News in the Channel - issue #22

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Issue #22

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COMMENT

Prepare for the worst Sometimes in business no matter how careful you are, disasters still happen. This is why disaster recovery planning should be an imperative, especially for SMBs – and resellers should be pushing this to their customers.

Hope for the best but prepare for the worst. It’s a proverb that’s been around for many years, and variations of it are attributed to people from poet and civil rights activist Maya Angelou to Jack Reacher author Lee Child. But whoever has said it, it is a sentiment that business owners – especially of small- to medium-sized businesses (SMBs) – should heed. For an SMB, any sort of disaster – from a fire at its premises to being hacked by cybercriminals – that results in an extended period of downtime can be catastrophic. Indeed, some businesses never recover from a serious disaster and end up closing their doors for good within a few months.

dust – meaning that if they are required they won’t be optimum. This is where resellers need to come in and they have crucial role to play in ensuring that a good disaster recovery plan is put in place and kept up to date. But what should go into a good disaster recovery plan? Find out more on p46. Another consideration for SMB owners and managers – and therefore for resellers too – is storage. With more data being created than ever before – and the volume is only going to continue to grow in the future – storage is of critical importance, and cloud storage is an increasingly popular solution. But there are various options open to SMBs, from all-cloud to hybrid and on-premises and resellers have a crucial role in helping them to find the right solution. Read more on p35. Also, with artificial intelligence increasing the amount of data produced it also pushes traditional IT infrastructure limits, and creates challenges for data centres – but resellers can help businesses to overcome these. Martin Ryder from Vertiv explains more on p54. Elsewhere in the issue, we profile IT security distributor Distology, which is taking a different approach to company culture and recruitment and is reaping the rewards. CEO Hayley Roberts and CCO Sarah Geary talk about how they are trying to bring people into the sector that might not ordinarily consider a career in tech, the value of sales and marketing genuinely working together and more. Turn to p14 for more. As always, I hope you enjoy the issue. If there are any topics that you would like to see covered in a future issue of News in the Channel – or you have a news story or opinion piece you would like to send over to be considered for publication – please drop me a line at dan@newsinthechannel.com

Dan Parton

This is why disaster recovery planning should be imperative for SMBs. Yet statistics show that nearly half of SMBs don’t have a formal disaster recovery plan in place. Even then it is treated as an afterthought by some, and plans can be left on the shelf to gather

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CONTENTS

News You should know p6 Distology A different approach p14 Product Launch ViewSonic VP2776T-4K p18 Zyxel – POE12-3PD p19 Product Review Asus ExpertBook CX54 p20 HP Imagine The future of work p24 Cloud Storage for SMBs Growing demand p35 Digital Ability Empowering SMBs p40 Data Storage Future proof success p44 Distaster Recovery for SMBs Preparing for the worst p46 AI and Data Centres The impact of AI p54 Eagle Eye – BI

Disaster Recovery for SMBs – p46

Product Review: Asus – p20

ASUS’ ExpertBook CX54 Chromebook Plus features the AI-capable technology that business leaders and professionals want but marries it to the strength and durability that hybrid workers need in their laptop.

Disaster recovery is increasing in importance but many SMBs don’t have an adequate plan in place. Resellers have a crucial role to play in ensuring that a good one is put in place – but what should go into it?

Data Storage – p45

Peter Hayles, Product Marketing manager at Western Digital on storage considerations to help future proof business success

Product Launch: ViewSonic – p18 ViewSonic has launched its VP2776T-4K, its first Thunderbolt™ 4 ColorPro Monitor, which has been designed with creators in mind who have high demands on their monitors as they seek high degrees of accuracy in their visual work.

HP Imagine – p24

Entry-level keyboards p56 On the move p58 STOCKIES 2024 The Shortlists s1

HP recently held its Imagine event in the US, where the company outlined its vision for the future of work and launched a range of new products, including AI PCs and AI-enabled video conferencing solutions.

CONTENTS

Product Launch: Zyxel – p19

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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

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Distology – p14

Demand for cloud storage options is growing among SMBs, and is set to for the foreseeable future, with all-cloud and hybrid options to the fore. Resellers have an important role to play to help SMBs to get the right solutions for their needs. Cloud Storage for SMBs – p35

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

Fast-growing IT security distributor Distology has recently made an internal promotion as part of its restructuring. This is indicative of a company culture that looks to break from the norm and bring new and different people into the sector to help the company to grow quickly.

