News in the Channel - issue #36

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Issue #36

Smarter Tech Powers SMB Growth

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COMMENT

Forward together As we head into a new year, thoughts are turning to what 2026 may bring. While there will be challenges for businesses in the channel, there are also reasons for optimism as well exciting opportunities to be grabbed.

With the Christmas decorations back in the loft, everyone is looking ahead to what 2026 may bring in the channel and beyond. As with 2025, the picture remains mixed. The UK economy continues to trundle along registering marginal growth, meaning that

here, and those that embrace AI will be the ones that will thrive. There are plenty of other reasons to be optimistic about the prospects for the channel in 2026, and these are explored in our 2026 preview feature, where thought leaders from across the channel give their opinions. Read more on p27.

Dan Parton

confidence among businesses, especially in sectors such as retail and hospitality, is low and investment decisions can be put off. That said, there are also plenty of causes for optimism

Elsewhere in this issue, we get the inside story of Northamber’s recent acquisition of the hardware business of Nuvias UK (see p18), as well as the launch of Netgear’s new partner program (see p22) and find out some of the secrets of success at Clarion, a winner at the recent Stockies awards (p48). These stories show that there is plenty of activity in

too. While the economy is relatively tough, it is

leading some businesses to look to technology to gain efficiencies and an advantage over their rivals, which is where channel businesses can play a significant role.

the channel, and this will surely continue in 2026, which is set to be an exciting year, with opportunities out there for businesses ready to take them. As always, I hope you enjoy the issue. News in the Channel is for everyone involved in the channel, so if there is a topic that you would like to see covered in a future issue – or you 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. n

Another growth area this year will be AI. The technology has become an established part of the technology landscape in the past three years or so, but it is expected that this will accelerate in 2026. While there is still an element of ‘AI for AI’s sake’ among some businesses, many are realising that if solutions are implemented with clear goals from the start, then it can save time, money and provide insights that traditionally were not possible. Resellers and MSPs will have a crucial role to play

See the 2025 WINNERS

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CONTENTS

Product Review – p13

News You should know p8 Shure room kits Secure, certifed, scalable p12 Product review AOC 34" UWQHD monitor p13 Northamber acquisition Nuvias UC's hardware business p18 Netgear Drive Partner Success Program p22 Predictions 2026 The future’s bright p27 Microsoft Distributor – Partner of the Year p34 UK Cyber Security Resilience Bill p38 DICOTA Bag it up p41 BYOD authentication p44 Stockies winner – Clarion p48 CES 2026 review p52 Eagle Eye BI Smartphones and tablets p56 People on the move p58 Cover story Arrow: 2025

Predictons 2026 – p27

As we head into another year, a range of thought leaders from across the channel give their opinion on what 2026 might have in store for the channel and what the major trends could be.

The AOC 34" UWQHD monitor is a superb all-round monitor with carefully considered features for its broad target audience. It offers an excellent opportunity to maximise sales and customer satisfaction.

Northamber acquisition – p18 Northamber recently acquired Nuvias UC’s hardware business, which brings scale to the operation and will help to enable the company to take advantage of the growing opportunities in the UC sector.

Netgear – p22

With SMBs increasingly lacking the in- house resources to deal with advances in IT technology, Netgear recently launched its Drive Partner Success Program, to help VARs and MSPs to bring value-added services to this segment of the economy.

Building resilience – p38

Martin Wegrostek, cyber security portfolio manager at managed IT specialist OryxAlign, explores how MSPs can adapt to the UK Cyber Security Resilience Bill and build resilient systems that still move with industry developments.

CONTENTS

Stockies winner: Clarion – p48

Publishing Director Justin Penn 07816 573 186 justin@ newsinthechannel.com Editorial Dan Parton 07941 979 845 dan@ newsinthechannel.com Advertising Sales Martin Jenner-Hall 07824 552 116 martin@ newsinthechannel.com Market Analyst Wickus Bester wickus.bester@ stockinthechannel.com

It has been an outstanding year for Clarion Information Systems in terms of performance, topped off by winning Technology & Storage Reseller of the Year at the recent Stockies awards.

Remind yourself who the big winners were at trhe Stockies 2025..

CES 2026 review – p52

CES has long been the premier global event for the IT Channel, and CES 2026 once again reaffirmed that position. While often described as a consumer technology showcase, CES plays a far more strategic role for the channel.

BYOD authentication – p44

Fredrik Gessler, head of product management at Vonage, explains how silent authentication keeps organisations’ data secure in the age of BYOD. No password? No problem.

