News in the Channel - issue #37

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Issue #37

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COMMENT

Grasping the issue AI continues to garner headlines for the efficiencies and insiights it is bringing to businesses but there are concerns about it – including how sustainable it is. This is an issue resellers are increasingly going to have to grapple with as AI use rises.

I have written about artificial intelligence (AI) several times over the past three years or so in this column, but it is worth returning to again – largely because the technology is evolving so fast that what is written about it can be out of date within a few months.

because they will have an important role to play as a trusted advisor to their customers. AI is also having a major influence on cybersecurity. While cyber criminals are using it to bring more and different threats to businesses, it is also being used to defend systems from attack,

Dan Parton

While the benefits of AI are becoming clearer for businesses in a range of industries now – although

such as SaaS solutions. You can read more on the latest trends, and how resellers can help keep customers’ SaaS solutions safe, on p32. Elsewhere in this issue, we look at how warehousing

there is still an element of ‘AI for AI’s sake’ among some – there are nevertheless some legitimate concerns about it. One of the main concerns is how businesses square increasing use of AI with their ESG goals. Using AI requires a lot of computing power, which requires more energy, as well as putting more pressure on data centres and how they are cooled. Given one of the main aims of sustainability policies is to reduce energy consumption and the impact on the environment, this would appear to present a problem. But, as we explore in a feature beginning on p22, this issue is being acknowledged, and there are ways that AI can help with sustainability, but it will nevertheless require thoughtful deployment – and this is an issue that resellers will need to be on top of

and logistics businesses are increasingly harnessing the power of data to bring efficiencies to their operations as they face greater pressures than ever before. But resellers can help, and there are a range of data management products and services they can provide. Read more on p38. As always, I hope you enjoy the issue. News in the Channel is for everyone in the channel, and the content aims to reflect this. So if there is any topic that you would like to see covered in a future issue – or you have a news story or press release you would like to send for consideration for publication – please drop me a line at dan@newsinthechannel.com. n

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CONTENTS

News You should know p8

Audio visual: Snom – p12

Audio visual Snom's new launches p12

Konekt – p18

Konekt may be a new name in the market, but it is a long-established business that is focusing forging a new direction to help customers to harness the power of AI, UCAS and more to maximise the potential of their business.

Product launch Acer Swift AI Copilot+ PCs p14 Konekt interview Joel Chimoindes p18 AI sustainability Meeting ESG goals p22 Gamification of the workplace p28 SaaS security Repelliing threats p32

When a brand with nearly three decades of pedigree steps into new subcategories, it is exciting. When the vendor is Snom, the excitement is even more palpable.

Data management for warehousing – p38 Pressure is ever-increasing on warehousing and logistics businesses to deliver orders faster and more cost- effectively than ever. To help achieve this, many are looking to harness the power of their data – and this provides opportunities for resellers.

Cover story The big March giveaway p34

Data management for warehousing Harnessing data power p38 Networking Cisco innovation p48

AI sustainability – p22

AI is becoming increasingly used by many businesses, but it is power-hungry so how do businesses square that with their ESG goals – and how can resellers help with this?

First party data p50

Logitech at BETT 2026 p54

Product launch – p14

Acer has announced a new lineup of premium Swift AI Copilot+ PCs featuring Intel Core Ultra Series 3 processors, sleek new designs, advanced features and next-generation AI performance.

Stockies winner – Academia p56

People on the move p58

CONTENTS

Networking – p48

Academia enjoyed a successful 2025 as the business scaled its digital and eCommerce capabilities, and this was topped off by winning Reseller Website of the Year at the recent Stock in the Channel Awards. Stockies winner: Academia – p56

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

Cisco is strengthening its portfolio for the AI powered enterprise and AI enabled organisations in 2026 and beyond. With enterprises rapidly embracing generative and agentic AI, whether in pilot phase or embedded in selected areas, AI agents are starting to work 24/7, demanding low latency and greater storage capacity.

Gamification of the workplace – p28

Gamers are increasingly demanding more from their equipment – from monitors to keyboards – to ensure they can perform to their optimum. But these products are also becoming popular in businesses to increase productivity, and this provides opportunities for resellers.

First party data – p50

Logitech at BETT 2026 – p54

Technology is an increasingly integral part of classrooms, lecture theatres and seminar rooms, but they can often create problems rather than solve them – but Logitech has a suite of products designed to enable teachers to focus on teaching.

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

Data is embedded into every decision- making process, but first-party data can help channel partners to gain a competitive advantage, says Rishi Kapoor, head of WW partner sales Engineering & Solutions: Technology & Innovation Partners at Alteryx.