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NEWS

Survey highlights growing concerns over SaaS data protection

As SaaS applications become critical components of modern business operations a survey has revealed a troubling gap in confidence among executives regarding the protection of their SaaS data. The SaaS data protection confidence survey , conducted by Gatepoint Research for Keepit, gathered responses from 100 senior decision-makers across industries such as finance, healthcare, technology and manufacturing. It showed that while businesses increasingly rely on SaaS tools, many leaders are not fully confident in their ability to safeguard their data. While 28% of respondents expressed high confidence in their data protection measures, 31% reported moderate to severe lapses in their data protection, according to the survey. This lack of confidence is alarming as the use of SaaS applications continues to grow, with critical data stored in applications like Microsoft 365, Salesforce and Power BI. “Moderate confidence in SaaS data protection is not enough in today’s threat landscape,” said Paul Robichaux, senior product director of Keepit and Microsoft MVP. “Organisations must ensure their data recovery processes are robust and regularly tested. Otherwise, they risk discovering weaknesses too late, when a disaster has already struck and they’re trying to recover.” The survey revealed that 50% of respondents cite increased compliance requirements as their top challenge, with growing data volumes and the complexities of managing SaaS data also ranking high. As global regulations like NIS2 and DORA become more stringent, organisations are under pressure to ensure their SaaS data is adequately protected and

compliant with these evolving mandates. “In the financial industry, for example, DORA requires that backup environments be segregated from production environments to reduce risk. And we know that many organisations aren’t well-prepared to meet these requirements,” noted Paul. “The rising volume of data, combined with increasingly complex regulations, presents a significant challenge for many organisations.” The survey also highlights the financial and reputational risks associated with data loss. 57% of respondents identified brand and reputation damage as the most significant business impact of data loss, followed closely by financial consequences and regulatory compliance violations. While 58% of respondents reported using Microsoft to back up their SaaS data, there is a disconnect between perception and reality. Many executives mistakenly believe their data is fully protected by native SaaS backup features. However, shared responsibility models mean that SaaS providers are not accountable for customers’ data backup, leaving a critical gap in protection. “Only 15% of respondents consider backing up directory and identity services like Entra ID to be crucial, even though losing access to these services could cripple business operations,” Paul added. "This shows a need for better education around SaaS data protection.” When asked about the roadblocks to improving their data protection strategies, 56% of respondents cited budget constraints, while 33% noted a lack of expertise and resources. Many organisations also face the challenge of managing multiple data backup vendors, further complicating their efforts.

Paul Robichaux senior product director

keepit.com

Hornetsecurity launches 365 Multi-Tenant Manager for MSPs

Hornetsecurity has released its 365 Multi-Tenant Manager for managed service providers (MSPs). The new solution will significantly reduce the time and resources MSPs need to manage Microsoft 365 (M365) tenants. This will help boost productivity and profitability for MSPs. Managing M365 tenants has traditionally been a complex and resource-intensive task, with MSPs spending hours navigating multiple Microsoft portals to configure customers’ M365 environments: Hornetsecurity research

shows that, on average, MSPs spend 12 hours for each new tenant onboarding and three hours per month managing customers’ M365 environments. The intricate nature of these tenants, alongside the need for strict security measures and compliance with regulations such as GDPR, is time-intensive and expensive. Additionally, customers have diverse needs which can be overwhelming for MSPs to stay on top of. "Hornetsecurity is committed to innovation and proactively responding to our customers’

hornetsecurity.com

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changing needs,” said Daniel Hofmann, CEO of Hornetsecurity. “We have listened to our partners and developed a concrete solution to one of their biggest pain points: the onboarding, governance and compliance of their Microsoft 365 tenants. “Our new 365 Multi-Tenant Manager for MSPs will redefine M365 tenant management, enabling MSPs to streamline and centralise the management of multiple tenants from one central platform. This new product empowers MSPs to elevate their operational efficiency

and service quality to new heights, helping them with customer retention. “It will also speed up and standardise new tenant onboardings, freeing up MSPs time and resources for mission-critical tasks. Our calculations show the average MSP will save 80% of their time for management and onboarding of existing and new customers – the equivalent of an employee’s full- time workload over a year; and the more customers an MSP has, the higher this saving will be.”

hornetsecurity.com

Drones now available through Midwich

Midwich has signed a distribution deal with the world's leader in commercial and industrial unmanned aerial vehicle (UAV) technology, DJI Enterprise. The full range of enterprise drone solutions, including the recently released DJI Dock 2, is now available through Midwich in the UK and Ireland and is designed to help businesses and organisations with accurate information for timely decision-making, cost savings through reduced operational costs, enhanced personnel safety and quicker access to remote assets. “We’re thrilled to welcome DJI Enterprise solutions to our portfolio,” said Ross Floyd, commercial director (UK and Ireland) at Midwich. “Drones are revolutionising how businesses and organisations conduct tasks by providing faster and more accurate information, reduced risks for employers and their employees, and a more cost-effective alternative to traditional methods – all

packaged up in easy-to-use devices. “By partnering with DJI, we’re combining our passion for technology with their cutting- edge solutions to offer unparalleled solutions to our customers. We look forward to working together and talking to our partners about how they can utilise this exciting product range.” According to PwC, by 2030, the commercial drone industry is estimated to contribute £45 billion to the UK economy with projected carbon emissions reduced by 2.4 million tonnes and £22 billion in net cost savings. A spokesperson at DJI Enterprise added: “We are delighted to be working with Midwich for the marketing, distribution, and support of our enterprise products in the UK&I. Midwich’s experience and strong position in the AV/IT market makes them best placed to showcase our products to their customers in the channel. We're excited for this new partnership and the opportunities it brings."

