News in the Channel - issue #37

STOCKIES WINNER – CLARION

There was also a stronger focus on compliance, approval workflows and integration with procurement systems, rather than purely transactional buying. How did customer demand change over the course of the year? MW: Demand became more predictable and structured as the year progressed. Early in the year, customers were cautious and focused on cost control. As confidence returned, we saw increased project-led purchasing and more forward planning, particularly in education, public sector and enterprise accounts. Customers also became more selective, favouring partners that could offer reliability, transparency and ease of doing business over purely price-driven decisions. This helped us in winning tenders and ranking on frameworks.

well positioned. The channel is becoming more sophisticated, and that creates opportunity for businesses willing to adapt and innovate. What do you think will be the main trends in 2026? MW: In 2026, we expect continued growth in digital procurement, automation and integration. Customers will increasingly expect seamless connections between reseller platforms, procurement systems and internal approval processes. AI-driven search, personalised experiences and smarter data insights will also play a bigger role, alongside a continued focus on sustainability, compliance and governance. What are your plans for the future? MW: Over the next 12 months, customers can expect continued investment in our eCommerce platform, with enhancements focused on speed, usability and deeper procurement integration. We’ll also be expanding self-service functionality, improving automation across quoting and ordering, and delivering clearer insights for customers through better reporting and account visibility. Ultimately, our goal is to make buying through us simpler, faster and more efficient – while continuing to support customers with account manager led expert advice and service when they need it. n

What do you put your success down to in winning the Reseller Website

of the Year award? MW: Our success comes down to a

relentless focus on customer experience and building a platform that genuinely supports how our customers’ procurement teams work. Rather than treating eCommerce as a bolt-on, we’ve invested in it as a core part of our proposition – combining strong functionality, performance, security and usability. Crucially, we’ve shaped the platform around real customer feedback and continuously improved it based on how it’s actually used.

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Over the next 12 months, customers can expect continued investment in our eCommerce platform, with enhancements focused on speed, usability and deeper procurement integration.

What is your assessment of the health of the channel currently?

MW: The channel is in good health, but it’s evolving. Margins remain under pressure, and customers are more informed and demanding than ever, which means resellers need to clearly articulate value beyond product supply. Those who invest in digital capability, services and customer experience are

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