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

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NEWS

SolarWinds kickstarts new partner programme

SolarWinds has unveiled a revitalised partner programme. The programme introduces new benefits, enablement, and demand generation investments designed to help partners scale, compete more effectively and deliver stronger customer outcomes. “Our enhanced 2026 Partner Programme provides a renewed foundation to drive great customer outcomes and an improved overall partner ecosystem,” said Barb Huelskamp, VP of global channel sales and alliances. “By aligning our strategy with our purpose, mission, and CARE values, we’re establishing a framework that can support predictability for our partners and scalable growth for partners and their customers.” The refreshed programme includes: ☀ New tiered benefits – as partners achieve higher program tier status, they will have access to more program benefits. This will include lucrative incentives based on metrics such as channel-initiated growth. As partners grow and invest, they will see higher

discounts. ☀ Enhanced marketing investments – recognising the need to consistently build and sustain pipeline, SolarWinds is expanding its investment in partner-

led demand generation. Based on programme tier, partners will gain

access to enhanced marketing support designed to help generate qualified demand and accelerate growth ☀ Elevated enablement – building on the 2025 program updates, such as role-based certifications, 2026 enablement opportunities will improve on that curriculum. Partners will also have access to new enablement content, and specialisations based on subject matter expertise or services and verticals. ☀ Improved partner experience – partners will enjoy a more innovative partner experience with an improved partner portal. This will include streamlined deal registration, lead sharing, a better NFR request process

Barb Huelskamp VP of global channel sales and alliances

solarwinds.com

and helpful partner onboarding/ business planning checklists. n

evo acquires Exertis Supplies

evo has signed an agreement for its VOW business to acquire the trade and stock of Exertis Supplies from Exertis UK. At the time of writing, evo is in consultation with Exertis Supplies employees to try and secure their future employment wherever possible. evo is also taking on Exertis Supplies’ stock, which the company says should ensure suppliers receive a sensible settlement, and acquiring the trade. “This is a sensible and pragmatic outcome. I would commend Exertis UK for their approach to this transaction, and I would like to thank Dan Taylor, evo commercial director, and Leanne Gregg, evo people director, for their outstanding

work to enable this transaction to be completed,” said Andrew Gale, evo CEO. “Steve Forde and Louis Dobson, the evo Stock team, worked tirelessly and we were advised by Walker Morris LLP and DLA Piper.” Adrian Butler, VOW UK managing director, added: “VOW’s immediate focus following the consultation period will be to work closely with our new colleagues and to ensure any stock transfer is completed in quick order to enable our customers to be serviced at the highest levels possible. VOW’s success is measured on how well the independent dealer channel performs, which has shown year after year how resilient and adaptable to change it is.” n

Andrew Gale CEO

evo-group.co.uk

NEWS

SYNAXON UK and Acer form alliance SYNAXON UK has formed a new

managing director, SYNAXON. “Acer’s solutions are exactly right for SYNAXON and its reseller partners – they meet all the needs of end user customers and enable partners to compete effectively for new business. We will be doing everything we can to show them just how good an opportunity Acer presents, especially in the SMB and education markets, both of which are prime areas of focus and growth potential for SYNAXON partners.” Exclusive offers and promotions on Acer products will be available through SYNAXON, including the Acer STEM Rewards Programme. This offers schools a £10 reward for every Acer Chromebook or Windows-based device they purchase. The money can be used to claim a range of STEM-related rewards. n

partnership with Acer, providing further support and choice to partners looking to grow their sales in the SMB and education markets. The alliance enables resellers to take advantage of the personalised service offered by SYNAXON UK. It gives Acer the opportunity to reach out to more UK partners with its extensive range of products, which combine high performance and quality with exceptional value. In particular, the two companies will be working together to target the SMB and education markets. “Acer is a significant addition to SYNAXON UK’s growing vendor portfolio and it means we can now offer even more options to our partners, backed by our renowned personal service,” said Mike Barron, UK

acer.com

Mike Barron managing director

synaxon-services.com

Westcon-Comstor launches Tech Insights Westcon-Comstor has launched Tech Insights, a free-to-use programme that enables channel partners to unlock new revenue opportunities by identifying and addressing risks in customer IT environments. Built for simplicity, speed and scale, Tech Insights provides tailored, customer-

profile and practical guidance on what to fix first – all without any disruption to live environments. Available to Westcon-Comstor partners across EMEA, it is designed to support a more consultative, outcome-focused sales motion while establishing a framework for follow-on projects. Assessments are aligned to industry standards such as GDPR and NIS2, enabling targeted budget discussions based on specific, evidenced gaps. “Tech Insights makes it easier than ever for partners to add value by having strategic, informed conversations with their customers,” said Geert Busse, solutions architect director EMEA, Go-To- Market at Westcon-Comstor. “By unlocking deeper insight into customers’ IT landscapes across cybersecurity, AI and cloud, partners can open new doors, progress deals and position themselves as trusted advisors.” n

ready outputs that accelerate active deals and create upsell and cross-sell opportunities in services and other high- margin offerings. Partners can quickly assess the health and configuration of their customers’ security posture and AI data readiness. Expert-led assessments deliver a clear, actionable snapshot with prioritised recommendations, plus the ability to validate multi-vendor solutions in real- world scenarios. Customers gain a straightforward view of gaps in critical areas including cloud, identity, application and data security, giving them a clear view of their risk