midwich.com

New report reveals a rise in phishing attacks

Egress, a KnowBe4 company, has launched its latest Phishing Threat Trends Report , which examines the most recent phishing statistics and threat intelligence insights. It founds a 28% increase in phishing emails sent between April 1 – June 30 vs January 1 – March 31, 2024. In addition, 82% of phishing toolkits mentioned deepfakes and 74.8% referenced AI. The survey also revealed that 89% of phishing emails involve impersonation; Adobe was the most impersonated brand, followed by Microsoft. Also 14.9% of impersonation emails were classed as ‘payloadless’, relying solely on social engineering tactics.

Meanwhile, 44% of phishing emails were sent from compromised accounts, helping them bypass authentication protocols, with 8% originating from an account within an organisation's supply chain. The most prevalent payloads in these emails were hyperlinks, found in 45% of cases, followed by attachments, which appeared in 23% of the phishing emails. Commodity attacks – mass-produced, malicious campaigns that typically mimic spam by impersonating brands on a large scale – are rising in popularity, peaking at 13.6% of all phishing emails detected by Egress Defend in December 2023.

NEWS

During a commodity campaign, organisations experience a 2,700% increase in phishing attacks compared to their normal baseline. These attacks are primarily image-based, with 51.1% featuring a single graphic, often include hyperlinks (72.3%), and are highly polymorphic, randomising elements like links and display names. This flood of unsophisticated threats creates white noise, potentially masking more sophisticated and targeted phishing attempts, making detection even harder for cybersecurity admins. New employees with a tenure of two to seven weeks were the most targeted individuals for phishing emails impersonating VIPs, typically as part of CEO fraud attacks. Outside of employer-related attacks, Jeff Bezos and Elon Musk were among the most impersonated celebrities. “One of the most troubling findings is

the rapid commoditisation of AI in phishing toolkits, which is putting advanced threats into the hands of less sophisticated cybercriminals,” Jack Chapman, SVP of Threat Intelligence at Egress, a KnowBe4 company. “Organisations must respond by adopting advanced AI defenses that effectively counter these evolving threats while ensuring they aren’t introducing new vulnerabilities by using AI for AI’s sake. “As the old saying goes, 'the only constant is change,' and this is especially true in cybersecurity. As cybercriminals pivot away from one tactic that is no longer reaping the same rewards, a new one pops up to take its place. However, the report highlights one enduring reality: modern phishing threats are increasingly driven by impersonation tactics, which have become the backbone of many advanced and targeted attacks against organisations.”

Jack Chapman SVP, Threat Intelligence

egress.com

Medallia announces new technology partner programme

Medallia has launched a new technology partner programme to enable organisations to innovate, build and increase revenue growth. The new technology partner programme is aimed at independent software vendors and global service integrators who wish to build applications and develop integrations with Medallia’s enterprise experience platform. With this new programme, Medallia technology partners will be empowered to deliver exceptional value to joint customers and unlock significant revenue potential. Medallia’s partner portal will provide partners with a single source for marketing, sales, development and training resources needed to go to market easily and achieve rapid success. In addition to the new technology partner programme, Medallia is extending its marketplace, Medallia XChange, to partners. The Medallia Xchange will provide organisations access to an extensive library of curated partner

apps and integrations for Medallia customers seeking to unlock new capabilities that transform their customer experiences. “As the leader in the experience industry, our customers trust us to connect them with industry leading partners. We are proud that Medallia XChange will empower our customers to better deliver on their promises with access to an extensive library of curated apps and integrations,” said Ben Brewer, chief revenue officer at Medallia. “With our personalised approach and commitment to partner experience, we enable Medallia

Ben Brewer chief revenue officer

partners to deliver exceptional value to our joint customers faster and Medallia customers with top-tier partners to enhance every step of their experience.”

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NEWS

Kiteworks unveils MSP/MSSP program

Kiteworks has launched its new Managed Service Provider (MSP)/Managed Security Service Provider (MSSP) program. This is designed to empower Kiteworks MSP and MSSP partners to address the pressing security and compliance challenges faced by organisations. As cyber threats and regulatory demands intensify, organisations are increasingly struggling with the existential risks of data breaches and noncompliance fines. Kiteworks’ MSP/MSSP program offers a robust solution, enabling partners to deploy a platform that is secure by default and designed to meet stringent regulatory requirements, including FedRAMP, SOC 2 Type II, and ISO 27001, 27017, and 27018, among other security and compliance validations and certifications. Having these standards in place enables organisations to minimise risks, reduce costs and achieve compliance faster. “The Kiteworks MSP/MSSP program enables our partners to deliver unmatched security and compliance solutions that directly address the challenges their customers face,” said Kurt Michael, chief revenue officer at Kiteworks.

