively. Meanwhile 50% say that the objectives of data governance are not clear. The rise of ecommerce transformed business processes and personalisation has given organisations unparallelled freedom to tap into varied and rich data sources. This has led to increased data levels, but often with no increase in insight and business performance. Without good data governance, there is a risk of continuing to increase data levels yet having reduced insight. Indeed, 60% of organisations report that their data governance policy does not
align with business strategy. Organisations without robust data governance are finding that their data is outdated, leading to poor decision-making that does not reflect what is happening in their marketplace. By taking a proactive approach and implementing a data governance framework, organisations can expect to benefit from data consistency, reliability and security, empowering informed decisions and sustainable growth. “Our research underscores that high data quality is the cornerstone of success,” said Prasad Prabhakaran, head of AI at esynergy. “Accurate, reliable data enhances decision- making, fosters trust, and unlocks the full potential of data-driven insights, ultimately driving revenue and competitive advantage. By aligning data governance with business strategy, companies can unlock the full potential of their data assets." Organisations are also hopeful for AI to help solve data woes, with 63% of CIOs reporting that they ‘are confident of AI improving data usage’. But 48% believe that data quality ensures the success of AI models. For organisations to fully realise the promise of AI, governance, quality and control of data is paramount, particularly as new regulations such as the EU AI act come into force.
esynergy.co.uk/ whitepaper/ data-governance/
Prasad Prabhakaran head of AI
esynergy.co.uk
Kaseya report underscores prioritisation of AI and cybersecurity for investment
Increasing IT productivity though automation and AI usage are among the top priorities for IT service providers, while IT cybersecurity remains an area for growth, with IT service providers anticipating it will be a primary investment area, according to new research. These were headline findings in Kaseya’s 2024 Future of IT Survey Report , which surveyed IT service providers from the Americas, EMEA and APAC regions. AI usage among IT service providers continues to increase with most respondents prioritising investing in AI to increase overall efficiency. Forty percent expect AI usage to be the primary budget driver in 2024, suggesting a significant shift in budget allocation towards AI-driven initiatives.
Businesses are increasingly prioritising AI investments, such as IT automation and AI and machine learning, which rank among the top five technologies that IT service providers say they plan to pursue. In fact, 37% of respondents are considering investing in AI and machine learning, compared to 20% the year prior. Three out of four see AI as beneficial for their business, while only 3% doubt its impact. There is also a rising trend to utilise AI technologies to enhance IT efficiency by 41% and end user productivity by 40%, demonstrating the increasing reliance on AI to drive operational improvements and employee performance. Along with AI, cybersecurity remains a primary concern, with 43% of respondents
2024 Future of IT Survey Report Download
CONTINUED
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NEWS
citing it as the foremost challenge for IT departments and 45% of IT service providers
respondents indicating a strong preference for all-in-one solutions that can manage multiple tasks and processes without requiring multiple tools, and 21% saying they prioritise access to comprehensive IT documentation, reflecting the need for centralised and easily accessible information. The focus on deep integration tools was down sharply from years past, suggesting that companies may have reached a satisfactory integration level or are adopting more comprehensive solutions that require less integration effort. Most respondents expect that ongoing economic uncertainty will primarily affect spending on software (39%), hardware (36%) and headcount (26%). Furthermore, 40% of respondents have displayed a growing inclination toward shorter contract periods with vendors. This shift might stem from volatile economic conditions, where shorter, more adaptable contracts may mitigate long-term risks. Additionally, this shift suggests a desire for greater control and agility in responding to emerging challenges and opportunities.