Geert Busse solutions architect

director EMEA, Go-To-Market

westconcomstor.com

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NEWS

TD SYNNEX Maverick appointed distributor for Barco TD SYNNEX Maverick has been

presence in the market for BYOD meeting rooms and enhances our range of collaboration solutions,” said Mark Glasspool, senior director, UK and Ireland, TD SYNNEX Maverick. “We’ll be working closely with the Barco team to reach out to the B2B community and maximise the opportunities for all partners with the full ClickShare range, and in particular working to raise awareness of the huge potential for the Clickshare Hub solution for room-based conferencing.” Anthony Wright, sales director, UK and Ireland and Nordic Territories at Barco, added: “TD SYNNEX Maverick is… ideally placed to help Barco reach further into the partner community and fulfil the huge potential for ClickShare in the commercial and public sectors.” n

appointed as a distributor for the full range of meeting room solutions from

Barco in the UK and Ireland. The complete range of Barco

ClickShare meeting room solutions are now available from TD SYNNEX Maverick, enabling partners to benefit from Maverick’s specialist knowledge and long experience in the collaboration and audiovisual solutions, and to access the extensive value-added services, stock holding and financial options available from TD SYNNEX. The alliance builds on the strong relationships that exist between TD SYNNEX Maverick and Barco in other European countries. “Barco is another significant strategic addition to the TD SYNNEX Maverick portfolio and one that extends our

Mark Glasspool senior director UK&I

uk.tdsynnex.com

barco.com

UK mid-market firms take control of cybersecurity as vendor trust falls UK mid-market organisations are

previously. While a similar proportion feel vendors are more interested in ‘selling products than providing solutions’. Only 11% of respondents believe their ‘vendors genuinely act in their organisation’s best interests.’ Although external threats continue to dominate headlines, Advania’s research shows that IT leaders perceive internal factors as the more disruptive influence on their cyber strategy with 57% of respondents identifying issues such as staff turnover, skills gaps and misaligned strategy as the biggest disruptors to their cybersecurity strategy. Organisations are also rethinking cyber ROI, as reputational damage now outweighs technical recovery costs after recent high-profile breaches. The report also highlighted modest improvements in cyber awareness training, with the number of UK firms offering monthly sessions rising from 22% to 32% year-on-year. However, two-thirds of organisations still train employees less frequently. n

increasingly taking cybersecurity into their own hands, often out of necessity rather than choice, according to new research. The results reflect declining confidence in external technology vendors and rising pressure on internal teams to ‘do more with less.’ Published in Advania’s ‘ Building Core Resilience 2025 ’ report, the findings are from a survey of 1,236 IT decision-makers across Northern Europe, including 500 in the UK. The data shows that at least 65% of UK mid-sized firms now manage cybersecurity entirely in-house, lacking third-party, expert validation of their defences. This growing self-reliance coincides with falling confidence in external technology partners with 40% of UK IT leaders believe vendors ‘prioritise enterprise clients’ over them, a significant jump from 28%

Building core resilience Mid-market tech challenges report

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AUDIO VISUAL

New ground but not new territory When a brand with nearly three decades of pedigree steps into new subcategories, it is exciting. When the vendor is Snom, the excitement is even more palpable.

Snom A350M

hybrid professionals who need to stay connected to their calls and surroundings. In busy offices, open plan environments and, increasingly, at home, having one ear free isn’t a compromise – it’s a productivity feature. For home workers in particular, the single-ear design proves unexpectedly practical. Doorbells, family interruptions or pets, quick conversations can be managed without removing the headset, making the A350M well suited to real- world working conditions rather than idealised ones. Snom, but not as you know it The A350M is Snom’s first Bluetooth headset. Audio quality is crisp and clear, benefitting from Snom’s HD audio heritage, with further personalisation available through the Snom Connect app. Users can fine-tune equaliser settings to suit their hearing preferences, something often missing from headsets at this level. Battery life is another strong point, with up to 32 hours of talk time, ensuring the headset comfortably lasts multiple working days. A 30-metre wireless range provides freedom of movement around offices or home workspaces, while USB-C fast charging keeps downtime to a minimum. Connectivity is particularly impressive for modern workflows. The A350M supports simultaneous connection to two devices, allowing users to switch effortlessly between a laptop, desk phone or mobile without reconnecting