clustering and scaling means that MSPs/ MSSPs can meet diverse customer requirements without incurring high infrastructure costs. How customers benefit l Resource pooling: Many organisations, particularly SMBs, lack the resources and expertise to manage secure and compliant systems. The MSP/MSSP program allows partners to pool their resources and deliver scalable, cost-effective solutions across multiple clients. l FedRAMP and CMMC compliance: Smaller defence industrial base organisations face significant challenges in meeting CMMC compliance due to stringent requirements. Kiteworks supports nearly 90% of CMMC 2.0 Level 2 controls out of the box. l Consolidation to reduce complexity: MSPs/MSSPs often grapple with the complexity of managing multiple security products, leading to increased costs and operational challenges. Kiteworks consolidates these functions into a single platform, reducing the need for multiple configurations and easing the administrative burden. l Centralised compliance control: Compliance requires intricate policy settings and audit logs. Kiteworks offers comprehensive, centralised policy controls that reduce the labour required for compliance and minimise the risk of audit failures. In addition, features like Content- based Risk policies and Next-generation Digital Rights Management SafeEDIT provide additional safeguards, enabling secure content collaboration. l Flexible deployment: The MSP/MSSP program supports a variety of Kiteworks deployment options, including on-premises, private cloud and hybrid environments, ensuring that MSPs/

Kurt Michael chief revenue officer

kiteworks.com

How Kiteworks addresses MSP/MSSP challenges: l Simplified consolidation:

Kiteworks consolidates infrastructure, administration, security features and policy controls into a single, centralised platform, significantly reducing the complexity and costs associated with managing numerous point products. l Reduced compliance labour costs: With its comprehensive, centralised policy control settings, Kiteworks reduces the labour required for compliance management. The platform’s out-of- the-box controls, such as encryption and hardening, alongside customisable settings for access controls and authentication, help MSPs/MSSPs ensure compliance with regulations like HIPAA and CMMC with less effort and risk. l Unified audit logging: Kiteworks provides unified, normalised audit logging, making it easier for MSPs/ MSSPs to prove compliance through detailed reports and seamless integration with syslog and SIEM feeds. l Cost-effective deployment: The platform’s ease of deployment,

MSSPs can meet the requirements of their customers while maintaining high availability and performance.

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I n the vast digital landscape, a distinguished family organization thrived, encompassing an e-commerce site known as Little Red Riding Hood. Unbeknownst to the family, a cunning Trojan wolf had insidiously infiltrated their digital realm, assuming the guise of the beloved grandmother—the CFO of the family organization. T his Trojan wolf had snuck into the system long before, laying in wait for the opportune moment to strike and create maximum devastation. Disguised as Grandma, the wolf exploited the trust bestowed upon the CFO, unbeknownst to the unsuspecting family members and their friends. A s transactions flowed through the e-commerce site,

the Trojan wolf observed patiently, biding its time until Little Red Riding Hood approached with a basket full of sensitive financial information. “Grandma, what big profits you have!” exclaimed Little Red Riding Hood, unknowingly walking into the trap set by the deceptive wolf. I n the digital forest of the organization, FortiGuard stood as the vigilant guardian. With its watchful eye, FortiGuard detected the lurking threat long before Little Red Riding Hood ventured near. It recognized the danger poised to unleash maximum devastation on the family organization. W ith swift and decisive action, FortiGuard intervened, exposing the Trojan wolf’s presence and isolating it before

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it could pounce. The financial information of the family members and their friends was saved from the jaws of the deceptive creature. FortiGuard emerged as the hero of the digital forest, thwarting the devastating plans laid out by the Trojan wolf. T he Trojan wolf, foiled by FortiGuard’s cybersecurity prowess, slinked back into the shadows, realizing that vigilant guardians like FortiGuard would always be there to protect the organization from the cunning disguises of cyber threats. L ittle Red Riding Hood, the e-commerce site, continued to thrive under the watchful eye of FortiGuard. The family organization, fortified by this cybersecurity protector, ensured the safety and security of financial transactions for all its members and friends, escaping the maximum devastation planned by the cunning Trojan wolf.

T he moral of the story: In the ever-evolving digital landscape, where Trojan wolves may lay in wait, it is crucial to have a cybersecurity guardian like FortiGuard. With the right defender, the e-commerce heart of the organization can navigate the digital realm safely, protecting the financial information of its members and friends from the deceptive jaws of cyber threats, even those that patiently wait in the shadows.

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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DISTOLOGY

A different approach Fast-growing IT security distributor Distology has recently made an internal promotion as part of its restructuring. This is indicative of a company culture that looks to break from the norm and bring new and different people into the sector to help the company to grow quickly.