DICOTA – p41

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

With the continued growth of hybrid working, employees increasingly need reliable ways to transport laptops and other equipment safely and securely. This shift presents a clear opportunity for resellers to add value by pairing devices with the right protective accessories.

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

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NEWS

TD SYNNEX Maverick appointed UK&I distributor for Epson projectors

developing their business. “Epson is an excellent fit for TD SYNNEX Maverick and our companies already have an established and successful relationship on print solutions,” said Mark Glasspool, senior director, UK and Ireland, TD SYNNEX Maverick. “We will be working with Epson to meet the needs of all their partners in the UK and Ireland including support for specialist AV and projection services providers, and to increase penetration of Epson projectors in the wider commercial market. The Epson projectors range, including its professional, business and consumer products, are now available from TD SYNNEX Maverick to partners in the UK and Ireland. Partners can check stock and availability, place orders, track delivery and apply for credit online, 24/7. They can also call on the expertise of the TD SYNNEX Maverick team to assist with quotations and queries on the Epson projector range. n

TD SYNNEX Maverick – a specialist collaboration, digital signage, and unified communications business within TD SYNNEX – has been appointed as a distributor for the full range of professional projectors by Epson in the UK and Ireland. The alliance provides Epson partners with access to the market knowledge and technical expertise of TD SYNNEX’s Maverick team and the extensive services, advanced logistics and finance options available through TD SYNNEX. Epson UK benefits from the extensive reach that TD SYNNEX Maverick has into the UK and Ireland B2B and audiovisual communities, and its capability to support partners in the specialist AV, B2B, education, public sector and commercial markets to maximise opportunities and

Mark Glasspool senior director UK&I

uk.tdsynnex.com

UK channel partners embrace data to drive growth Channel partners in the UK are

preferences (57%), refining marketing and sales strategies (50%) and identifying market trends (42%). “Our research confirms that data-driven innovation is now embedded as a critical driver of AI growth and differentiation for channel partners,” said Atul Damani, chief data officer at Westcon-Comstor. “In the era of lifecycle selling, leveraging AI-powered data and analytics can enable partners to save time, uncover highly targeted sales opportunities and focus their energy on where they’ll get results.” Rene Klein, executive vice president, Europe at Westcon-Comstor, added: “UK channel partners are leading the charge on data-driven innovation, with nearly half prioritising analytics to fuel growth in 2026. It’s a clear sign that the UK market is setting the pace for smarter, insight-led strategies that unlock new opportunities and deliver real competitive advantage.” n

prioritising data-driven innovation to fuel growth in 2026, according to research from Westcon-Comstor. The survey of 500 partners in the UK, Australia, Singapore, Spain and UAE reveals that 47% of UK-based respondents plan to invest in data-led offerings to unlock new opportunities and increase profitability over the next 12 months – outpacing other priorities like market expansion and pivoting to managed services or subscription models. Additionally, 24% of UK-based partners see data-driven consulting services as the single most promising revenue stream from digital transformation. Westcon-Comstor found that across all five countries surveyed most partners are already leveraging real-time data to enhance customer experience and inform business decisions. Popular applications include tracking customer behaviour and

René Klein executive vice president, Europe

westconcomstor.com

NEWS

Hammer Distribution forms partnership with Nexsan Hammer Distribution has announced a new strategic partnership with Nexsan,

technologies that help customers meet the challenges of the modern data landscape.” Nexsan’s E-Series, Unity and Assureon platforms are trusted worldwide for their performance, energy efficiency, and advanced security features, including data integrity and long-term compliance. With Hammer Distribution’s expertise and channel strength, partners will benefit from tailored support, flexible deployment options, and access to technology that simplifies data management while driving operational resilience. This partnership underscores Hammer Distribution's ongoing commitment to growing its enterprise IT ecosystem through alliances with technology leaders. Together, Hammer Distribution and Nexsan will empower resellers and enterprises across Europe to thrive in a data-driven world, where scalability, protection and performance come as standard. n

which brings Nexsan’s portfolio to Hammer’s EMEA network, giving resellers and customers access to enterprise-class storage. Under the agreement, Hammer Distribution will serve as an official distributor for Nexsan across Europe. The partnership strengthens Hammer’s ability to deliver comprehensive on-premises storage and data protection solutions while expanding Nexsan’s regional reach and partner ecosystem. “Our partnership with Nexsan marks a significant step forward in expanding our enterprise storage and data management capabilities,” said Jason Daly, commercial manager at Hammer Distribution. “Nexsan’s innovation and track record in secure, high-density storage perfectly align with our mission to deliver dependable, scalable and cost-effective