Snom has been designing professional- grade VoIP devices since 1997, building a reputation for high quality engineering in audio and telephony devices, reliability that has made it a trusted name across enterprises, call centres, hospitality and service providers worldwide. While best known for IP desk phones and DECT solutions, Snom’s latest launches signal a deliberate and logical expansion into the wider audio-visual landscape. The introduction of the A350M Bluetooth headset, the updated A170C DECT headset, and the V420 4K conferencing camera sees Snom doing what it has always done well: providing solutions with thoughtfully engineered business-first products. The head wants what the ear wants Snom’s first Bluetooth headset arriving as a monaural design may surprise some, but it makes perfect sense when viewed through a professional lens. The A350M is built for office workers, contact centre agents, and

Snom’s first Bluetooth headset arriving as a monaural design may surprise some, but it makes perfect sense when viewed through a professional lens.

snom.com

31026

AUDIO VISUAL

or swapping headsets. For professionals juggling calls across platforms, this is a genuine time-saver and a feature many end users would desire. It certainly is a productivity booster, enabling more to get done with ease. Design details reinforce the A350M’s business focus. The headset is lightweight, comfortable for long sessions, folds away neatly for travel, and includes an integrated busy light – now an essential feature in shared spaces and open-plan offices where visual cues matter. The onboard controls are intuitive and easy to use. Mute, volume and call management buttons are all where you’d expect them to be. Entering new territory The A350M isn’t arriving alone. Alongside it, Snom has refreshed its popular DECT headset with the A170C, refining rather than reinventing a proven design. The A170C delivers improved battery life, USB-C charging and continued compatibility with Snom’s existing phone ecosystem. For organisations already invested in Snom infrastructure, this update offers a simple, low-risk upgrade path with tangible usability benefits. Meanwhile, the launch of the Snom V420 4K video conferencing camera marks a more significant expansion – positioning Snom as a serious audio-visual player. The V420 delivers sharp 4K video, strong low-light performance, and intelligent audio capture through three integrated microphones with beamforming technology. With a wide field of view up to 120°, flexible mounting, and true plug-and-play deployment via USB-C, it fits naturally into home offices, huddle rooms, and small meeting spaces. Paired with the Snom C300 speakerphone, the V420 becomes a compact yet professional conferencing solution, making it ideal for organisations looking to standardise hybrid meeting rooms without over-engineering, as well as giving them the option to extend IT

lifespans by using existing screens.

Snom V420

Backed by Snom For MSPs and resellers, Snom’s move into headsets and video is about expanding a trusted ecosystem. The new devices are easy to deploy, familiar to support teams already working with Snom, and aligned with the realities of hybrid work. They integrate seamlessly with major platforms like Microsoft Teams, Zoom, Webex and Google Meet. The V420 video camera’s professional image quality, strong audio capture, sustainability credentials, and three-year warranty reinforce Snom’s positioning as a reliable, long-term AV partner. For resellers, the A350M is particularly compelling: a professional, well-priced

headset that addresses real-world working behaviours while opening new revenue opportunities beyond desk phones. The ability to sell a complete audio-visual solution – headset, phone, and camera

– strengthens account stickiness and simplifies vendor management. Resellers can find the stock through authorised distributors ProVu and EFL. n

Snom A170C

Editor’s Verdict: Snom may be entering new product categories, but it’s doing so on familiar ground. The A350M, A170C and V420 are natural extensions of a brand that understands professional communication and where it’s headed next.

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PRODUCT LAUNCH ACER SWIFT AI COPILOT+ PCS

Swift pace of change Acer has announced a new lineup of premium Swift AI Copilot+ PCs featuring Intel Core Ultra Series 3 processors, sleek new designs, advanced features and next-generation AI performance.

Acer Swift 16 AI

The Acer Swift 16 AI gives creators the ability to interact with AI creativity tools by sketching, animating, modeling and editing directly on the touchpad.