For young, growing businesses agility is key to achieving their potential. This is something that Hayley Roberts, CEO of Distology, knows well. Distology has grown rapidly in recent years, and she appreciates that much of it is down to the people she employs and the structures in the business. To this end, in the past 10 months, an agency-style model has been introduced to the marketing function by Sarah Geary, who joined the company at the start of the year as CMO. Soon after joining Sarah also took on the alliances function at Distology. “At that point, it meant that I could give the vendor portfolio and the alliance relationships some additional love and more structure,” she explains. “It also meant that all the business plans we were doing for vendors could be underpinned by marketing. “We talk about the importance of sales and marketing needing to work together, but it's that age-old thing of everyone saying it and then going off on their own merry way and then pointing fingers if things don't quite go right.” Sarah has recently been promoted to CCO to continue to develop this more commercially focused role. “I've been fortunate to have an amazing team that has enabled this

promotion, so I can take on that sales component as well,” she says. “Taking everything I'd learned from that marketing piece, underpinned by the vendor business plans, allows us to shape a sales function, which hopefully makes us more productive and profitable, of course, but also better able to service our vendors’ and partners’ needs. “Now we can get the sales teams driving in the same way that the marketing alliances functions are.” Sarah also benefits from having had a channel sales role in the past. “There, I was on the receiving end of channel marketing so I could see what resonated and what didn't. Then moving back into a marketing function, I had that extra level of credibility to say ‘when I did sales, this worked. It might not work for you, but this is the way I did it’. Having that deep respect for both sides of the business will make this move more successful.” Ongoing restructuring Sarah’s promotion is part of a restructuring at Distology. “We're a young company that is growing, and we need to keep agile in development,” says Hayley. “Some people will

Hayley Roberts CEO

distology.com

“

The reason is most good

salespeople are selfish by nature because they're trucking to their target and can't pull back and see the bigger picture.

”

DISTOLOGY

join us for a huge part of the journey, some for a short part, but they can all make changes to the business.” But for Hayley, recruitment isn’t just a clinical process, it is finding people with the right characteristics to succeed in a role. “I think people are too het up on the preconceived notion that you've got to have done certain roles before you jump into them, or you've got to have been the best salesperson to be a great sales leader,” she says. “That's bullshit, because the worst sales leaders have been amazing salespeople. The reason is most good salespeople are selfish by nature because they're trucking to their target and can't pull back and see the bigger picture. But those that are better at leadership are probably not the best individual salespeople. “It's not always the case, of course. But we often have preconceived notions of how things should be and put too many restrictions on who should be promoted or how departments should work. Often people don't push themselves or challenge the norm for fear of failure. We want to change that. “We haven’t failed every time we've restructured the sales team, but we've learned a lot on every occasion. And those lessons mean that you get to better people and better structures quicker.” Hayley adds that Distology is private equity- backed, which gives the company the scope to take more risks and be agile with the aim of growing faster. “I believe the best is yet to come for the business because we've learned so much,” she says. “There's so much more value we can add. “It is all about the people because the most restrictive thing for me personally as a leader and an owner of the business is to not have the team around you that can do the job without you. You always want to try and make yourself redundant. It took me years to embrace that concept, but now I do. It's about me having that vision and helping the team believe in something and that they can craft it themselves.” Focus To this end, the sales team has also been reviewed and, from what was a flat structure, has been split into three distinct focuses. “There is a vendor alignment with a solution sales component, a partner management function and business development, which retains the hunter component to continue to grow the partner base but also having an end

user component,” explains Sarah. “Sitting in distribution, our vendors are crucial, and we've got to ensure we're servicing them correctly, but we also need an end user perspective, otherwise our team will only be able to develop to a certain level. They must be able to understand not just a partner value proposition, but an end user value proposition.” Apprentices Distology is also looking to diversify its team and attract new people into the business through apprenticeships. Three apprentices have joined recently, one going into the finance team and the other two into sales. This is in part down to Hayley’s philosophy to bring people into the business and the sector from different backgrounds and removing that preconceived idea of what someone in tech should or shouldn't look like or what they should and shouldn't have done in education or previous career, explains Sarah. “We give our apprentices exposure to different parts of the business and roles,” says Sarah. “For instance, end user sales is not for everybody, but they might want to look down the partner management route or even come into marketing. We're not pigeonholing people as soon as they come into the business.” Sarah adds there are well-known graduate schemes out there. “But these can be very restrictive, with the assessment days they have and having had to have attended university. We're removing that, which I think is important. We are a young team. For instance, our social media lead creates brilliant content based on trending TikTok videos. I don't have a clue. But that's fine, because the team do, and they know what works. We're talking to a real mixed audience – so for the young people among our partners, we want to advocate that fun side of the business. “It doesn't all have to be techy and corporate. Of course, we've got all the technical components and we pride ourselves on making the complex simple but I encourage the team and give them the autonomy to try different things to get traction with our audience. “The social component is massive and it's what gets talked about by new people to the industry who we interview. When people are coming into or wanting to step into tech, we want them to think, ‘oh, it does seem exciting’ when they look at, say, our LinkedIn.

Sarah Geary CCO

distology.com

“

It doesn't all have to be techy and corporate. Of course, we've got all the technical components, but I encourage the team and give them the autonomy to try things to get traction with our audience.