considering it the top area to add or change solutions in the next budget cycle. This includes investments in security awareness training (45%), email security (43%), penetration testing (36%) and vulnerability scanning (35%). Half of the respondents prioritise increasing their budget for IT security over other areas,
such as AI for IT efficiency and end user productivity,
demonstrating the importance placed on ensuring robust cybersecurity measures within organisations. Consistent data from 2023 to 2024 shows that businesses value the efficiency and productivity of tools. Specifically, 42% of respondents advocate prioritising the efficiency of IT processes, a trend that has been steadily increasing over the past three years. Moreover, emphasis was placed on the completeness of solutions, with 42% of
kaseya.com
New research reveals need for hybrid cloud storage strategies
Research has found that 65% of IT decision- makers are rushing to hybrid cloud with cybersecurity risks and AI on the rise. Nasuni’s report entitled, ‘ The Era of Hybrid Cloud Storage ’ includes insights from more than 1,000 IT purchasing decision makers in the US, UK and DACH (Germany, Austria, Switzerland) on hybrid cloud, digital transformation, security and artificial intelligence (AI). Key takeaways: l Cloud strategies are at the forefront of enterprise success: Enterprises are rapidly moving forward with rolling out or planning cloud-first initiatives (according to 97% of respondents) to help grow their businesses, which includes significant investments in data management, analytics, AI and cybersecurity l Hybrid cloud is business critical for proper data management: While only 19% of companies have a hybrid cloud storage model, 65% plan to implement one within the next year. Of those currently using a hybrid cloud solution, 70% plan to upgrade within the next 18 months l Data recovery and security is a primary driver for cloud solutions: Data recovery
is the number one priority for firms when faced with a ransomware attack, with 59% of organisations seeing cloud initiatives delivering better data security and disaster recovery time
Download
l The growing role of data intelligence and AI: Organisations are targeting advanced data management and visibility through AI (60%). However, the biggest roadblocks preventing organisations from either developing or implementing AI solutions are data privacy and security (42%) and skills shortages (35%). “As hybrid cloud storage takes centre stage, organisations need strategies to capitalise on their most valuable asset: data,” said David Grant, president of Nasuni. “In tandem, they need strategies for addressing critical IT issues including ransomware attacks and the introduction of AI integrations to the market. Legacy storage solutions cannot keep up with these demands.”
David Grant president
nansuni.com
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NEWS
TD SYNNEX receives honours from Lenovo
TD SYNNEX has been named Distribution Partner of the Year 2024 for the UK and been presented with the Lenovo 360 Circle Global Partner Award in recognition of the work it has done with the vendor on driving the sustainability agenda with partners. The Lenovo Distributor Partner of the Year award is presented to the partner that has shown sustained business growth, quarter on quarter, through an innovative and proactive approach, as well as increased engagement and results. TD SYNNEX is the only distributor that brings together all solutions from Lenovo’s infrastructure – servers, storage and TruScale hybrid solutions, notebooks and PCs and mobile products – presenting partners with the opportunity to benefit from the growing strength of the Lenovo brand. Its teams have worked
driven by sustainability to turn them into new business opportunities. It has become a core element of the wider Lenovo 360 initiative, which aims to align partners, programmes, tools and people to unlock the full breadth and depth of Lenovo’s portfolio for its channel partners. TD SYNNEX and Lenovo have a shared vision of an IT ecosystem in which partners cooperate with a common purpose to tackle sustainability challenges. Both companies are committed to the Science Based Targets initiative and have conducted various joint activities, including a special Sustainability Roundtable. TD SYNNEX has participated in working groups with Lenovo on energy efficiency, device lifecycle management, product sustainability attributes, learning and development, social council and sustainable materials. The organisations have shared best practices with each other and with partners, and
James Reed managing director – Endpoint Solutions, UK and Ireland
closely with Lenovo across all these key areas, supporting partner business development in the data centre and managed services markets through TD SYNNEX Advanced Solutions, working to maximise client device sales – with particular focus on the SMB sector – through TD SYNNEX
through active engagement and collaboration, driven visibility of sustainability issues. They have also collaborated on an initial joint training module for partners, called Sustainability Essentials. Simon Bennett, managing
Endpoint Solutions, and raising awareness and driving sales of Lenovo’s smart meeting solutions through its specialist audiovisual business unit, TD SYNNEX Maverick. James Reed, managing director – Endpoint Solutions, UK and Ireland, TD SYNNEX, said: “We see this award as recognition of the strong commitments we’ve made to supporting Lenovo partners, the excellent collaboration between our organisations, and the positive results we’ve delivered.” Lenovo 360 Circle is a partner community that brings partners together to align on ESG objectives and leverage new market trends
director – Advanced Solutions, UK and Ireland at TD SYNNEX, added: “This award is a testament to the hard work and dedication of our incredible team and the strong partnership we have built with Lenovo. Sustainability is a major focus for customers and Lenovo 360 Circle puts the focus firmly on ESG – for us and our mutual channel partners. Working together, we have been able to combine all the elements and make a positive impact. This is a great example of cross industry collaboration that sets a benchmark for sustainability partnerships in the channel.”
