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Issue #25
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COMMENT
Looking forward For the first issue of the year, it’s a good time to look forward to what the next 12 months might hold in store for the channel and the wider economy. And there are grounds for cautious optimism.
With the decorations back in the loft and the last of the chocolates gone (apart from the coconut ones), Christmas is a fading memory, and the focus is back on work once more. With a new year comes a chance to look forward and plan. For the channel, there is optimism about what 2025 might have in store for the months ahead. While there are concerns about the
prevalent in the market. Neil MacDonald, HP’s UK and Ireland senior channel director, talks about how HP is harnessing the power of AI in its PCs and its influence on printers too, on p12. We have already had a glimpse of the future thanks to the CES event
Dan Parton
held in Las Vegas earlier in the month. There, a huge range of products and technology was launched or previewed that will be coming to the channel at some point in the future. We round up some of the most interesting news from CES, including what might be of interest to businesses in the channel. Find out more on p17. But to really gauge the feeling in the sector, we asked a range of experts from across the
state of the economy, this is nothing new – growth has been slow at best for some years in the UK now. Despite this, there are plenty of opportunities out there. It is anticipated that many businesses will be looking to refresh their tech this year, having held out since COVID. This will be accelerated by the
channel for their take on what 2025 may hold in store for the channel. You can read their opinions starting on p31. As always, I hope you enjoy this issue. If you have a story that you would like to see covered in the upcoming issues – or have a news story or opinion piece you would like to submit for consideration for publication – please drop me a line at dan@newsinthechannel.com.
upcoming Windows10 end of support in October and the PSTN switch-off, which although it has been delayed until 2027, should still be a priority to upgrade. Likewise, there is a raft of new technology available and coming into the market that can help customers to become more productive and efficient. For instance, AI PCs are becoming more
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CONTENTS
News You should know p6 HP AI PCs Harnessing the power p12 Eagle Eye View CES 2025 p17 SaaS Security Keeping everything safe p21 Preview 2025 The future's bright p31 Microsoft Copilot The advantage for channel teams and MSPs p44 Vertiv Chilled water cooling p46 On the move p50
The CES event was held in Las Vegas earlier this month and, as always, it showcased a wide range of technology and gave an insight into what businesses in the channel might be seeing over here in the coming months. Eagle Eye View: CES 2025 – p17
HP AI PCs – p12
One of 2024’s most significant technological developments was the rise of AI-enabled PCs. HP has been in the vanguard of AI technology, which is also pushing the boundaries within the print sector.
Vertiv – p46
With AI placing greater demands on data centres, how they are cooled is of critical importance, and chilled water technology can provide an efficient solution as George Hannah, senior global director for chilled water systems at Vertiv, explains.
SaaS Security – p21
As the popularity of Software-as-a-Service grows, so do the number of attacks made on it by cybercriminals. Businesses – and resellers – need to be dynamic to ensure that systems remain as secure as possible.
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CONTENTS
Preview 2025 – p31
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
As those who read our review of 2024 in the December issue of News in the Channel know, there is a sense of optimism among businesses in the channel currently. After a year of relatively stable trading, and a new accepted normal for businesses, those in the channel are looking to take advantage of the opportunities on offer from new technologies and changing customer demands. A range of experts give their thoughts on what could lie ahead.
Written permission from the publisher is required before any part of News in the Channel can be reproduced. © 2025 In the Channel Media Ltd.
Microsoft Copilot – p44
On the Move – p50
Titan makes senior appointments • Zoom makes senior EMEA hires • POPX welcomes new chief customer officer
Published by: In the Channel Media Ltd Company registration number: 14363401 Registered office address 14-18 Heddon Street,
Integrating Microsoft Copilot into existing systems to improve engagement and productivity for customers presents a big opportunity for MSPs, as John Colgan, CEO at Solgari, explains.