”

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“

“They can see us being silly, but know we have the technical expertise to back it up. A huge portion of our industry is not technical. We have technical teams for that very reason. We need to draw on everyone's strengths and emphasise it's okay to say you don't understand.” Hayley adds that it is important to not put up any hurdles to people at entry points to the sector. “People will hear the word ‘tech’ and especially girls at the age of 11 will often shut off from anything technical because they think ‘I can't process that,’” she says. “But there is so much more to the sector than tech. “Yes, the salary is high, yes, it is an aspirational industry. I want it to be something to really strive for. But by the same token, I don't want to put up hurdles to get involved in what is a fast growth industry.” SDR as a service Agility is also about offering new and different services to customers. While IT security remains Distology’s focus, the company also maintains its end user focus by having the capability to offer services such as sales development representatives as a service (SDRaaS). “We've seen great traction for SDRaaS in the Benelux countries,” says Sarah. “We're always focusing on return on investment with our vendors and this service will allow us to assist our vendors end to end – marketing to partners and creating leads for them. “Let's be honest, telemarketing is expensive because of the sheer resource that it requires. Whereas for us in-house, because it would be in conjunction with a dedicated portfolio

vendor, they will have a level of understanding of the customer business anyway. This will increase that speed to market, which again will only add to the value. “It's something that vendors could look to bundle with complementary technology on the portfolio and offering that is only going to increase that stickiness into customers. The plan is that that demand will only continue to grow, and we can grow the team accordingly." Hayley adds that this is part of Distology being as agile as possible and it will be driven by customer demand. “If we see a commercial reason to do it, we'll do it,” she says. Future This attitude sums up Distology, and Hayley’s vision to maintain the company’s fast growth. To achieve this, she says there are plenty of value levers that can be pulled. “We want to be as end-to-end as possible for our vendors and partners until our partners become fully enabled and they can be a lot more proactive themselves,” she says. “But we want to make sure that whatever we do is high quality. It's not just doing it for the sake of it. I want to make sure we get it right and do it well and that everything is of high value and is synonymous to the values that we represent.” Hayley adds that she won’t rule out new investment or mergers and acquisitions in the future. “We will do what we need to do to generate enough firepower to achieve what we need to for the benefit of the channel, our vendors and our partners, and to help future- proof the business,” she says.

We want to be as end-to-end as possible for our vendors and partners until our partners become fully enabled and they can be a lot more proactive themselves.

”

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PRODUCT LAUNCH VIEWSONIC VP2776T-4K

Bolt from the blue ViewSonic has launched its VP2776T-4K, its first Thunderbolt™ 4 ColorPro Monitor, which has been designed with creators in mind who have high demands on their monitors as they seek high degrees of accuracy in their visual work.

screen space for efficient multitasking. Complementing its rapid connectivity, the VP2776T-4K serves as a comprehensive docking station with dual Thunderbolt 4 ports providing up to 100W of power delivery, alongside dual HDMI 2.1, USB-C, DP 1.4, and Ethernet ports. This setup enables the seamless integration and charging of essential creative devices – from cameras to external storage – resulting in a more organised and efficient workstation. Providing accuracy Ideal for tasks requiring meticulous attention to detail, such as colour grading, photo editing and 3D rendering, the VP2776T-4K is Pantone-Validated and achieves Delta E < 2 colour fidelity with 98% DCI-P3 and 100% sRGB colour space coverage, ensuring precise colour representation. With its 4K UHD resolution and VESA DisplayHDR 400 certification, the monitor delivers rich contrast and deep detail, providing the accuracy needed for creatives to elevate their final output. Create with comfort The designers of the VP2776T-4K have also factored in that creative professionals often spend extended hours at their workstations and designed it to minimise eye strain and enhance comfort. The monitor features Eye ProTech+, which includes flicker-free technology and low blue light hardware solution to reduce visual fatigue during long creative sessions. This ensures that professionals can maintain their focus and productivity without compromising their visual health. “ColorPro monitors are renowned for delivering industry-leading colour accuracy and visual performance, making it the preferred choice for creative professionals,” says Oscar Lin, general manager of the Monitor Business Unit at ViewSonic. “Building on the success of the VP2776, we’ve taken the VP2776T-4K to the next level by incorporating Thunderbolt™ 4 technology, providing the speed and versatility that today’s videographers, animators, and 3D designers need to elevate their craft effectively without interruption.”

For content creators, staying on top of technology is imperative if their videos are to land with their audience. Increasingly, projects use large files of an increasingly complex nature, which means their equipment – including their monitor – has to provide the speed and versatility they need. ViewSonic has been providing monitors for creatives for some time, and has recently launched the ColorPro VP2776T-4K, the company’s first Thunderbolt™ 4 monitor. This monitor enables creative professionals to accelerate workflows with rapid data transfer and offers complete connectivity through its docking station. In addition to Thunderbolt™ 4, the VP2776T- 4K delivers exceptional colour precision with 98% DCI-P3, 100% sRGB colour coverage, and Delta E < 2 accuracy, while offering stunning clarity with 4K UHD resolution and HDR 400.