Simon Bennett managing director, Advanced Solutions, UK and Ireland
uk.tdsynnex.com
31062
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O nce upon a time in the digital kingdom, there was a young and promising organization named Snow White who was known for her innovative spirit and the potential for greatness. However, lurking in the shadows was the evil queen, a greedy and relentless cybersecurity hacker who wanted to destroy Snow White. T he evil queen, aided by her magic mirror (the dark web), constantly sought to expose vulnerabilities in Snow White’s systems. The mirror whispered dark secrets, revealing weaknesses and
plotting malicious schemes against the unsuspecting organization. T he Queen despatched a virus called The Huntsman to lead Snow White deep into strange territories in the digital kingdom with instructions to destroy Snow White. The Huntsman had a soft spot and ultimately failed in his quest to end Snow White. She escaped and found refuge with a group of hardworking IT security workers who looked after her. D iscovering her hitman had disappointed her, the evil queen concocted a particularly poisonous attack— malware designed to put Snow White to sleep. The poison apple, as it came to be known, was delivered through a seemingly harmless link or attachment. Snow White, unaware of the impending danger, fell victim to the poisoned fruit. As the malware took effect, the organization fell into a deep slumber, leaving the
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hardworking IT security workers distraught and helpless in the face of this unforeseen threat. I n their distress, they turned to Fortinet, the cybersecurity prince known for his expertise in defeating malicious forces. Fortinet arrived on the scene, armed with powerful solutions and strategies to awaken Snow White and protect the organization from the evil queen’s ongoing threats. F ortinet worked tirelessly to analyze and identify the nature of the attack and neutralize its effects. The IT security workers, relieved and empowered by Fortinet’s intervention, joined forces to fortify the organization’s defences against future attacks.
W ith the evil queen defeated and the organization awakened, Snow White and her band of IT men could once again thrive in the digital kingdom. Fortinet, the cybersecurity prince, proved to be the hero that safeguarded the organization’s future. T he moral of the story: In the vast digital kingdom, organizations face the constant threat of cybersecurity villains seeking to exploit vulnerabilities. With a vigilant prince like Fortinet, organizations can awaken from the slumber induced by malicious attacks, slay the evil queen of cyber threats, and live happily ever after with a fortified and resilient defence.
Become a Fortinet partner to discover how to provide your customers with comprehensive cybersecurity solutions to protect their networks, applications, and data from evolving threats.
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PRODUCT LAUNCH SONICWALL CLOUD SECURE EDGE
On the edge SonicWall has unveiled Cloud Secure Edge, a zero trust network access tailored for MSPs to deliver to mid-market and SMB customers with remote workforces that are migrating to the cloud.