Customer demands of their laptops are ever-increasing, with more wanting AI capabilities to help them to work as efficiently as possible in today’s demanding workplace. Laptop manufacturers are responding to this with their new releases, including Acer, which has introduced its latest Swift AI laptop portfolio, a new generation of Copilot+ PCs on Windows 11 designed to deliver powerful on-device AI capabilities for creators, on-the-go-professionals, and tech-savvy users. The new lineup includes the Swift 16 AI, Swift Edge AI and Swift Go AI, in 14- and 16-inch variants. Swift 16 AI The Acer Swift 16 AI (SF16-71T) is Acer’s latest flagship AI laptop, crafted from aluminum for users who demand premium performance and refined design. Powered by up to an Intel Core Ultra X9 388H

processor with built-in Intel Arc B390 graphics, it is aimed at digital creators to handle computing intensive tasks and large files. At its centre is the world’s largest haptic touchpad (16:10 aspect ratio, 175.5mm x 109.7mm), which supports up to MPP 2.5 stylus input. As a result, the Acer Swift 16 AI gives creators the ability to interact with AI creativity tools by sketching, animating, modeling and editing directly on the touchpad. It provides precise, satisfying feedback and enhanced durability with less moving parts, and a Corning Gorilla Glass cover. Its VESA DisplayHDR™ True Black 500 certified 16-inch 3K OLED WQXGA+ touch display with elegant edge-to-edge glass features a 120Hz refresh rate and 100% DCI-P3 color gamut to deliver smooth, vivid visuals with accuracy. Audio is powered by dual DTS®:X Ultra speakers

PRODUCT LAUNCH ACER SWIFT AI COPILOT+ PCS

with anti-vibration technology, ensuring clear, immersive sound. The FHD IR camera supports secure facial login via Windows Hello. The Acer Swift 16 AI features a full suite of ports and connectivity options, including Wi-Fi 7, Bluetooth 5.4 or above, dual Thunderbolt™ 4 Type-C ports, USB Type-A, HDMI 2.1 and a MicroSD slot. Acer Swift Edge AI The Acer Swift Edge 14 AI (SFE14-I51) and Swift Edge 16 AI (SFE16-I51/T) combine thin and lightweight designs with MIL- STD 810H U.S. military-grade durability, making them great options for mobile professionals. Built with a stainless steel- magnesium alloy chassis, the Swift Edge 14 AI weighs under 1kg and measures just 13.95mm. Both are powered by up to an Intel Core Ultra 9 processor 386H with built-in Intel Graphics, with support for up to 32GB of LPDDR5x memory and up to 1TB of PCIe 4.0 SSD storage, ensuring smooth performance and multi-day battery life. The models feature up to 3K WQXGA+ OLED touch displays with 120Hz refresh rates and vibrant color reproduction for immersive visual work and entertainment viewing. The inclusion of Acer’s latest multi-control touchpads allows users to seamlessly manage media, presentations and conferencing tools. Bulit-in FHD IR cameras with Human Presence Detection enhance security and convenience, while dual DTS:X Ultra speakers with anti- vibration technology produce clear-cut audio. The teleconferencing experience is further enhanced by Acer’s PurifiedVoice technology through AI-aided noise

cancelation. The Swift Edge AI models also support Wi-Fi 7 and Bluetooth 6.0 and come with ports including Thunderbolt™ 4 Type-C, Type-A and HDMI 2.1.

Acer Swift Go 14/16 AI

Acer Swift Go 14/16 AI For users who need a balance of

acer.com

performance, portability, and value, the Acer Swift Go 14 AI (SFG14-I71/T) and Acer Swift Go 16 AI (SFG16-I71/T) offer appealing options with premium features. They are equipped with up to an Intel Core Ultra X9 388H processor with built- in Intel Arc B390 graphics and backed by up to 32GB of LPDDR5x memory and up to 1TB of M.2 SSD storage. These models feature a laser-etched aluminum chassis and ultra-thin designs. Display options include 2K WUXGA and 3K WQXGA+ OLED touch panels, with wide color gamut support and smooth refresh rates. Their 5M IR cameras with High Dynamic Range and Human Presence Detection Technology enhance video calls and privacy, while dual DTS:X Ultra speakers with anti-vibration technology and Acer Multi-control touchpads round out their user-centric features. Fast connection speeds are ensured thanks to Wi-Fi 7 and up to Bluetooth 6.0, while I/O ports, including dual Thunderbolt 4 ports, USB Type-A ports and HDMI 2.1 provide convenient data transfer. n

5M IR cameras with High Dynamic Range and Human Presence Detection Technology enhance video calls and privacy, while dual DTS:X Ultra speakers with anti-vibration technology and Acer Multi-control touchpads round out their user- centric features.