Jason Daly commercial manager

hammerdistribution.com

nexsan.com

MSPs face AI adoption roadblocks despite widespread usage, survey finds

A survey of 250 UK managed service providers (MSPs) undertaken by Sapio research for POPX has revealed the challenges that MSPs are encountering as they integrate AI and automation into their operations. The survey found that concerns about data privacy and compliance are the most pressing issues, with 43% of respondents identifying these as major barriers to adopting more AI and automation. This is followed by the high costs associated with implementation and licensing, cited by 35%. Additionally, a lack of internal expertise or training is a concern for 31% of respondents. Integration with existing systems also poses a challenge, with 30% of MSPs finding it difficult to seamlessly

incorporate AI technologies into their current infrastructure. “While MSPs are forging ahead with AI and seeing real-time benefits, too many see systems integration, high costs and lack of expertise as barriers to further adoption,” said Andy Venables, CEO, POPX. “If MSPs are to stay ahead of the innovation curve and deliver the productivity gains their customers expect, they need to act now.” Despite these challenges, the survey shows that AI adoption is already widespread among MSPs, with 80% using AI-powered chatbots for client support and AI-driven threat detection and cybersecurity. Another 76% use AI workflow automation, 68% use it for predictive analytics and 59% for automated ticket routing and escalation. n

popx.co.uk

sapioresearch.com

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NEWS

Konekt and Theta Lake team up

Konekt has announced a strategic partnership with Theta Lake, a provider of communication compliance and security solutions. As organisations rapidly adopt cloud communications and AI tools, the complexity for partners managing compliance continues to increase – more vendors, more integrations, more regulations, and more risk. Partners must stay ahead of constantly evolving collaboration behaviours across voice, video, messaging and AI. The Konekt and Theta Lake partnership directly addresses this challenge, giving partners direct access to a comprehensive compliance and governance suite that provides unified coverage across their entire communication infrastructure. “True to our promise to bring new and relevant solutions into the cloud communications market for our partners,

we are excited to onboard Theta Lake as our first new vendor as ‘Konekt’,” said Joel Chimoindes, CEO of Konekt. “Our partnership with Theta Lake allows us to bring unparalleled compliance, security, and intelligence capabilities to the channel, removing barriers to adoption and helping partners scale their Zoom practice with confidence. This is exactly what Konekt stands for: enabling channel growth by simplifying complexity.” Anthony Cresci, CCO of Theta Lake, added: “Konekt’s focus on enabling the channel to succeed in cloud communications aligns with our mission. Their strong Zoom expertise, coupled with our modern compliance and security capabilities, creates a powerful combination. Together, we will help partners deliver safer, smarter and compliant collaboration experiences for customers.” n

Joel Chimoindes CEO

konekt.tech

thetalake.com

SMEs adopt and trust AI more but workforce readiness lags

European SMBs are rapidly integrating AI into their operations, driven by economic pressures, competitive demands and the promise of greater productivity. However, research from Sharp Europe reveals that while 72% of UK SMB owners now trust AI more than they did a year ago, concerns remain about the workforce’s ability to keep up. According to a Censuswide study conducted in June 2025, which surveyed 2,500 SMB leaders across 10 European markets, 52% cite ongoing economic uncertainty as the main reason for accelerating AI use, with 53% feeling pressure to keep pace with competitors already leveraging these technologies. However, despite widespread uptake, 55% of leaders remain concerned that their business is not utilising AI as much, or as effectively, as it could be. “AI has moved from the back office to

the core of how SMEs work, compete, and grow,” says Roland Singer, vice president of IT services, Sharp Europe. “Our research shows we’ve reached a turning point – AI is no longer a ‘nice to have.’ Businesses are asking not if they should use it, but how fast and how effectively they can scale it.” A significant number of SMB owners (64%) report that AI is fully embedded in their business, with 51% believing AI will open more opportunities for employees to develop new skills. However, employee anxiety persists on the use of AI at work, with 35% of leaders saying staff are worried about their lack of tech skills, and 34% reporting a lack of trust in AI-generated outputs. Ethical concerns are also prevalent, with 33% believing employees fear being seen as taking the ‘easier’ route by using AI. To address these challenges, 39% of SMBs have trained all employees on AI

sharp.co.uk

NEWS

tools. Additionally, 36% have secured their data for AI integration, and 33% have invested in new licences to support ongoing use.