With security at the top of the list for businesses in all sectors that are migrating to the cloud, many are looking to managed service providers (MSPs) for guidance – especially those that have a dispersed workforce. To this end, SonicWall has launched Cloud Secure Edge (CSE), which offers a suite of zero trust network access (ZTNA) offerings designed specifically for MSPs that are meeting customers with increasingly remote workforces on their cloud migration journeys. With flexible, cost-effective solutions for remote access and internet access, CSE aims to empower organisations to securely connect employees and third-party users to resources from any device and location with unparalleled simplicity and security. SonicWall says that, born from years of delivering innovative Security Service Edge (SSE) solutions for mid-enterprise customers, CSE is a unified, cloud-delivered multi-tenant platform for MSPs of all sizes. Customers will be able to choose from a range of Secure Internet Access and Secure Private Access solutions that replace legacy VPNs with cloud- native solutions that deliver network security at all price points. For organisations that want to combine zero trust with firewall protection, SonicWall is embedding a Private Connector in SonicWall Next-Gen Firewalls to strengthen existing multi-layer security with a zero trust
architecture, providing unprecedented ease of deployment while leveraging existing infrastructure. Flexible security solutions “In today’s dynamic threat landscape, where remote work and cloud adoption are accelerating, organisations need a flexible security solution that can seamlessly protect users and data across any network environment,” says SonicWall executive vice president of product strategy, Tarun Desikan. “Banyan was an early innovator and market leader in delivering SSE to enterprises of all sizes. CSE takes that experience and adds SonicWall’s network security knowledge to launch highly flexible and cost-effective solutions – ensuring that any organisation can maintain high- performance connectivity while safeguarding against evolving cyber threats. “These innovative offerings, designed in consultation with SonicWall MSPs, not only simplify deployment and management but also enhance overall security posture, making them essential and accessible tools for evolving IT environments.” Filling the gap SonicWall say that in a market where there are complex SSE solutions geared toward large enterprises, CSE fills the gap experienced by SMBs by providing a straightforward, scalable
Tarun Desikan executive vice president, product strategy
sonicwall.com
“
Customers will be able to choose from a range of Secure Internet Access and Secure
Private Access solutions that replace legacy VPNs.
”
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PRODUCT LAUNCH
ZTNA solution ideal for MSPs and their mid- market and SMB customers. CSE adds to SonicWall’s existing remote access solutions enabling the company to help any business no matter what phase they’re at in their transition to the cloud. “When we acquired Banyan in January, we said we would empower partners by delivering a security architecture for any stage of their customers’ evolving cloud journey,” said SonicWall CEO and president Bob VanKirk. “CSE is the first step of that delivery, with additional MSP-friendly components of the SSE stack to follow. We are redefining SSE for the SME market by combining simplicity and management with robust security, empowering organisations to embrace zero trust principles effortlessly. Our goal is to provide our partners and their customers with confidence that their data and resources are protected, regardless of where their workforce operates.” Cloud-delivered solution From VPN as a Service to ZTNA to SSE, CSE leverages existing network security infrastructure with a cloud-delivered solution that simplifies deployment and management while offering robust security capabilities suitable for organisations of all sizes. Because traditional appliance-based solutions are no longer sufficient in today’s evolving landscape of cloud applications, remote work and mobile devices, SonicWall has designed a set of offerings that integrate with SonicWall network security solutions to emphasise ease of deployment and management and flexibility to address any cloud migration use case. Additional key benefits for MSPs include: l Firewall connector: SonicWall customers can leverage CSE Connector integration within their Next-Generation firewalls
disrupting their current operations l Simplified remote access: CSE Connector integration in SonicOS 7.1.2 allows employees to securely access authorised applications from anywhere, on any single device, without having to deal with repetitive and complex VPN and Access Policy configurations l Monthly billing: The integration features the addition of CSE to the Service Provider Program to offer no-commitment, in arrears billing, which aligns with how MSPs charge their customers – with flexible and cost-effective license tiers l Regional compliance: The integration features a new CSE data centre hosted in Frankfurt, Germany to ease adoption and data residency compliance with frameworks like GDPR l Multi-tenant management for MSPs: Added multi-tenancy management, designed with MSPs and MSSPs in mind. Addressing challenges “We see firsthand the challenges organisations face in securing their increasingly dispersed workforce,” said SonicWall partner and CEO of Black Mountain, Rama Polefka. “CSE addresses these challenges head-on by providing a comprehensive set of solutions that are not only easy to deploy and manage but also deliver robust security capabilities. Whether it’s replacing tradition VPNs, delivering a cost-effective endpoint-based DNS offering or delivering a full ZTNA architecture, this solution allows us to offer our customers who are implementing a hybrid cloud migration a scalable and efficient way to protect their critical assets while ensuring seamless connectivity for their remote workforce.”