Oscar Lin general manager, Monitor Business Unit

viewsonic.com

“

ColorPro monitors are renowned for delivering industry-leading colour accuracy and visual performance, making it the preferred choice for creative professionals.

Meeting creative demands The VP2776T-4K, with its Thunderbolt™ 4 technology, delivers data transfer speeds of up to 40Gbps, meeting the demands of creative professionals working with large files and complex projects. This ensures quicker processing of high-resolution images, 4K videos, and other data-intensive tasks, offering a significant advantage over standard USB-C ports. Thunderbolt 4 further enhances productivity by allowing the effortless daisy-chaining of up to two 4K external displays at 60Hz, streamlining workstations and maximising

”

PRODUCT LAUNCH ZYXEL POE12-3PD

Network extender Zyxel’s new PoE12-3PD offers network flexibility and simplicity across outdoor spaces and historical buildings, helping to overcome connectivity problems that have existed for years.

For businesses working in outdoor spaces or older buildings, connectivity has been a problem for many years as finding network solutions that can give what is required have been thin on the ground. But now there are solutions and the latest to enter the market is Zyxel Networks’ PoE12- 3PD, a Power-over-Ethernet (PoE) extender designed to help organisations overcome network deployment challenges over long distances and power limitations. Suitable for indoor or outdoor use, the PoE12-3PD is a cloud-managed device that enhances network flexibility for small and medium-sized businesses (SMBs) and managed service providers (MSPs), making it easy for them to provide extended network connectivity to cover larger outdoor areas, across large internal floor spaces, in historical buildings or over extended ranges without sufficient power outlets. While PoE switches can be used to simplify cabling infrastructures, network performance is often bound by a cable distance limitation of 100 metres. Zyxel Networks’ PoE12-3PD offers an efficient and cost-effective solution that extends network coverage. Extending networks with ease The PoE12-3PD is a simple plug-and-play solution that transmits data and power to the edge of networks. Capable of delivering a total power budget of up to 45W through three PoE+ downlink ports, it allows multiple PoE clients – such as IP cameras, access control systems, IoT devices and smart home devices and sensors that are typically installed outdoors or in the hard-to-reach corners of a building – to be connected. Once installed, users can monitor their network status through Zyxel Networks’ Nebula cloud platform. This provides a single- pane-of-glass monitoring of the entire network and is accessible via the web and a mobile app, making troubleshooting straight-forward for network administrators and MSPs.

Designed to provide uninterrupted services, the PoE12-3PD’s continuous PoE feature minimises maintenance downtime and its network impact by providing continuous supply, even during power cycle and firmware upgrades. Robust design A robust design makes the PoE12-3PD ideal for outdoor and industrial environments too. It can withstand temperatures as low as -20°C and will remain operational in 50°C heat. It can be used on wall mounts and pole-mounts, and features an IP55 enclosure, 6KV surge protection and a grounding cable. In addition, as part of Zyxel Networks’ drive to reduce waste and its carbon footprint, the PoE12-3PD is delivered in plastic-free packaging. “The PoE12-3PD is testament to the dedication we put in to solving real-world challenges faced by our customers,” says Kell Lin, associate vice president of Networking Strategic Business Unit at Zyxel Networks. “Many smaller businesses prepare themselves for expansion, but often find moving to bigger offices can cause connectivity headaches. That is why we have developed a plug-and- play solution that empowers SMBs and MSPs to deploy networks in complex environments with ease and confidence.”

Kell Lin associate vice president, Networking Strategic Business Unit

zyxel.com

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PRODUCT REVIEW ASUS EXPERTBOOK CX54 CHROMEBOOK PLUS

A big plus ASUS’ ExpertBook CX54 Chromebook Plus features the AI-capable technology that business leaders and professionals want but marries it to the strength and durability that hybrid workers need in their laptop.

with a weight of just 1.3kg, bulky it isn’t. This makes it ideal for workers who are on the go and need to take their laptop with them – it isn’t going to make your shoulder ache after a while. But this doesn’t come at the expense of toughness and durability. The ExpertBook CX54 Chromebook Plus is engineered to be tough, up to industry-leading US MIL-STD 810H standards, which are more rigorous and demanding than ever before. ASUS also says that it undergoes stringent in-house testing – including panel-pressure, shock and drop tests – to ensure maximum toughness. This means that everyday knocks and bumps won’t be a concern – again, making it ideal for workers on the move. Another facet of the ExpertBook CX54 Chromebook Plus’ minimalist frame is that it helps showcase the bright, clear and expansive 14-inch 16:10 optional touchscreen display, with a crisp 2560 by 1600 (WQXGA) resolution for superb clarity and detail. These pin-sharp visuals are further enhanced by the three-sided NanoEdge display that delivers an immersive 89% screen-to-body ratio. The screen has an anti-glare finish to minimise reflections, and has an oleophobic coating to fend off fingerprints – ensuring visual quality is maintained for extended periods Quality is also required for video calls, and the laptop has this covered too. Featuring wide viewing angles, high resolution and an 8M HDRnet camera powered by AI video call tools, it allows you to show your professional side during video conferencing. Safe and secure Of course, for a laptop aimed at professionals and managers, security is paramount. To this end, the ExpertBook CX54 Chromebook Plus has comprehensive security and management