Despite this adoption and training, 43% of SMB leaders say they still need clearer guidance on how to adopt and use AI efficiently and securely. n

Vertiv and GreenScale announce strategic collaboration

Vertiv and GreenScale has announced a strategic collaboration to deliver factory-integrated data centre platforms engineered for next-generation AI workloads in Europe. Following a competitive pre- qualification questionnaire process, GreenScale selected Vertiv as its preferred provider for standardised, prefabricated Vertiv™ OneCore hybrid- built data centres. While GreenScale will manage slab-down construction and site-wide infrastructure, Vertiv will provide AI-ready data centre modules engineered to support liquid-cooled deployments of NVIDIA Grace Blackwell GB200/300 graphic processing units

(GPUs), including next-generation Vera Rubin GPUs. “AI workloads demand density and speed,” said Vedran Brzic, VP infrastructure solutions business EMEA, Vertiv. “By integrating the Vertiv OneCore platform into GreenScale’s standard design, we can help to accelerate deployment of scalable infrastructure for AI, high-performance, and high-density computing. Our scalable prefabricated solution integrates our proven power, thermal, and IT infrastructure into a single factory-assembled system that can help customers deploy high-density capacity more efficiently while increasing reliability and performance.” n

vertiv.com

Dan Thomas CEO

greenscaledc.com

Simwood integrates WhatsApp for Business

Simwood has launched WhatsApp for Business voice integration to enable carriers, MSPs, and platform operators to connect enterprise customers directly to more than three billion WhatsApp users globally. The integration provides seamless voice call routing between WhatsApp, and UC platforms such as Microsoft Teams and SIP-based systems. In addition to voice, the service supports two-way WhatsApp messaging that can be routed through Simwood’s API or integrated with AI-driven conversational agents for both text and voice interactions. Businesses can engage customers securely and contextually across channels while maintaining compliance and auditability. Alongside other features of the Simwood network, carriers, MSPs and platform operators can use the WhatsApp

integration to immediately differentiate their offerings and rapidly monetise omni-channel communications. It allows them to offer verified, encrypted, high- quality calling and messaging between enterprises and consumers on WhatsApp while also benefiting from Simwood’s suite of advanced features like call recording, conversational AI agents and sentiment analysis. “WhatsApp is where billions of conversations are already happening, and we’re making it part of the carrier ecosystem,” said Simon Woodhead, CEO of Simwood. “By bringing WhatsApp into our global software defined carrier network, we’re giving carriers, MSPs, and platform operators a way to offer their customers secure, high-quality, and fully verified communication without changing how they work today.” n

simwood.com

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SHURE ROOM KITS

Secure, certified, scalable: the DNA of a winning IT solution

Collaboration tools are vital to the running of many businesses today, and managers seek solutions that are reliable, secure and simple to use – and this is where Shure’s solutions stand out.

In today’s enterprise landscape, collaboration tools are mission critical. IT leaders and channel partners need solutions that deliver reliability, security and simplicity – without compromise. So, what defines a winning IT solution? 🎯 Certification matters. UC certification with platforms like Microsoft Teams ensures seamless integration, compliance and peace of mind for IT teams managing complex environments. 🎯 Flexibility drives efficiency. Modern workspaces range from huddle rooms to large conference spaces. Scalable, interoperable solutions simplify standardisation and reduce complexity. 🎯 Performance is non-negotiable. Premium microphones, speakers and cameras paired with advanced DSP and intelligent video create clear, equitable experiences – supported by intuitive interfaces that keep control simple. 🎯 Deployment and management made easy. Zero-touch provisioning, automated configuration, and centralised cloud-based monitoring streamline installation and ongoing support. 🎯 Security built in. Encryption, authentication and integration with

distributed, IoT-rich environments. 🎯 Comprehensive support completes the picture. Cloud management, proactive troubleshooting, and multi- year warranties minimise downtime and extend lifecycle. Building on these essential characteristics – certification, flexibility, performance, ease of deployment, security and support – the next question is: who delivers all of this in practice? The answer lies in solutions that integrate these principles into a cohesive, future-ready approach. That’s where Shure IntelliMix Room Kits stand out. Designed for modern collaboration, they combine UC-certified integration with advanced IntelliMix DSP, modular hardware for diverse spaces, enterprise- grade security, and centralised cloud management. This alignment with the core tenets of a winning IT solution makes Shure not only a technology provider but a strategic partner for IT leaders seeking reliability, scalability, and innovation. Are you ready to transform collaboration? Click to find out more. n

enterprise frameworks protect sensitive communications in

31026

PRODUCT REVIEW

Selling the AOC 34"