Bob VanKirk CEO and president
sonicwall.com
“
Our goal is to provide our partners and their customers with confidence that their data and resources are protected, regardless of where their
(Gen7) starting with SonicOS 7.1.2, enabling ZTNA to their private apps hosted behind the firewall
workforce operates.
l Seamless integration: The addition of CSE is designed to integrate seamlessly with MySonicWall. This ensures a smooth transition for MSPs, allowing them to leverage new capabilities without
”
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ALSO-WESTCOAST PARTNERSHIP
Forward together
Two leading players in the ICT sector, Westcoast and ALSO, have announced a strategic partnership, which aims to boost growth for both companies in the UK, Ireland and France.
One of the biggest names in the channel, Westcoast Ltd, has announced that the company has entered into a strategic partnership with ALSO, a leading player in the ICT industry, in a move that aims to bolster both companies’ global presence. Established in 1983 and boasting a turnover of £4.2 billion in 2023, Westcoast is a dominant force in the UK’s ICT sector. This partnership, which includes operations in Great Britain, Ireland and France aims to enhance business continuity and growth for both entities.
one of the major shareholders in ALSO, with Westcoast continuing to operate under its well-known and trusted brand name. Westcoast’s operations in Germany and the Netherlands will remain under Hemani’s leadership, ensuring a continued focus on excellence and innovation in the ICT sector.
Milestone deal The partnership is pending standard
regulatory approvals and marks a milestone in ALSO’s history of sustainable, profitable growth. The Swiss-based company has developed its own ‘Transformative Integration’ program, which was the basis for nearly 30 successful acquisitions over the past 12 years. ALSO’s chairman, Gustavo Möller- Hergt, noted the success of their existing collaboration with Westcoast. “We already have a successful collaboration, providing over 1.5 million seats to end customers of Westcoast with access to the cloud via the ALSO Cloud Marketplace,” he says. “This next level opens exciting opportunities for us to scale our business and benefit from the expertise of the UK team; for our customers it means the highest level of expertise in IT provisioning, cutting-edge infrastructure solutions, and services via digital platforms such as cloud, AI, IoT and cybersecurity.”
Joe Hemani chariman
Shared growth mindset Joe Hemani, chairman of Westcoast,
emphasised the synergy between the two companies, highlighting their shared growth mindset. “This is an alliance of two highly successful businesses sharing the same mindset of growth,” he says. “Over the last 42 years, our company went from strength to strength. And this is how it will remain in the future. The continuity of the business, which is paramount for vendors, customers and our team alike, is secured with this move. I am excited to play an active role during what I know will be a smooth transition and beyond.” Under the terms of the deal, Joe will be
westcoast.co.uk
Gustavo Möller-Hergt chairman
also.com This next level opens exciting opportunities for us to scale our business and benefit from the expertise of the UK team. “ ”
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HPE CIC LONDON
What happened in Vegas... didn’t stay there
This time, what happened in Vegas didn’t stay there. In June 2024, Antonio Neri, the President and CEO of HPE delivered the world’s first keynote address in the Las Vegas Sphere during HPE Discover 2024, sharing the stage with the rockstar that is Jensen Huang.