Acer Swift Edge AI

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PRODUCT REVIEW

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KONEKT

Ready to Konekt

Back in December 2025, it was announced that Northamber had acquired the hardware business of Nuvias UC (see News in the Channel issue 36 for more on that), while the remaining business was renamed Konekt. The decision to split the business was some time in the making. “When we looked at our business and the strategic direction for Nuvias UC in January last year, we knew how the industry was moving,” explains Joel Chimoindes, chief executive officer of Konekt. “We looked at that hardware business, and we had high market share, strong partnerships with vendors like Yealink, Neat and HP Poly, and fantastic customer relationships. But the hardware collaboration market has matured very quickly and started to level out. When markets level out, they become tougher, and the market becomes much more competitive. “As well as that, we saw IT market trends around how the market was polarising into must-have and nice-to-have decisions and driven heavily by budgets. The must-have decisions were around security, Windows 11 upgrade and AI. “Collaboration and hardware has fallen into the nice-to-have category. All those things influenced the overall market, making it more competitive. We felt that our real strengths as a business was in software and services, and that business was growing at 20%. “We took the decision that we would have a strong plan as we ended the year on what we were going to do with the

hardware business. Primarily, we looked to sell, and Northamber felt like a fantastic partnership for that business. We felt that Northamber shared a similar set of values and ethos to us, and their passion for specialist distribution and how to help partners succeed was paramount. “The sale to Northamber felt like a great fit. They were more operationally and logistically refined than us in that area too, which meant they could deliver a more cost-effective service.”

Joel Chimoindes CEO

konekt.tech

“

We’re changing the ethos of our business and the way that we think

Not just a continuation Following the deal, Nuvias UC was rebranded as Konekt. Joel says that the rebranding felt necessary as it wasn’t just a continuation of the old business. “When we were looking at our business last year, we felt that this was a fantastic opportunity to change and grow and develop in a new direction,” he adds. “We simply could have just rebranded, and said, ‘This is us’, but it’s much more than that. We’re changing the ethos of our business and the way that we think about it. We’re putting AI and automation at the heart of what we do, that’s a key

about it. We're putting AI and

automation at the heart of what we do, that's a key change.

”

0180

KONEKT

change. Not just from a system point of view, but from a mentality and a culture point of view too. We’re really nurturing that internally. People embrace that AI capability because it also means we can convey that to our partners on how we’re doing that ourselves as well. “It also is the springboard for us around how we evolve our culture, systems and go-to-market. Our business was already growing at 20% and we have strong growth ambitions this year too. “I’m proud of the team we’ve got and how we work together. But that needs to continue to grow with automation and AI inside the business. We are also looking to selectively expand our vendor partnerships, and our services and technical capability.” AI value Joel believes that using AI and automating systems can deliver value and efficiencies. “There’s no great AI moment where everything suddenly changes and it all works perfectly,” he says. “I look for where the cultural adoption of it starts to spark across the business. For instance, where our team members look in their own work and look at mundane tasks, and they automate them. Such as we put all our HR

policies into a customised AI companion in Zoom. Now, anyone who has access to the AI companion can ask questions about our HR policies, such as how many days holiday they have? What is the travel policy? All those things can now be simply answered via the AI companion.” Joel adds that the pre-sales team has also implemented an AI companion that answers pre-sales product questions from the sales teams. “This made our pre- sales teams far more productive because they could concentrate on helping our customers and grow products, grow solutions, rather than just answering questions on what licence goes with this, for example,” explains Joel. “None of these are great big AI moments. They’re all examples of AI being implemented throughout the organisation.” Post-deal, Konekt partners and customers can still expect the same level of service they received in the Nuvias UC days, Joel emphasises. “We will also selectively expand out our vendor portfolio. Our ecosystems around Zoom and Microsoft are our strategic place, and we’ll selectively add in vendors that complement those platforms. You’ll see us also expand our technical services capability to add additional services in

“

It also is the springboard for us around how we evolve our culture, systems and go-to-market. Our business was already growing at 20% and we have strong growth ambitions this year too.

”

1291 CONTINUED

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KONEKT

CONTINUED around the Zoom and Microsoft platforms to enhance the capability and capacity of our resellers.” Future confidence Joel is confident about the future for Konekt, thanks to its investments in automation portals and self-service portals. “Our partners will see that roll out over Q1 and beyond,” he adds. “We have also invested in our technical capabilities, whether that’s for pre- sales implementation or post-sales support, we can enhance our resellers’ capabilities. When you take these two things and combine them together, which we have, alongside a portfolio of cloud communications vendors, specifically around Zoom and the Microsoft ecosystems, it is a powerful proposition. “I believe that we have something unique in the cloud communication space that has big value to our partners and vendors. Our place in the market is combining those two things together. There are other players in this market that have a fantastic automation platform, or good technical capability, but not both like we have.” Having this proposition positions Konekt well in a market that is becoming increasingly difficult to predict. “The one thing you know is it’s going to be unpredictable,” Joel laughs. “I don’t think budgets are going to get any easier this year and we’re still going to have the caution around spend that we’ve experienced previously. “AI will continue to play a significant role in how people think about in their business. The interesting thing about that is when you look back to whenever there was a shift in technology or in buyer’s needs that invariably had a start, a middle and an end point. But with AI, I can’t see an endpoint, I can see a constant evolution of what can be achieved inside end user businesses. Therefore, we need to make sure we’re evolving our business