The AOC 34" UWQHD monitor (sku CU34E4CW, EAN 4038986112963) is a superb all-round monitor with carefully considered features for its broad target

For resellers and managed service providers (MSPs) tasked with the role of recommending a monitor audience. It offers an excellent opportunity to maximise sales and customer satisfaction.

for customers, look no further than the CU34E4CW. The monitor not only offers considerable value for money, but comes with a five-year warranty, and is worth a closer look, so here are some tips on how to sell it. Target audience 👤 Professionals who spend “9 to 5” in front of a screen 👤 Screen workers who multitask or use MS Office and social media frequently 👤 Hybrid workers 👤 School, college and university administrators 👤 Medical practitioners 👤 Retail managers 👤 Web developers and data analysts 👤 Anyone seeking increased privacy, immersion or less eye strain compared to their current monitor. Curves are in Curved monitors are designed to match the natural shape of human eyes, which brings practical benefits in comfort, immersion and productivity. The CU34E4CW offers a 178°/178° viewing angle, which equates to a display offering excellent, near-total clarity from

almost any position, with the first number (178°) being the horizontal angle (left/right) and the second (178°) the vertical angle (up/down) ensuring a crystal-clear viewing experience. For those customers less interested in the dynamics behind the curvature of the CU34E4CW, just use the words Immersive Viewing , and they might get the picture. The curved screen subtly wraps the image on screen around the eyes’ field of vision, pulling the eyes’ focus towards the centre, and thus work, or gaming, feels more engaging and the user tends to feel more focused. Reduced eye strain Curved displays keep every part of the screen at a more consistent distance from the users’ eyes. This leads to less refocusing between centre and edges and reduced eye fatigue during long sessions. The AOC 34" makes an ideal desk companion for any customer that embarks on all-day desk work like finance, coding or data-heavy roles.

The CU34E4CW offers a 178°/178° viewing angle, which equates to a display offering excellent, near-total clarity from almost any position...

13 CONTINUED

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PRODUCT LAUNCH HP ZGX NANO AI STATION G1n

Making growth altogether simpler!

As the ‘go to’ people for end-to-end connectivity and licence-based solutions Nimans Connect makes growth simple with:

Easy-to-sell bundles Provisioning portal

Competitive tariffs White labelled billing

Combined with Nimans’ trusted hardware expertise, resellers can offer complete, multi-vendor communications packages that drive recurring revenue, strengthen customer loyalty, and create long-term opportunity. Reduce the need for multi-vendor partnerships as Connect serves as your single source provider offering: • A wide choice of leading brands to match every customer requirement. • 100% channel focussed offering – we will never compete with you. • Comprehensive billing capability with both wholesale and our bureau solution Connect Pro Billing.

Going further to make connectivity simpler! Visit nimans.net/connect or get in touch at connectsales@nimans.net

PRODUCT LAUNCH HP ZGX NANO AI STATION G1n

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PRODUCT REVIEW

CONTINUED

Recently, in UC Advanced magazine, Paul Butler, AOC’s regional sales director UK&I, discussed the increasing importance screen manufacturers, buyers and end users are putting on eye comfort. On the issue of eye comfort for end users, Paul commented, “It’s become absolutely critical. Digital eye strain has become a major workplace health issue with the shift to hybrid working making it a permanent concern rather than a temporary one. Computer Vision Syndrome is now widely recognised as affecting many office workers who spend extended periods in front of screens. For manufacturers like AOC, eye comfort has moved from being a nice-to have feature to an essential specification that customers actively demand, and procurement departments specifically look for.” What customers want Paul adds that the key factors are refresh rates, blue light management, and ergonomics. “Higher refresh rates like 120Hz are making a massive difference – smoother visuals mean less eye strain,” he says. Good news – the CU34E4CW has that. For those not in the know, the average refresh rate for standard work monitors is 60Hz, which is adequate, but higher rates like 120Hz provide noticeably smoother scrolling and less eye strain, offer a better experience for all-day use, make motion clearer and ultimately increase productivity.