AI-enabled laptops have been a key trend in the tech sector this year, with many manufacturers launching models that can harness the power of AI for users. ASUS was one of the first out of the traps this year with a raft of product launches in January. Among them was the ExpertBook CX54 Chromebook Plus, which was also the first Intel Core Ultra-powered Chromebook in the market in 2024. The ExpertBook CX54 Chromebook Plus has been designed to appeal to leaders and mid-level professionals, with a range of features that such people demand with double the speed, double the storage and double the memory of standard Chromebooks. It has the latest Intel Core Ultra 7 processor with AI architecture, coupled with up to 16GB LPDDR5X RAM, 512GB storage and WiFi 6E to support seamless online and offline collaboration. The ExpertBook CX54 Chromebook Plus also has AI-powered Google and Adobe features to help users be more productive. This includes an advanced photo-editing tool with AI-powered Magic Eraser and built-in AI-powered videoconferencing tools that enhance clarity and lighting, cancel noise, and blur backgrounds,

enabling better results for professionals everywhere.

Light but strong It should also be pointed out just how thin this laptop is – just 1.69cm. Combined

PRODUCT REVIEW

measures including a fingerprint sensor, webcam privacy shield, Google Titan C2 security chip and Google's enterprise-level management tools like zero-touch enrollment and Google Admin console. It also adheres to MIL-STD standards, ensuring enhanced durability and reliability.

Specifications include: Model

ASUS ExpertBook CX54 Chromebook Plus (CX5403)

Operating System ChromeOS Processor

Intel® Core™ Ultra 7 Processor 155U 1.7 GHz (12MB Cache, up to 4.8 GHz, 12 Cores); Intel® AI Boost NPU Intel® Core™ Ultra 5 Processor 115U 2.1 GHz (10MB Cache, up to 4.2 GHz, 8 Cores); Intel® AI Boost NPU

Graphics Intel® Graphics Neural processor Intel® AI Boost NPU Display

Non-touch screen, 14.0-inch, WQXGA (2560 x 1600) 16:10, Wide view, Anti-glare display, 500nits, DCI-P3: 100%, Screen-to-body ratio:89 % Touch screen, 14.0-inch, WQXGA (2560 x 1600) 16:10, Wide view, Anti-glare display, 500nits, DCI-P3: 100%, Screen-to-body ratio:89 %, With stylus support 16GB LPDDR5X on board, Memory Max Up to:16GB, 8GB LPDDR5X on board, Memory Max Up to:8GB

Memory

Storage

512GB M.2 2280 NVMe™ PCIe® 4.0 SSD or 256GB M.2 2280 NVMe™ PCIe® 4.0 SSD

I/O Ports

2x USB 3.2 Gen 2 Type-A, 2x Thunderbolt™ 4, compliant with USB4, supports display / power delivery, 1x HDMI 2.1, 1x 3.5mm Combo Audio Jack, Micro SD card reader

Keyboard & Touchpad

Backlit Chiclet Keyboard, 1.4mm Key-travel

Camera

8.0M camera with privacy shutter

Audio

Built-in speaker, built-in array microphone, harman/kardon (Premium)

Network and Communication

Wi-Fi 6E(802.11ax) (Dual band) 2*2 + Bluetooth®

Battery

63WHrs, 3S1P, 3-cell Li-ion, long life rechargeable lithium polymer battery.

Power Supply

TYPE-C, 45W AC Adapter, Output: 15V DC, 3A, 45W, Input: 100~240V AC 50/60Hz universal

Weight

1.30 kg (2.87 lbs), 1.40 kg (3.09 lbs)

Dimensions (W x D x H)

31.37 x 22.28 x 1.69 ~ 1.69 cm (12.35" x 8.77" x 0.67" ~ 0.67")

Ecolabels & Com- pliances

Energy star 8.0, FSC Mix, TCO Certified, RoHS, REACH

Security

Titan C2 security chip, fingerprint sensor, Kensington Nano Security Slot™(6x 2.5mm)

EDITOR’S VERDICT

Business leaders and professionals often must be out and about for their work, so need a laptop that can go anywhere too. ASUS’ ExpertBook CX54 Chromebook Plus fits that bill. It is lightweight and thin but doesn’t compromise on durability – which is needed if it is going in and out of a laptop bag and being transported on a regular basis. It also has the latest in AI capabilities, which increasing numbers of leaders are

demanding of their laptops to help them increase their productivity and automate some of their repetitive tasks to allow them to focus on bigger and more productive issues. It also is secure – something that is increasingly important with cyberthreats on the rise and the realities of working from anywhere where networks may not always be as secure as desired.

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