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Profitability top priority for MSPs in 2025
MSPs reported profitability as a top focus in 2025 and are optimistic about their future growth, according to Kaseya’s 2025 State of the MSP Industry Look Ahead: Trends, Growth and Strategies for Success . The report observes trends among top- earning MSPs that can be emulated by those looking for competitive advantages in the new year. “Small and medium-sized businesses are becoming more and more tech savvy – and MSPs are reaping the rewards,” said Gary Pica, founder, TruMethods, a Kaseya Company. “They’re seeing revenue growth and want to continue that momentum long into the future. MSPs are an essential service and they’re making the right moves to build sustainable, high-margin businesses. By streamlining their operations and utilising automation, MSPs are preparing to capitalise on big opportunities in 2025.” Looking ahead to 2025, 91% of MSPs cited profitability as a priority. When asked their concerns, new customer acquisition (43%), revenue growth (37%) and profitability (36%) topped the list. This shows that MSPs are shifting their focus toward growing their businesses to help
and protection (36%). Client apathy toward cyber risks as a barrier to offering cybersecurity solutions rose from seventh last year to first this year – with nearly half of respondents citing it as a concern. “It can be difficult to get small businesses to understand the importance of investing in security when they often don’t see themselves as a target,” said Gary. “While educating clients is important, it’s pivotal for MSPs to invest in platforms and tools that allow their customers to be better protected without breaking the bank.” In the drive for increased growth and profitability, MSPs can utilise AI- driven tools that increase efficiency by automating repetitive and time- consuming tasks. Unfortunately, AI is a double-edged sword that enables and threatens businesses. More than two-thirds of MSPs saw an increase in AI-driven attacks in the last 12 months. In 2024, more MSPs were affected by AI-supported attacks (32%) than supply chain attacks (29%) or endpoint threats (29%). This shouldn’t scare technicians away from AI – often the best soldier in the battle against AI is AI itself. Top-earning MSPs are leveraging AI- driven security tools to stay ahead of emerging threats. The survey also analysed what sets MSPs making $10 million or more a year apart and offers guidance to smaller MSPs who want to grow. Firstly, they are proactive in adopting new technologies and delivering remarkable service. More than half of the top earners have migrated their client workloads to the cloud and 97% offer managed security services. These high earners are focused on smart growth and expand their services in alignment with their clients’ needs and leverage automation to improve their efficiency.
Gary Pica founder
trumethods.com
Unfortunately, AI is a double- edged sword that enables and threatens businesses. More than two-thirds of MSPs saw an increase in AI-driven attacks in the last 12 months. “ ”
them excel financially this year. Despite their concerns about
profitability, 64% of MSPs reported revenue increases last year and 67% of them expect further growth over the next three years. While the landscape remains competitive, MSPs are finding ways to stand out in the crowd. Smaller MSPs are often able to find success over larger ones by leveraging their niche expertise. Further, 83% of MSPs offer co-managed services, helping internal IT teams with business continuity and disaster recovery (38%), cloud-based infrastructure design and management (37%) and data backup
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NEWS
TD SYNNEX offers full range of HP hybrid systems solutions
TD SYNNEX has been selected as a UK distributor for HP Hybrid Systems and Poly’s portfolio of collaboration solutions. All endpoint devices and peripherals are now available to UK partners through TD SYNNEX. For professional audiovisual and systems integrator partners, this includes pre-sales consulting, installation and support for HP | Poly’s immersive meeting room solutions, offered by TD SYNNEX Maverick. The agreement enables partners to take advantage of the performance and quality of HP | Poly’s meeting room and hybrid work solutions, and enhanced interoperability with key unified communications (UC) and contact centre platforms. HP partners can offer Poly solutions alongside HP hardware and services, such as laptops, displays, software and services, to provide comprehensive UC and hybrid work solutions for their customers. “HP | Poly’s hybrid work solutions provide our partners with the opportunity to offer a full suite of innovative collaboration tools from a trusted brand,”
said James Reed, managing director, Endpoint Solutions, UK and Ireland, TD SYNNEX. “We are committed to extending the reach of these solutions in the UK, while supporting our partners – especially those in the SMB space.” Mark Glasspool, senior director, UK and Ireland, TD SYNNEX Maverick, added: “With the addition of HP | Poly’s products and services, we have options for every type of workspace, enabling greater flexibility and versatility across the portfolio. Alongside the technical expertise, experience, and extensive business development support that TD SYNNEX Maverick provides, HP | Poly solutions provide a holistic approach for our AV partners and their customers.” Neil Sawyer, SVP and managing director HP Northwest Europe, said: “TD SYNNEX’s exceptional reach and expertise in AV and IT channels makes them an ideal partner to expand the reach of HP | Poly solutions in the UK. Together, we’re helping businesses create seamless, integrated collaboration experiences for every workspace and meet the demands of today’s hybrid workforce.”
Neil Sawyer SVP, managing director, Northwest Europe
hp.com
Exclusive Networks unifies global services capabilities under XGS
Exclusive Networks has unified its range of cybersecurity services to create Exclusive Global Solutions (XGS), a single point of entry for partners to access its portfolio of cybersecurity solutions across the globe. XGS is an orchestrator and enabler of cybersecurity solutions. It further streamlines Exclusive Networks’ core services and provides a platform to scale specialist offerings across the Exclusive Networks Group, including Ignition Technology, Nuaware and NextGen, as well as potential future acquisitions. No more navigating complex landscapes of fragmented vendors.