in line with that.” The phasing out of legacy infrastructure and digital transformation will also be a big trend in the coming year. “The switch off in the UK when that happens next year will become a compelling event to get people from an on-prem to an off- prem solution and retire old infrastructure as well,” says Joel. “I use this phrase compelling events; I think that’s important. You need compelling events when markets are tough to help people refine where they need to focus their budgets and growth. Last year, that compelling event in the IT industry was Windows 10 end of life and Windows 11 migrations.” Given these trends, Joel is understandably positive about the future for Konekt and the wider market. “The market areas we inhabit are growth areas, which means we can help our partners grow as well,” says Joel. “Things like legacy infrastructure being retired, and businesses are reaching the end of their first phase of their UCAS platform and are now looking whether they upgrade what they have or move to something else. All these present fantastic opportunities for us. Adoption of UCAS platforms is going continue, which means cloud communications will continue to grow too. “I’m energised by what AI will continue to do in our market and will be driving even greater productivity gains in businesses. I’m excited about the next 12 months and beyond, I think we’ve got a great opportunity in front of us.” n

“

The switch off in the UK when that happens next year, will become

a compelling event to get

people from an on-prem to an off-prem solution

and retire old infrastructure as well.

”

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AI SUSTAINABILITY

Sustainable solution? AI is becoming increasingly used by many businesses, but it is power-hungry so how do businesses square that with their ESG goals – and how can resellers help with this?

The rapid adoption of AI by many businesses across the spectrum to carry out a range of tasks and functions is anticipated to continue this year. While AI can bring benefits to those that use it, AI can also bring challenges – not least to sustainability targets. Jason Beckett, head of technical sales EMEA at Hitachi Vantara, says the demands of AI are rapidly outpacing traditional IT infrastructure. “AI workloads, particularly those running on GPU- intensive platforms or training large language models, require substantial computing power,” he adds. “This often translates into higher energy usage, increased cooling needs, and a greater carbon footprint especially when deployed without optimising for energy efficiency. “These pressures are already under scrutiny from regulators, investors and sustainability-conscious customers. This focus will only intensify. Many legacy systems weren’t built to handle AI at scale, particularly the associated cooling demands. “If left unaddressed, this creates real risk of grid overload and unsustainable operational costs. To stay ahead of these challenges, businesses must rethink their infrastructure strategies now. Innovation depends on agility and scalability: if your infrastructure can’t adapt quickly, every new initiative becomes a bottleneck. By designing for simplicity, security, and sustainability, organisations can pivot to new technologies like AI without major rework.” For many businesses, the challenge isn’t just the initial training of models, but

With AI use increasing, and the carbon produced by it falling under scope 3 emissions, this poses a potential problem for businesses that want to use AI but are also mindful of their sustainability targets.

the ongoing cost of inference – systems running continuously in the background, adds Adam Herbert, Go Live data CEO. “What’s often underestimated is how quickly these demands scale when AI is deployed without clear constraints or purpose,” he says. Richard Eglon, CMO Nebula Global Services, agrees that AI is inherently power- hungry. “This creates an ironic challenge: businesses are using energy-intensive technology to meet environmental goals,” he says. “Data centres, for example, need to manage cooling systems and server configurations carefully because every operational change impacts energy use and carbon output.” Simon Evans, lead consultant and sustainability director at PIE Factory, notes that the carbon produced by processing AI data requests falls under scope 3

AI SUSTAINABILITY

Contributors

emissions. “So, businesses have a responsibility to manage them,” he adds. “This was always true of businesses using cloud software, but AI has dramatically increased the energy use involved compared with standard cloud computing. For businesses, this creates risk and risk that is difficult to predict with any level of accuracy.”