AOC’s Anti-Blue Light technology reduces the intensity and strength of shortwave blue light from computer screens, while still maintaining true colour and clarity. Research regarding blue light from computer screens has shown it can cause temporary digital eye strain, leading to dry eyes, headaches, blurry vision, and fatigue, and it can disrupt sleep by suppressing melatonin. “Hardware-based blue light reduction is crucial rather than software filters that compromise colour accuracy,” adds Paul. “But eye health is not our only concern: seating position matters as well. Proper height adjustment and viewing angles are vital. The stand design matters enormously as it helps maintain a proper posture.” The AOC CU34E4CW stand offers substantial ergonomic features, including significant height adjustment (a generous 18cm for those short and tall), as well as tilt and swivel functionality. It includes a thoughtful cable management opening for routing pesky cables to de-clutter desks and is VESA mountable, supporting VESA 100x100mm mounting for alternative setups. 5MP Win Hello Webcam The webcam is a built-in featur e of the AOC CU34E4CW 34-inch curved ultrawide monitor, eliminating the need for additional hardware. It’s a pop-up unit, and the user can push it back neatly into the unit after use, if so desired. The 5-megapixel (MP) webcam has a high resolution, offering QHD (2560 x 1944)

Paul Butler regional sales director, UK and Ireland

“

The key factors are refresh rates, blue light management, and ergonomics. Higher refresh rates like 120Hz are making a massive difference – smoother visuals

mean less eye strain.

”

PRODUCT REVIEW

Hello facial recognition and integrated speakers 💥 Flicker-Free and Low Blue Light technologies for reduced eye strain 💥 Ergonomic design with adjustable

video quality for clear video conferencing, and includes advanced sensors for a secure, hands-free login via Windows™ Hello facial recognition. Additionally, there are a built-in microphone and two 5W speakers, ensuring a seamless audio and video experience without the need of external periphery. Connectivity The monitor offers one-cable connectivity and versatility with USB-C, HDMI and a DisplayPort. This means that users can choose any make of laptop without requiring a matching docking station. Just another real saving this monitor offers. The 90W USB-C connection can simultaneously transfer high-resolution video and charge a device’s battery via USB power delivery. The monitor has a Smart KVM switch, enabling the user to switch between multiple devices and control them using only a single keyboard and mouse. The key features of the AOC 34″ curved monitor CU34E4CW: 💥 34-inch VA panel with 1500R curvature for an immersive widescreen view 💥 UWQHD resolution (3440×1440) with a 21:9 aspect ratio for extra screen real estate 💥 120Hz refresh rate and 4ms response time for smooth motion and increased productivity 💥 High contrast ratios (~3500:1 typical, up to 20 000 000:1 dynamic) and wide 178° viewing angles 💥 USB-C with up to 90W power delivery: video, data and docking with a single cable 💥 Smart KVM switch allows control of multiple devices with only one set of keyboard and mouse 💥 Multiple ports including 2×HDMI 2.0 , and a 4-port USB 3.2 hub 💥 Built-in 5MP webcam with Windows

stand and frameless edges for seamless multi-monitor setups.

Reasons to buy the AOC CU34E4CW 🏆 Offers excellent value for money 🏆 USB-docking – no need for an additional docking station and more device flexibility 🏆 Has a superb built-in webcam and integrated speakers – no separate purchases 🏆 Five-year warranty means five years peace of mind, and enhanced reputation for MSPs and resellers 🏆 Curved screen offers immersion and privacy 🏆 Ideal size at 34" as it fits a standard desk 🏆 The visuals are magnificent – 120Hz refresh rate, Flicker-Free and Low Blue Light technologies for reduced eye strain, the anti-glare screen helps to reduce reflections 🏆 Robust stand offers ergonomic positioning with 180mm height adjustment, tilt and swivel 🏆 Enables the user to work more productively. The AOC CU34E4CW is a productivity- focused 34" curved ultrawide monitor with high resolution, smooth motion, USB-C docking, webcam + Windows Hello support, KVM switching, and eye-friendly

The monitor has a Smart KVM switch, enabling the user to switch between multiple devices and control them using only a single keyboard and mouse.

technology, making it ideal for hybrid work, multitasking, and immersive everyday use. n

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NORTHAMBER ACQUISITION

Opportunity knocks Northamber recently acquired Nuvias UC’s hardware business, which brings scale to the operation and will help to enable the company to take advantage of the growing opportunities in the UC sector.