With a single-entry point, XGS ensures simplicity, transparency and accelerated responsiveness – from initial bid to expert delivery, anywhere in the world. Through the XGS Global Deal Desk, Exclusive Networks provides a specialist concierge service to seamlessly execute global projects, eliminating geographical complexities. Through XGS, partners can now leverage the scale, reach and expertise of Exclusive’s global operations to create a differentiated market offering, gain competitive advantage and generate new value accretive revenue streams at every stage of the cybersecurity lifecycle. XGS
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NEWS
includes global deal unification, transaction and delivery, advanced consultancy services, training and enhanced managed security support and services. “Service excellence is baked into our mission to help drive the transition to a totally trusted digital world, and our world-class services play a key role in this,” said Jesper Trolle, CEO at Exclusive Networks. “Technology itself is never enough. You also need expertise, skills and specialist resources to realise the true value of cybersecurity investments. XGS is designed for delivering service excellence to – and through – our partners, to their
customers wherever they may be.” Paul Eccleston, SVP EMEA at Exclusive Networks, added: “Organisations are being continually challenged to evolve their cybersecurity posture, faced with increasing costs and complexity on the one hand and the shortage of skills and capabilities on the other. This presents a significant opportunity for channel partners to become the primary provider of cyber services to their customers. With XGS, partners can address this growing opportunity, open up new revenue streams, create value and build long-term trust with their customers.”
Jesper Trolle ceo
exclusive-networks.com
TP-Link UK and Purdicom team up to deliver networking solutions
TP-Link has formed a strategic partnership with Purdicom, a distributor of cloud, security and wireless technology, to deliver TP-Link’s Omada products to MSPs operating in sectors such as hospitality, education and multiple dwelling units. This partnership aligns with Purdicom’s strategic investment in the installer market and expands its TP-Link portfolio. For MSPs, TP-Link’s Omada range offers a fully centralised cloud-managed networking solution. The Omada platform integrates access points, switches and routers into a single cloud managed interface, enabling seamless network control across diverse environments. TP-Link’s Aginet Solution, encompassing TAUC, Aginet ACS, Aginet Config and the Aginet App, provides ISPs with comprehensive remote Wi-Fi management capabilities. These tools reduce operational costs, streamline troubleshooting, and enhance customer satisfaction, ultimately driving profitability for ISPs. Through Purdicom’s collaboration with ASK4, Omada products are now available in a variety of MDU environments such as student accommodation, build-to-rent and later living. Additionally, through working with partners such as The Metatech Group
and Performance Networks, TP-Link’s Omada range have introduced advanced Wi-Fi-as-a-service offerings and enhanced connectivity solutions tailored to the unique needs of different sectors in the education, hospitality, care, commercial and leisure sectors. “Our MSPs rely on us to provide best in class technologies that meet the diverse needs of their clients,” said Hugh Garrod, managing director of Purdicom. “TP-Link Omada range stands out as an ideal networking solution across multiple verticals due to its reliable, secure and scalable network that is easy to manage. By investing heavily in our networking spend, we’ve supported over 40 accounts since February 2024 alone. We’ve been able to focus our efforts more on the ISP and installer markets as a result.” Ben Allcock, sales director, UK&I at TP-Link UK, added: “We are committed to empowering our distribution partners with the products and resources they need to add more value to their customer conversations and transactions. In working with a range of partners across the MSP, ISP and installer markets, the Omada and Aginet ranges are now being utilised in more verticals than ever.” By offering TP-Link’s Wi-Fi 7 routers,
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Mesh Wi-Fi systems, and advanced management platforms, Purdicom is positioned to further expand its reach in the ISP market. This collaboration ensures
end-to-end solutions for ISPs, while empowering MSPs to deliver reliable, scalable and easy-to-manage networks for their clients.
Businesses to boost back-office outsourcing by billions in 2025
More than half (57%) of UK organisations plan to increase the level of business processes outsourced to third parties next year, according to a survey of business leaders conducted for Parseq. Parseq estimates this extra activity could be worth up to £3 billion in additional income for the UK outsourcing industry in 2025.
micro-organisations with fewer than 10 people to over 99% of large businesses today. Growth in 2025 will come from companies of all sizes, including 56% of micro, 80% of small (10-49), 89% of medium (50-249), and 99% of large businesses l O utsourcing levels are highest in the public, technology and financial services sectors, where more than six in every 10 businesses use partners for back-office processes, and almost 70% of activity is trusted to third parties l Organisations in London and the East Midlands make the greatest use of outsourcing. About six in 10 businesses in these areas use partners to deliver 13% of their back- office activities and 63% of companies in both locations plan to start or increase outsourcing in 2025 l The lowest levels of outsourcing are in the Southwest, where 23% of businesses use third parties, and just 1% of back-office activity is outsourced today. “Outsourcing is on the up, driven by talent and cost challenges, and growing recognition that businesses can realise efficiencies of scale and automation through partners that already have that expertise and a critical mass of people and technology,” said Craig Naylor-Smith, CEO at Parseq. “Organisations are outsourcing back- office functions to access specialist skills, cut costs and focus on their core competencies. This is a long-term trend that wage inflation and increases in national insurance contributions will only accelerate.”