you track compute emissions: deploy AI only where there’s a proven productivity or efficiency return,” he says. Businesses must take a long-term, architecture-first approach, he adds. “The most essential consideration is matching innovation with environmental management and long-term planning,” he says. “Businesses can reduce AI’s impact through energy-optimised infrastructure, such as platforms that avoid unnecessary data duplication and support modular scaling of compute and storage. Green software practices, zero-copy architectures and flexible scaling help reduce waste across the AI pipeline. “Traditional scaling often means adding more hardware, more power and more cost. Sustainable scalability is about growing intelligently using energy-efficient systems, optimising resource utilisation, and supporting future workloads without constant forklift upgrades. It’s about aligning IT growth with environmental and financial responsibility.” Adam says the starting point must be intentionality. “ESG and AI don’t have to be in conflict, but AI cannot be deployed indiscriminately,” he warns. “Businesses need to be clear on where AI genuinely adds value and where it simply adds complexity. From an ESG perspective, that means favouring targeted, use- case-driven AI over broad, experimental deployments, and being transparent about energy usage, data sources and outcomes. Responsible governance matters as much as the technology itself.” Improving efficiency Richard says businesses can help to reconcile ESG worries by using AI to optimise their own operations for sustainability. “For instance, AI can model the energy impact of different configurations in data centres, helping firms make informed decisions that reduce carbon output,” he says.

Jason Beckett

hitachivantara.com

Adam Herbert

go-data.com

What’s often underestimated is how quickly these demands scale when AI is deployed without clear constraints or purpose. “ ”

Squaring with ESG goals With AI use increasing, and the carbon produced by it falling under scope 3 emissions, this poses a potential problem for businesses that want to use AI but are also mindful of their sustainability targets. Simon says businesses square AI use with their ESG goals with great difficulty. “This is a nascent technology, so businesses can only make educated guesses about future energy demands for AI data processing,” he says. “ESG goals set before these assumptions are made are likely to need to be significantly adjusted. Water use is also a large-scale impact area that responsible businesses should be considering in their (excuse the pun) upstream processes.” AI should be treated like any other capital asset, Jason adds. “Make sure you set usage budgets and get on top of how

Richard Eglon

nebulaglobalservices.com

23 CONTINUED

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AI SUSTAINABILITY

CONTINUED

“Additionally, AI can automate carbon footprint calculations and Scope 3 reporting, making ESG compliance more efficient and cost-effective. This approach ensures that while AI consumes energy, it also drives measurable sustainability improvements. “AI is already being used to replace guesswork with hard data, enabling businesses to identify energy-saving opportunities. Examples include optimising cooling systems in data centres and analysing supply chain data to select partners that meet sustainability standards. AI-driven dashboards can track performance against sustainability criteria, helping organisations reduce waste and energy use across the value chain.” Simon agrees that AI can create more efficient business processes that could in theory, offset the impact of increased AI data use. “AI has the potential to create better logistics, run machinery more efficiently and avoid unnecessary waste in manufacturing,” he adds. “Depending on the business, it could be game-changing to overall energy use.” Jason notes that in industrial settings, AI enables predictive maintenance, reducing downtime and waste. “In commercial buildings, AI can optimise HVAC and lighting systems in real time, driving down emissions,” he adds. “It can automate resource planning, identify energy wastage and improve operational efficiency across the business. By using flexible consumption models like Storage- as-a-Service, enterprises can align costs with actual usage, and this can ultimately cut total cost of ownership while also improving performance.

Adam adds that AI is particularly effective at identifying inefficiencies that humans might miss. “Whether that’s optimising workflows, reducing duplication, or improving timing and resource allocation,” he says. “In data-driven marketing, for example, smarter analysis can reduce wasted activity, unnecessary communications and redundant processing. Efficiency gains may not always be visible at an individual campaign level, but at scale they can meaningfully reduce energy and resource consumption.” Rupert Bull, CEO of www. thedisruptionhouse.com, says AI can help companies become more sustainable in many ways. “Examples include integrating fragmented logistics and supplier data to estimate emissions, filling gaps and acting as a radar of where issues may exist across complex supply chains,” he says. “It can speed up compliance and reporting – systems trained on the major frameworks and standards can map raw data to disclosure requirements and draft reports compliant with them to save hours of human effort.” Reseller role Resellers must be mindful of the implications – good and bad – of AI for sustainability, when selling tools to customers. Jad Jebara, CEO of Hyperview, says resellers have a role as connectors and trusted advisors for the demand and supply sides of the industry. “By acting in that fashion, the reseller channel can build a win-win-win situation,” he says. “Resellers can connect buyers with suppliers by understanding their requirements and the characteristics of the supply (deployed infrastructure) or by sourcing infrastructure and acting as trusted advisors and connectors. “Suppliers can connect with buyers through trusted resellers and distribution networks built in local markets. These networks utilise local experts who have an

Contributors

Simon Evans

wearepie.com

Rupert Bull

thedisruptionhouse.com

Jad Jebara

“Think of AI as a consumer and enabler, optimising supply chains,

hyperviewhq.com

energy management and sustainability reporting. But it starts with good data and better infrastructure; if the infrastructure and data pipelines are designed with sustainability in mind, AI can become a net positive for ESG performance.”

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