The UC sector has enjoyed strong growth in the post-COVID years, and, with technology continuing to develop, alongside growing digitalisation, this is set to continue for years to come. To have the best chance of capitalising on the opportunities that come with the predicted growth, an increasing number of companies in the sector are looking to grow by acquiring rivals, such as Northamber, which bought Nuvias UC’s hardware business for £7.1 million at the beginning of December. Ian Kilpatrick, non-executive director of Northamber, says the business is a natural strategic fit for Northamber, which will accelerate its growth in the AV and UC markets. The acquisition of the £28.8 million hardware revenue business delivers greater depth across Microsoft Teams and Zoom-certified video systems,

enterprise voice and telephony, specialist UC endpoints, and smart workspace and meeting-room solutions with the Nuvias UC team bringing expertise in provisioning, configuration, technical pre-sales and enhanced warranty and support. For partners, this means improved availability, stronger vendor alignment, expanded technical support and comprehensive collaboration solutions all under one roof. Combined with Northamber’s existing AV and UC portfolio, the acquisition creates a unified, scalable platform covering the spectrum of AV, UC&C and smart-office solutions. It also builds on Northamber’s acquisition of Tempura Communications in 2024 and Epatra in BeNeLux in 2025. “The Nuvias UC acquisition brings significant scale,” says Ian. “It brings us the team, the customers and a

Ian Kilpatrick non-executive director

northamber.com

“

There's a consistent view that UC and AV are going to continue to grow annually over the next five to 10 years

”

0180

NORTHAMBER ACQUISITION

integrated solutions.” The acquired business will also help Northamber to deliver value-added knowledge systems to customers. “The deal gives us the capabilities to provide technical knowledge, installation services, value-added services and more support systems and integrated systems that help people to make decisions,” says Ian. Inside the deal The deal itself took some time to come about. “Deals always look instant when they are announced, but it took a while to complete,” says Ian. “We had an existing relationship with Nuvias UC, and when it became clear they were moving towards the software side, the deal transpired. Once it started to move, it was a very straightforward deal. We were very happy with how the deal progressed – the teams on both sides know what they are doing.” Post-deal, Ian says that Nuvias UC will continue to trade, as Tempura does, as a standalone business unit. “But obviously, as we have added skills and knowledge into the group, our goal is to make sure we can share that knowledge across the group and share the facilities too. It’s a big jump for us in terms of the capabilities we get, the breadth of customers we get in terms of retailers and in terms of moving us further up the scale into enterprise-type customers alongside the SMB and mid- range area we are traditionally strong in.” As Ian says, the deal helps to bring scale to Northamber’s operation. “We gain quite a number of significant enterprise resellers as part of this,” he says. “That broadens our positioning right across the market. It’s a significant acquisition for us and a big commitment to this market. “This deal will help strengthen relationships with vendors, which will be important going forward given the changes that are taking place in the marketplace currently with the rapid evolution of technology. “We’re providing market knowledge, but

broadening of our positioning across enterprise and public sector. “It’s quite transformational for us. It’s an area where we’ve been pushing much harder in the past couple of years, including the acquisition of Tempura, and this will add to it.” Strong growth As mentioned, research points to strong growth in the UC sector in the coming years. “There’s a consistent view that UC and AV are going to continue to grow annually over the next five to 10 years,” says Ian. “Some of that is going to be fuelled by upcoming equipment refreshes. Back in COVID times, a lot of businesses put a lot of equipment in without necessarily researching what they were looking to do in the future with it – they needed to install things quickly to keep the business going. “We’re now heading towards that point of the refresh cycle where those businesses are looking to upgrade. Strategically, there’s growth as people are moving towards more unified solutions, there is much more integration across an organisation as to what they’re working with in terms of the solution and how it is managed. “For us, acquiring Nuvias UC is a strategic move as it means we’re also getting an increased skill set with capabilities across the group to help provide the solutions and backup for these increasingly unified and

“

We gain quite a number of significant enterprise resellers as part of this... ...That broadens our positioning right across the market. It's a significant acquisition for us and a big commitment to this market.

”

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AD INGRAM MANHATTAN

NORTHAMBER ACQUISITION

CONTINUED

we’ve also got that knowledge of what the market is looking for. Therefore, we have a better voice when we’re talking to our vendors about strategic direction.” For vendors and partners, there will be benefits from the acquisition. For instance, there will be integration of back-end systems, as well as efficiencies in product ordering and go-to-market strategies, Ian says. There will be benefits for end customers too. While immediately post-acquisition, it is business as usual, there will be benefits that will become clear, such as broadened technical support from partners and more efficient delivery structures, and greater capability to deliver value-added services, according to Ian. Future Now the deal has been completed, the focus is firmly on the future – growing the business and delivering the value that partners and end customers want and more. Ian says that while Northamber’s focus

will be on organic growth, they will be keeping an eye on the market and any relevant opportunities that may arise. “We’re not actively in the market for another acquisition, but if something comes up that fits our vendor and technical directions, we will look at it,” he says. “But, given the scale we’ve got now after this acquisition, we have a huge opportunity in the marketplace. Because we will be retaining Nuvias UC as a separate business unit, we need to be growing organically and getting the benefits across the group of the scale that we have while also getting the benefits of the individual elements that we have already. “This is a market that the indicators show is set for growth in the coming years. But realistically, is this a market that’s likely to grow? The answer is yes because of the changes in the market with developing technology. We’re well-situated now with what we have inside the group to capitalise on the opportunities that this presents.” n

“

We’re not actively in the market for another acquisition, but if something comes up that fits our vendor and technical directions, we will look at it.