Click here to see report
Parseq’s State of UK Back-Office Outsourcing analysis revealed that
accounting and finance services providers look set to gain the greatest amount of new business. Parseq’s study indicates that 21% of companies plan to start outsourcing aspects of these functions or increase the level of activity trusted to third parties in 2025. Customer communications outsourcing, including contact centre and digital mailroom services, will also rise significantly in 2025. Parseq’s analysis suggests that 20% of all companies will start or increase their use of third parties to deliver this function in 2025. Parseq’s analysis draws on a survey of business leaders conducted by Censuswide in October 2024 and research published by the Department for Science, Innovation & Technology in February, which indicated that UK outsourcing companies generated combined revenues of £52.6 billion in 2022. While 23% of businesses are interested in outsourcing to reduce their costs, access to specialised skills (32%) is the main driver for trusting back-office activities to partners. Back-office outsourcing by business size, sector and region: l Outsourcing of processes increases with business size, from 53% of
Craig Naylor-Smith ceo
parseq.com
Organisations are outsourcing back-office functions to access specialist skills, cut costs and focus on their core competencies. “ ”
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HP AI PCS
Harnessing the power of AI One of 2024’s most significant technological developments was the rise of AI-enabled PCs. HP has been in the vanguard of AI technology, which is also pushing the boundaries within the print sector.
Last year was the year that artificial intelligence (AI) really started to come of age in the workplace, with a range of manufacturers bringing out AI-enabled devices. One of the companies at the forefront of this has been HP. Here, Neil MacDonald, HP’s UK and Ireland senior channel director, talks about how HP is harnessing the power of AI in its PCs and its influence on printers too.
Is demand for AI PCs growing currently? Is this across the board? NM: Both the demand and awareness for AI PC’s is growing, most notably with freelancers, creatives and IT professionals but we are seeing a slow uptake across the board. We expect to see this growth continue to accelerate as the AI PC market develops further and with the PC refresh cycle that will come with the upcoming move to Windows 11. Investing in AI PCs now is a great way of futureproofing your workforce to securely use AI and meet productivity demands.
Neil MacDonald senior channel director, UK & Ireland
News in the Channel: What is HP’s range of AI PCs?
Neil MacDonald: HP currently has several AI PCs available in the market, including the OmniBook Ultra 14’’, OmniStudio X27 AiO, OmniBook X AI PC and EliteBook Ultra AI PC for business users. The HP EliteBook Ultra, powered by the Snapdragon X Elite processor, delivers 45 trillion operations per second, enabling AI-driven creativity and productivity. With Copilot+ PC features, it enhances performance and collaboration through AI tools. The world’s thinnest AI PC offers 26-hour battery life with advanced security. Crafted from sustainable materials, it combines performance, mobility and durability for tech-savvy professionals on the go.
What benefits do AI PCs offer to customers over more
hp.com
traditional laptops? NM: Being technical for a moment, AI PCs are equipped with a neural processing unit (NPU) designed for AI and machine learning tasks. This enables them to handle complex computations more efficiently than traditional PCs, which rely only on the CPU and GPU. The integration of AI into PCs can have with a range of tasks, from real- time language translation, photo and video editing to face and object recognition. The ultimate benefit is productivity; AI PCs will support the more repetitive mundane tasks people have to do in their work freeing up time for them to add value and be more productive. AI is still a developing technology – will there be more benefits of it to come and therefore is it something that should be invested in now? NM: Like any technology, yes AI is still developing. But that’s why we should be
“
The demand and awareness for AI PC’s is growing, most
notably with freelancers,
creatives and IT professionals but we are seeing a slow uptake across the board.
”
OmniStudio X27 AiO
12
HP AI PCS
investing in it now. As demand grows, we learn more about applications and usability, allowing us to better tailor the technology to meet consumer needs. It’s also important for users to grow and learn with it, so they’re not left behind or missing out. How should resellers approach talks with customers about AI PCs – is the business case clear today? And is it worth the investment? NM: My main advice right now is to train and encourage colleagues to use the technology and become familiar with it. This is a generational opportunity and being able to advocate for the use of it will help bring this technology to life for so many users.
series. Featuring energy-efficient TerraJet toner, it offers sharp colours, faster print speeds and a compact design for growing businesses. It includes Wi-Fi 2 for reliable connectivity, industry-leading security, and the fastest duplex printing in its class. TerraJet technology provides 11% more vivid colours, 18% faster speeds, and reduces energy use and plastics, supporting sustainability goals. Looking to the future, we have some exciting announcements in the pipeline, which will include innovative new print devices with integrated AI, in addition to software optimisation features.