Both these leaders are excited for the future of technology for business, with the biggest trend of course being enabling businesses to integrate AI into their workflows. It didn’t stop there though – HPE held a follow-up event for analysts and the press at their office in the city of London, aptly named The HPE Viva Las Vegas Press and Analyst Summit . Wickus Bester, lead data analyst from Stock in the Channel, attended the event to learn what is in store for the world of enterprise IT and to see their revamped Customer Innovation Centre in person. We have seen an increase of 2.48% for search traffic on SITC for the networking category year on year for quarter 2, with interest in HPE Aruba among the highest in the category**. I am not at all surprised, as every business needs some combination of compute, networking and storage if they want to be a modern and data driven enterprise, with a new addition to that being an AI- integrated business. This is where companies like HPE are helping their partners excel, and to see this we need to look no further than the recently remodelled customer innovation centre stationed at their office. Revamped Customer Innovation Centre Following a full remodel, HPE’s London Customer Innovation Centre (CIC) has re- opened its doors to welcome customers, partners and employees to this incredible immersive experience. The CIC is an interactive space showcasing HPE technology and innovation that help drive customer outcomes from edge through to cloud. HPE is committed to helping our customers achieve their business goals. The CIC provides a space to invite customers in for strategic, pioneering conversations looking at how we can partner with them to innovate
faster and perform at levels that elevate them above their competition. Set over two floors, the CIC features bright collaborative working spaces, high-tech conference rooms, interactive experiences, an innovation collaboration zone and a brand-new hospitality space, complete with their own pub. As Jennifer Smith, London, CIC Manager who oversaw the CIC relaunch puts it “visitors are guided through our innovation stories in supporting energy generation from waves, to our spaceborne computer – the fastest computer in the galaxy – and past a range of Edge to Cloud HPE innovations, including a racing simulator that demonstrates how we’re speeding up race times with AI technology.” Jennifer adds, “Telling our story visually allows it to be immersively experienced, not passively observed. We want people to touch, feel, play and explore, helping to understand how HPE technology has brought our customer solutions to life.” It’s impossible to miss the Mercedes racing car hanging on the wall when you walk into HPE’s innovation centre, a clear reminder their partnership with HPE. Combined with the racing simulator on the centre floor, I saw
Jennifer Smith CIC Manager, London
hpe.com
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We want people to touch, feel, play and explore, helping to understand how HPE technology has brought our customer solutions to life. ” **based on 3rd position in trending ranking for Q2 2024 in category Networking
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HPE CIC LONDON
Introducing the new London CIC Watch the full guided tour and opening
how trackside data analysis using car sensors and HPE ProLiant servers is giving drivers like Lewis Hamilton the edge (quite aptly). I am going to gloss over my performance on the F1 sim – I’ll definitely be leaving that to the professionals at HPE who had their Machine Learning whisper secrets to them, I am sure. Another exciting partnership being showcased is the HPE Spaceborne Computer, a server speeding up scientific analysis on the international space station. This computer is proudly called the fastest server in the universe (travelling at around 17,500 miles per hour). Tongue now out of cheek, it does perform at teraflop speed while floating in zero gravity, and as a reminder, the most advanced android in Star Trek ran at 60 teraflops. We are on track to have our own Star Ship Enterprise roaming around if HPE keeps this up. After seeing all of these impressive displays of HPE’s partnerships, it was nice to end the day in Addison’s Tavern, where you can see an old audio oscillator as a memory of HPE’s first big project in 1939 with Disney’s Fantasia (with Disney remaining one of our largest customers). What is the purpose of the CIC? Firstly it is a great facility to bring clients and demonstrate HPE and their solutions. As a venue goes, it is welcoming, has excellent facilities, technology on show, breakaway pods and networking and hospitality abilities – a truly state of the art venue for customers. As well as levelling up the space, HPE have levelled up their teams too, enabling them to provide better facilitated sessions and a bespoke service to their partners and customers. The CIC provides exactly what