”

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00 21

NETGEAR

Widening the net With SMBs increasingly lacking the in-house resources to deal with advances in IT technology, Netgear recently launched its Drive Partner Success Program to help VARs and MSPs to bring value-added services to this segment of the economy.

For many SMBs, advancements in technology bring benefits, but also challenges, especially with the advent of AI. While businesses may look to take advantage of the efficiencies they bring, often they lack the in-house technical expertise to do it effectively. This is why many outsource IT to resellers and managed service providers (MSPs). But those providers need support too, and Netgear’s newly launched Drive Partner Success Program is designed to do just that. “For SMB end customers, there’s a limited IT capacity, whether that’s a resource challenge or technical ability for them to manage their in-house networks,”

says Jordan Hobday, channel lead at Netgear. “For instance, we often see a lot of legacy networks, which limits the growth of these businesses. But there’s ever more devices in businesses today, and, of course, AI is the hot topic right now. That is all bandwidth that’s needed within the network and legacy networks often can’t handle this, and neither can the in-house team.” Allied to that is a lack of budget, Jordan adds. “We’re seeing budgets being spent more cautiously these days and they have got to cover a wide range of devices,” he says. “It’s important that the end customer feels they have a right product for the right fit and the right budget.”

Jordan Hobday channel lead

netgear.com

“

We're seeing budgets being spent more cautiously these days and it has got to cover a wide degree of devices... ... It's important that the end customer feels they have a right product for the right fit and the right budget.

”

NETGEAR

This is the space that Netgear is targeting. “We often see over-engineered and over-complex solutions, which IT departments in-house struggle to deploy and manage,” he says. “They often have features that these end customers just do not need. Coupled with that, these over- engineered and bloated networks are often expensive and not budget friendly. “Then we have the other side, the risky solutions. There are vendors out there – and, of course, cost-pays a huge part in this – that come with less reliable solutions and insufficient support. And, of course, for our partners, there’s the lower margin. So Netgear fits nicely here. We have an enterprise-grade product, made with enterprise-grade components within our products. “We offer simple deployment of a world class product at a price point that is achievable and attainable for a lot of partners and customers.” Drive for success This move into the SMB space is part of Netgear’s new leadership’s plan to grow the business. “We have huge experience that has come in from the IT and AV enterprise world, all the way from CEO to general manager and sales,” says Jordan. “We have real leadership that’s driving this change within the business. We’re focused on building partner relationships. We want to go to our partners and bring them new revenue streams to add to their business. We want to grow with our partners. “We have heavy investments in software products and technology, which is important to ensure we’re still delivering excellence to our customers from a products and software perspective. We’ve proven performance in the AV over IP space. “Now, we also have the Netgear Drive Partner Success Program. We want partners to have success when they use our products. We want the partners’ success to

come first, and we want to make partnering with Netgear easy, so we have made it simple to understand the program. “Of course, we want it to be rewarding too, and we want our partners to have good profit margins when they’re working with Netgear. The key thing is we want our partners to stand out with the services the customers value the most and provide differentiation for them; this is about what excellence our partners can deliver to customers.” Jordan adds that the core values of the programme are built around competitive differentiation. “It is about what our partners offer to end customers, not how much revenue they spend with Netgear, because revenue doesn’t matter to an end customer. The end customer wants to understand, ‘what are you going to deliver for me? Are you going to manage me and give me a good experience? Are there professional services?’ We want it to be simple to understand and easy to do business. “Integrity is a huge part as well: we want to be that trusted advisor to our partners.” Tiered approach There are three tiers in the programme, Jordan adds. “We have Netgear Drive Ignite Partner, which is our entry-level partnering tier, ideal for new and growing partners. Partners have portal access, access to training, collateral and demo gear. It’s a simple level to obtain.” The second level, Netgear Drive Apex Partner, is aimed at value-added resellers and AV system integrators that specialise in design and implementation

“

It is about what our partners offer to end customers, not how much revenue do they spend with Netgear, because revenue doesn’t matter to an end customer.

”

CONTINUED

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