“
The printer market is likely to see several key developments driven by advancements in AI technology and the demand for more intuitive,
How do you see the printer market evolving over the next
12-18 months? NM: The printer market is likely to see several key developments driven by advancements in AI technology and the demand for more intuitive, personalised experiences. Based on HP’s recent initiatives, including the launch of HP Print AI, the industry is set to focus on making printing more seamless and intelligent. There will also likely be a greater emphasis on AI-driven solutions for commercial markets, with tools like HP Scan AI Enhanced streamlining document workflows. This will be particularly interesting to sectors that need to reduce manual tasks and enhance productivity, such as retail and construction.
personalised experiences.
Is AI also impacting on the printer market too? How are customer
demands and expectations changing? NM: AI technology is accelerating the demand for printers with advanced scan to digital technology and security enhancements that AI delivers, of course these are just two examples, but there are many other use cases too.
”
How is HP moving with that to provide cutting-edge technology?
NM: In March 2024, HP announced a great addition to its SMB portfolio in the form of the HP Color LaserJet 3000
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CVR STY Benefits of Specialization Unlock the Secrets of Success By achieving Fortinet specialization, you’ll gain access to exclusive benefits that will set you apart from the competition:
Fortinet Benefits: • Earn a prestigious specialization badge, a symbol of your expertise • Gain recognition on the Partner Locator, increasing your visibility to potential clients
• Access discounted not-for-resale kits, allowing you to demonstrate your skills with ease
Exclusive Networks will be offering additional benefits to Fortinet partners who work with us to achieve specialization:
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The Path to Specialization Mastering the Way of the Fortinet Ninja By achieving Fortinet specialization, you’ll gain access to exclusive benefits that will set you apart from the competition:
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EAGLE EYE VIEW CES 2025
Future focus The CES event was held in Las Vegas earlier this month and, as always, it showcased a wide range of technology and gave an insight into what businesses in the channel might be seeing over here in the coming months.
It’s not truly the new year in the channel until CES kicks off – all tech aficionados, market analysts and product managers were keenly watching the buzz surrounding Las Vegas to see what lies in store for us in 2025. With exciting announcements spanning from smart homes and vehicles to space tech and esports, let’s look at a highlight reel of the big waves in tech made between January 7 and 10 across the pond. Current best in show It was a busy year at CES, with new technology appearing across varied industries. At Stock in the Channel, we monitor several different categories in the market for trends, and the following product announcements will keep us on our toes in the coming months as we expect them to enter distribution. Peering over the rest With a slew of laptops being announced this year, the one that has caused the biggest stir in the market has to be the Lenovo ThinkBook Plus Gen 6 Rollable. It is marketed as an ‘AI PC’, but its most striking feature is the rollable display
screen that extends to reveal a 16.7-inch display while maintaining its slim chassis and a meagre weight of 1.69kg. Expected to hit shelves in June, we are eagerly looking forward to seeing what use cases the market comes up with given 50% more screen space in one device. Battle of the GPUs When the rockstar that is Jensen Huang walks out on stage at a tech convention, you know there is something big coming.
Wickus Bester, B2B channel analyst
stockinthechannel.co.uk
Jensen Huang, ceo
nvida.com
This year he dropped one of the most exciting announcements of CES: NVIDIA will be releasing the long-awaited GeForce RTX 50 series in March. This series will be based on the Blackwell Architecture, using Neural Rendering to improve performance and image quality. This “most powerful consumer GPU ever created” will be
Lenovo ThinkBook Plus Gen 6 Rollable
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EAGLE EYE VIEW CES 2025
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integrated into notebooks from the likes of Acer, ASUS, Dell, HP and Lenovo. Although this is exciting, we must not overlook its competitors – especially AMD, which revealed its next generation of graphics cards in the RX 9070 XT. Not much is known about this series, but the naming seems to be in competition with NVIDIA’s own new releases. Once this gets into the hands of reviewers, public benchmarks can be established, and we can report back about how these two beasts of the industry compare. Monitors and displays If you want to create a futuristic office, you need to move away from clunky displays and transition to sleek, unintrusive screens. One big challenge in this transition is hiding wiring – unless if you are the Displace TV. Calling itself the world’s first truly wireless TV, it looks impressive when mounted, but the moment its battery gets low, it apparently secretes an adhesive fluid to stay sticking to the wall… we can only hope they improve on this design. If you are interested in a more established contender, you might want to keep your eye on LG, which revealed its G5 and M5 OLED TV models that aim to
set the benchmark for premium wireless and AI-driven TVs in 2025, running on their new Alpha 11 Gen 2 processor. Another long-established player in the market that came back to make its mark (albeit much less sticky than Displace’s) was Panasonic, which revealed its Z95B OLED. Competition among OLED TVs this year will be fierce. An exciting monitor to look out for will be the ASUS ROG Swift OLED PG27UCDM – one of the first 4K gaming monitors. If you want super sharp visuals and crisp text, this fourth generation of QD-OLED technology should at the top of your wish list. Smart and secure Smart home systems are a staple of CES, and this year smart home locks were one of the highlights. Lockly being one, bringing us a locking system that unlocks whenever your smart phone is approaching it. Fancy a palm reading? If you truly want futuristic, TCL Smart Lock D1 Pro with AI palm vein recognition might excite you. You can unlock this smart lock by just pointing your palm at its interface. This feels like a classical tech innovation, like something Q would dream up for MI5 headquarters.