each visitor needs, with meaningful, helpful conversations and demonstrations to drive innovation around AI and hybrid cloud. Most importantly, it’s there to help HPE customers close deals with Jennifer claiming “With a 14% deal acceleration and a deal size increase of 1.8 times, bring your customers and partners into the CIC and let’s discuss their digital transformation.” Jennfier closes by explaining “I feel a renewed energy has been brought back to the CIC, with a fresh start for our London office and an excitement around in-person customer interactions. We’ve blended a bit of fun with science, and our team is so excited to show visitors around the space, let them drive on the race simulator, enjoy a pint at the bar and explore our technology through real-life examples. It’s such a valuable tool in our customers’ journeys, and we can’t wait to welcome them in to rediscover the art of the possible for their business.” HPE should be very proud of their renewed CIC, which no doubt will be an important tool for Resellers and something I recommend all HPE customer experience and use. It's easy to book a visit to the CIC, simply contact your account manager or email London CIC. Following the walk through of the CIC, the analysts and journalists were presented a recap of all the announcements that were made during HPE Discover 2024 which NITC will go through in detail in a series covering HPE over the coming issues including HPE and NVIDIA’s partnership, HP Private Cloud AI and the latest from Greenlake, Sustainability in Data Centres, the latest developments with HPE Aruba – stay tuned!
HPE Spaceborne Computer
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It’s such a valuable tool in our customers’ journeys, and we can’t wait to welcome them in to rediscover the art of the possible for their business.
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PRODUCT LAUNCH VERTIV MegaMod CoolChip
Vertiv launches new solution Demand for AI-ready data centre capacity is increasing quickly, meaning new capacity is needed and Vertiv has launched a new prefabricated modular data centre solution to help with this.
With demand for AI-ready data centre capacity outstripping supply, developers and operators are focused on bringing new capacity online as quickly as possible. To support this goal, Vertiv has launched the Vertiv™ MegaMod™ CoolChip, a liquid cooling-equipped prefabricated modular data centre solution engineered to enable efficient and reliable AI computing. The solution can be configured to support the platforms of leading AI compute providers and scaled to customer requirements. MegaMod CoolChip can reduce the time to deploy AI critical digital infrastructure by up to 50%. MegaMod CoolChip is designed to address the specific requirements of AI compute through a turnkey solution that integrates Vertiv CoolChip technology to support direct-to-chip liquid cooling, high-efficiency power protection and distribution, and other critical digital infrastructure technologies. The solution can be used as a modular retrofit of an existing facility or as a new freestanding data centre, supporting up to hundreds of kilowatts per row, up to multiple megawatts with prefabricated units. “MegaMod CoolChip is a fully equipped critical digital infrastructure solution that customers can deploy quickly, and with confidence,” said Viktor Petik, vice president of Vertiv infrastructure solutions. Designed for AI compute Vertiv engineers have applied learnings around prefabricated solutions and the needs of AI deployments to develop the MegaMod CoolChip solutions. Features include: l High-density compute: MegaMod™ CoolChip supports IT systems from the customer’s AI compute provider, including accelerated computing platforms, integrated into equipment racks with integrated plumbing and high-density Vertiv™ rack power distribution units. Integrated racks from AI compute providers may also be consolidated into
the prefabricated units l High-density liquid cooling
infrastructure: Vertiv chillers and cooling distribution units provide safe and efficient management of cooling fluids to and from the rack. MegaMod CoolChip uses direct- to-chip cooling for high-power CPUs and GPUs by managing heat removal from components not serviced by the direct- to-chip cold plates. The balance between liquid and air cooling is tailored to the design of the AI compute platform to optimise efficiency l High-efficiency power protection and distribution: Vertiv power technologies provide power protection and distribution from the utility to the rack, including busway, switchgear, and compatibility with the Vertiv Trinergy™ uninterruptible power supply (UPS) and the Vertiv™ PowerNexus solution, which reduces the power system footprint through close coupling of the UPS and switchgear l Modular assembly: MegaMod CoolChip arrives in prefabricated units, including the building enclosure and all building systems, that are assembled on site. It is also available in skid-mounted units, providing flexible options for new builds, retrofits and expansions. All of this is integrated in a clean and controlled factory environment l Single-source accountability: From initial consultation through configuration, fabrication, installation, commissioning and lifecycle services, Vertiv manages all aspects of solution development
Viktor Petik vice president, infrastructure solutions
vertiv.com
reducing demands on customer resources and providing cost and schedule efficiencies.