GeForce RTX 50 series
ASUS ROG Swift OLED PG27UCDM
The second quarter of the 21st century With 2025, we enter the second quarter of this century, and along with it, we can expect some futuristic new types of devices to start appearing. We hope that the following examples from the CES show floor will reach the mainstream, but currently don’t have wide consumer or enterprise adoption:
Smart glasses Such as Rokid , offering AR that fits in sleekly with everyday life Humanoid robotics Is this the next era of AI innovation?
Switchbot Modular, target your specific household chores. Razr project Arielle Fanless heating/cooling gaming chair
Xpeng AeroHT While we don’t expect this to ship in the channel just yet, it does beckon to an interesting upcoming age of personal flight travel.
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EAGLE EYE VIEW CES 2025
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All a-buzz for 5g With the launch of 5G, it is no surprise that CES was filled with new devices enabled with this technology. We would like to highlight the ASUS 5G GO, being a CES Innovation Awards honouree.
Quirks of the trade With all the talk of world-changing technologies, the following quirky devices launched made for a fresh change of pace.
Cute robot companions – heyaime Diffusing the talk about robots taking over the world, this range from TCL had the attendees fawning over them.
Kirin Holdings spoon Afraid that you are consuming too much salt? This spoon zaps your tongue at just the right frequency to enhance the taste of any sodium in your mouthful.
Realbotix With devices like the Teslabot impressing us with its sleek design, companies are still working on devices that horrify you right into the uncanny valley!
The Mirumi handbag accessory whose head follows sound nearby With CNN reporting that more adults bought toys for themselves in 2024 than ever, this might be the perfect addition to the Millennial and Gen Z obsession with kawaii accessories.
Another device that falls into this category, but which may experience the quickest adoption, is the LG StandByME 2 – a portable TV that you can sling over your shoulder and set up anywhere in the house.
Ground control to Major Tom While all these announcements are exciting, it is important to remember that the market won’t adopt these technologies right away. Just like we don’t have company meetings in the
is the reality of adoption within the UK channel? That is where Stock in the Channel’s Market Intelligence dashboards come into play. With an active, daily view of the market, we not only see what users want, but also how stock levels and pricing strategies in the channel are faring. For example, so far in January we see that there is a spike in searches for the Microsoft Surface Pro 10 as well as the Seagate SkyHawk AI internal hard drive. To get your finger on the pulse of all the trends happening in the channel, please contact our BI division to book a consultation at: BIteam@stockinthechannel.com
Microsoft Surface Pro 10
metaverse using Apple Vision Pro goggles (yet…), you might still need to add more salt to
your office lunch for a while before accounting approves the Kirin Holdings spoon as a deductible. How can a company in the
channel know what’s happening right now? We see the glitz and the glamour over the pond, but what
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SAAS SECURITY
Keeping everything safe As the popularity of Software-as-a-Service grows, so do the number of attacks made on it by cybercriminals. Businesses – and resellers – need to be dynamic to ensure that systems remain as secure as possible.
Software-as-a-Service (SaaS) has grown hugely in recent years as businesses take advantage of the benefits of moving increasing amounts of work and data to the cloud. But with this move comes risks. The number of cyberthreats continues to grow at an alarming rate, and there is now widespread acknowledgement that it isn’t a case of if a business will be attacked, but when and SaaS is no exception. Glenn Chisholm, co-founder and CPO of Obsidian Security, says that as more business-critical information migrates to SaaS applications, they have become the primary target for attackers. “We are seeing a record number of attacks in this space. In just the past year, SaaS breaches have spiked by an alarming 300%, impacting major organisations like Microsoft and Okta,” he says. “However, the growing adoption of SaaS has expanded the attack surface,
with each new application introducing new potential vulnerabilities through misconfigurations, overprivileged access, and identity compromise.” One of the most popular tactics is spear phishing. “About one in three SaaS breaches result from these attacks,” Glenn says. “Because adversaries now have access to AI tools and phishing- as-a-service kits to improve their tactics, we’ve seen these sophisticated identity- based attacks routinely bypass traditional security measures like multi-factor authentication (MFA) or email security gateways (ESG). “A rules-based approach to detecting and responding to these threats will only produce a lot of noise and quickly become outdated. Building models based on actual threat actors and methodologies is the best strategy to stay ahead of these attacks.” Ian Cairns, director at TalkTalk Business, says that while SaaS enhances flexibility and productivity “it can also expose businesses to greater risk, due to potential data breaches, poor access controls and compliance issues. It’s important to follow best practices or get expert advice to mitigate any risks. “Cybercriminals are becoming more sophisticated, often operating as organised networks, which makes it difficult for businesses to stay ahead. In fact, 41% of IT leaders say securing cloud applications and devices is their biggest challenge. “To combat these evolving threats, businesses must partner with security specialists who are on the forefront of threat detection and prevention. Staying
Glenn Chisholm co-founder and CPO
obsidiansecurity.com
“
Because adversaries now have access to AI tools and phishing-as-a- service kits to improve their tactics, we’ve seen these sophisticated identity-based attacks routinely bypass traditional security measures...
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ahead of criminals is challenging but adopting a proactive approach and constantly updating security measures gives businesses a much better chance of defending against attacks.” VimalRaj Sampathkumar, technical head – UK and Ireland at ManageEngine, adds that businesses store sensitive information on SaaS platforms such as Microsoft 365, Dropbox, SharePoint Online, and more. “But many IT teams often lack understanding of the different cloud providers’ offerings, which means sensitive data can be under threat and vulnerable to cyberattacks,” he says. “In addition, when data is stored across multiple platforms, this can also lead to increased instances of cyberattacks that leverage cloud security loopholes such as misconfigurations and insecure APIs.” Akhil Mittal, senior security consulting manager at Black Duck, says that SaaS platforms are prime targets for attackers as they centralise data from multiple customers in one place. “One breach can ripple across hundreds of organisations due to multi-tenant setups, APIs, and third-party integrations,” he says. “Each connection is a potential entry point. A common misconception is that SaaS providers handle all security. In reality, under the shared responsibility model, organisations still need to manage access
controls and monitor account activity which is often an overlooked area. Third party integrations and API add even more risk. With so much valuable data concentrated in SaaS, attackers see an opportunity to 'hack once, breach many,' making proactive, layered security essential.” Security strategies There are various strategies available to help keep SaaS secure, and resellers can play a vital role. For instance, as Akhil notes, effective SaaS security relies on visibility and control. “Adaptive Identity and Access Management (IAM) is essential, assessing each login based on factors like location or device, while behavior-based monitoring helps teams quickly spot and respond to unusual activity,” he says. “Zero trust principles add another layer by limiting lateral movement if the breach does occur. For data protection, Data Loss Prevention (DLP) and customer-managed encryption keys help organisations keep control of their data, even within a SaaS provider’s environment.” Adam Brown, managing security consultant at Black Duck, notes that AI/ML for defensive analysis and automation can help secure SaaS. “However, that same technology is in use by attackers to craft new and automated – therefore scalable –
Ian Cairns director
business.talktalk.co.uk
“
Many IT teams often lack understanding of the different cloud providers’ offerings, which means sensitive data can be under threat and
vulnerable to cyberattacks.
”
VimalRaj Sampathkumar technical head – UK and Ireland
manageengine.com
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CONTINUED attack methods,” he says. “Keeping ahead of attackers' evolving tactics requires constant vigilance – be on point with your logging and monitoring as well as threat intelligence – keeping technology updated, and ensuring all staff and contributors are trained and aware of risks.” Glenn notes that SaaS security is a shared responsibility. “But SaaS security is also uniquely complex, making it incredibly challenging for security teams to manage at scale,” he says. “A single organisation may rely on hundreds of SaaS applications, each with distinct activity logs, configurations, permission models and numerous integrations. Compounding this complexity is shadow SaaS applications
the right strategies and tools empower organisations to manage and mitigate many of these risks effectively, helping to safeguard their operations and maintain resilience against evolving cyberthreats.” Chris McKie, VP, product marketing for security and networking solutions at Kaseya, says that the best solutions for defending SaaS platforms revolve around detection and response tools, such as managed detection and response (MDR) offerings. “Cloud-specific monitoring tools that detect unusual behaviors and suspicious login attempts, and lastly Secure Access Service Edge solutions that enforce user-specific zero trust access to cloud apps and platforms,” he says. “Cybersecurity tools, such as firewalls, antivirus and even endpoint detection and response (EDR) solutions, have been around for a long time, but because SaaS platforms are a new, there are fewer options available to effectively defend SaaS apps and platforms. In response, the industry has developed improved ways of monitoring SaaS platforms, as well as innovative ways of enforcing user-access. This helps reduce cyber risks associated with SaaS adoption, but cybercriminals are well ahead of the curve when it comes to infiltrating SaaS apps and platforms. For the foreseeable future, the advantage will skew in favor of cybercriminals until more SaaS defense measures are adopted globally.”