The MegaMod CoolChip solution can also enable the sustainability goals of data centre operators and developers. By employing advanced technologies, such as direct- to-chip liquid cooling MegaMod CoolChip data centres can improve Power Usage Effectiveness compared to data centres using traditional technologies, resulting in a lower carbon footprint.
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CLOUD SOVEREIGNTY
Seizing cloud sovereignty opportunities Sovereign clouds can provide services to customers without creating vendor dependencies. Popular in continental Europe, they can also be effective in the UK, and partners have a key role to play, says Penny Philpot, vice president ecosystems EMEA, Red Hat.
European companies acknowledge cloud is a game-changer and many have it at the forefront of their strategies. The benefit is the increased flexibility and responsiveness it offers in today's fast-paced business world. However, regulated industries like finance, healthcare, and the public sector must also navigate complex policy requirements
and customer is crucial. Customers that are earlier in their cloud modernisation journey and approach to digital transformation will rely heavily on partners for expertise in cloud sovereignty, including guidance on data and workload classification. This hands-on guidance unlocks doors for partners with hybrid and multi-cloud expertise and fuels customer progress towards sovereignty. True sovereignty lies not in specific vendors, but open participation on the basis of open standards and open source licensing and culture. Regulations alone cannot safeguard empowerment – it springs from technology accessibility. Partners who embrace open source for cloud self-reliance take the first step; those who champion open collaboration take the next. Regulatory conversations around cloud sovereignty can be hard to have, because the term means different things to different parties. Rather than getting bogged down in semantics, it might be better to study tangible examples that are anticipating where policy trajectory could land. Hosted in Germany IONOS is dedicated to establishing a trusted and digitally sovereign cloud for communication and collaboration based on open source technology. Another recent example is Cloud Temple, a provider of cloud infrastructure to the French public sector. Cloud Temple recently committed to open source as the means to offer a sufficiently broad and competitive ecosystem of services to its customers. This is the clarion call for partners – lead customers from cloud curiosity to capability. Guide migration and workloads while showcasing regional implementations that anticipate policy. Most importantly, advocate open technology standards that place control into clients’ hands. By kickstarting an open and participatory cloud, partners hold the pen to write the next chapter in Europe’s digital journey.
around data control and jurisdiction. EU regulators recognise this digital
dilemma. Initiatives like DORA, NIS2 and IEA help organisations gain resilient, interoperable and customisable cloud infrastructure. The message is clear: embrace the cloud confidently without ceding control. Sovereign clouds This is where sovereign clouds come into play. A sovereign cloud refers to an environment designed to provide services without creating vendor dependencies. Services are typically either open source or have equivalent vendor- independent alternatives (via open standards), allowing users more flexibility to exchange cloud service provider or vendor. Notably, a sovereign cloud emphasises user control, maintaining data ownership and usability within the user’s domain. Collaborations between local and global cloud providers are vital to enable success, meaning partners that sit at these cross-roads have a huge advantage. Kickstarting cloud sovereignty Organisations searching for sovereign cloud solutions need partners for long-term collaboration. Implementing sovereignty principles is a long-term process that involves adapting to new IT requirements in terms of infrastructure, security and governance frameworks. These factors emerge as pivotal criteria for evaluating solutions and must be a shared responsibility across all partners, so a close working relationship between provider
Penny Philpot vice president ecosystems EMEA
redhat.com
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