Akhil Mittal senior security consulting manager
unknown to security teams. “To prevent SaaS breaches,
organisations must address the entire SaaS security lifecycle, encompassing application posture and identity security. Posture management reduces exposure by minimising risks like over-privileged users or configuration drift. Identity security protects identities across the kill chain, reducing spear phishing risks, blocking token compromises, and enabling rapid detection and response before any data is exfiltrated. Effective SaaS security requires detailed context about users, applications, and data for fast and complete mitigation.” Sophie Sayer, sales director at IT Governance Ltd, says that staying ahead of cybercriminals requires significant investment, ongoing vigilance and adaptability. “As attack methods become more sophisticated and skilled cyber security professionals remain in short supply, protecting business systems becomes increasingly difficult,” she says. “At a minimum, organisations should have a Cyber Incident Response Plan in place to enable a rapid response and recovery when a breach occurs. Such a plan is essential, as breaches are no longer a matter of ‘if’ but ‘when’. “While the challenge is persistent,
Adam Brown managing security consultant
blackduck.com
“
As attack methods
become more sophisticated and skilled cyber security professionals remain in short supply, protecting business systems becomes increasingly difficult.
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Trends There are several distinct trends in the market currently in the ongoing battle to keep ahead of cybercriminals. “SaaS security is moving toward continuous, automated checks that adapt as new threats emerge,” says Akhil. “Tools like SaaS Security Posture Management (SSPM) are becoming essential, continuously monitoring for common vulnerabilities like misconfigurations. Meanwhile, attackers are using AI and layered attacks to exploit weak spots in APIs and authentication. Staying ahead requires predictive, real-time monitoring that can detect and address risks before they escalate.” Vimalraj says that there is an upward trend in security spending, which underlines a growing recognition of high-profile attacks and sophisticated cyber fraud tactics,” he says. “It’s likely that businesses will devote more funds to the adoption of cutting-edge security technology, like cloud security solutions and AI-driven threat detection, as new threats emerge. In SaaS, these robust cybersecurity measures can help mitigate risks and safeguard sensitive information.” Pieter Vanlperen, CISO at Own Company, adds there is increasing focusing on advanced threat detection, zero trust architecture and AI-driven solutions to keep up with sophisticated cyberthreats. “As cybercriminals employ increasingly advanced tactics, it’s challenging for businesses to stay ahead, particularly as the attack surface grows with more SaaS integrations,” he says. “Tools like SSPM, automated attack surface scanning, IAM, and zero trust are now essential. Despite these advancements, keeping ahead of attackers remains challenging due to their adaptive methods, prompting a high demand for continuous monitoring, drift detection and correction, and proactive threat intelligence.”
Security CMS When it comes to SaaS such as a CMS there are many steps businesses can follow to prevent attacks, says Sebastian Gierlinger, VP of Engineering at Storyblok. “This includes making sure that the CMS platform’s access control and encryption features are turned on and configured correctly,” he says. “This is not only true for CMS systems but for almost all internet-connected services. “Provide employees and content contributors with only as much ability to access or change the content as they require. In most organisations, very few people need the ability to add, delete, or change content, or to modify other users’ access privileges. “When employees leave, turn off their CMS access immediately and have procedures in place to handle offboarding properly. “Design the system so that the servers containing the content cannot be accessed except via the CMS platforms, to separate assets and limit the damage that can be caused.” Reseller conversations When talking about security for SaaS solutions, there are various things that resellers should be highlighting to customers. “It’s important that resellers are aware of their producer’s security initiatives. We are now at a point where security sells,” says Adam. “Buyers will actively pursue evidence of security measures and even mandate it. Certainly, with the advent of DORA and other acts, we will see financial entities demand evidence of their security initiatives, activities and assessments.” Vimalraj agrees that resellers need to have in-depth discussions with customers to build understanding and trust. “This includes assessing each client's unique security risks and industry-specific vulnerabilities, clarifying the importance of regulatory compliance with standards
Sophie Sayer sales director
itgovernance.co.uk
Chris McKie VP, product marketing – security and networking solutions
kaseya.com
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