News in the Channel - issue #27

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Issue #27

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NEWS: The latest news and product news from the Channel – pages 6-10 2023 PREVIEW:: Crystal balls at the ready – page 15 INTERVIEW:: Richard Wells embracing 30 years of change – page 26 SCANNING GATEWAYS: Hybrid working is driving the growth of digitising documents – page 46 BUSINESS INTELLIGENCE:: How FX rates affect toner pricing – page 50 NEWS: The latest news and product news from the Channel – pages 6-10 2023 PREVIEW:: Crystal balls at the ready – page 15 INTERVIEW:: Richard Wells embracing 30 years of change – page 26 SCANNING GATEWAYS: Hybrid working is driving the growth of digitising documents – page 46 BUSINESS INTELLIGENCE:: How FX rates affect toner pricing – page 50

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COMMENT

Taking care of business With hybrid working firmly entrenched in the work landscape, keeping employees happy and engaged has become more difficult, and the equipment they use is paramount in this – which means opportunities for resellers.

Maximising employee productivity is the goal of every business owner and team manager. If you get your employees working as efficiently and as productively as possible, then they should achieve more, which, in theory, will improve the business’ bottom line. But maximising productivity isn’t easy. Two crucial factors are keeping employees happy – happy employees work better – and ensuring they have the equipment to work as efficiently as possible. Today, and especially since hybrid working has become a fixture in many businesses, these two are more closely linked than ever. For instance, for a hybrid employee, if their communications equipment – webcam, microphone etc – isn’t very good, then they can get frustrated or feel left out during online team meetings. This in turn affects their motivation. Likewise, if the equipment they are using is slow, or outdated, or there isn’t seamless access to things like IT support, it can affect employees’ ability to get on with their job and leave them frustrated – even to the point of wanting to quit. This is where resellers have an opportunity to ensure businesses have the right equipment to keep things running smoothly. Read more on p32. Another area of the market that is providing more opportunities for resellers is cloud backup. With more businesses

than ever using the cloud, so it becomes more of a target for cybercriminals, which means that backing it up is more important than ever. Resellers again have an important role, helping customers to overcome misconceptions and ensure they have the right solutions in place. Read more on p42. Of course, with more businesses using more online technology, it means that the power for them needs to be consistent. Power outages – even short ones – can cause major disruption and lead to lost production and lost money. Therefore,

Dan Parton

uninterruptable power supplies (UPS) should be part of every business’ strategy. Again,

resellers should be there as part of the conversation to get the best solution in place. Read more on p20. UPS is all part of helping a business to run as effectively as possible, much like the equipment is, and bringing a greater chance of boosting that all- important bottom line. As always, I hope you enjoy the issue. If you have a topic that you would like to see covered in a future issue, or you have a news story or an opinion piece you would like to submit for consideration for publication, please drop me a line at dan@newsinthechannel.com

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CONTENTS

News You should know p8 Product Launches HPE Proliant Servers p14 HPE Aruba Networking CX 8325P Network Switch p19 UPS Have they got the power? p20 Sustainable Infrastructure Sustainability is dead. Long live sustainability. p26 Product Review Lenovo Yoga Slim 7i Aura Edition p30 Digital Employee Experience Are you experienced? p32 Exertis Enterprise Summit More than just a conference p38 Eagle Eye – BI Network Switches p40 Cloud Backup Being effectively is key p42 On the move p50 STOCKIES 2025 Award categories and sponsor packages

Cloud Backup – p42

The Exertis Enterprise Summit 2025 promises to be more than just a conference – as well as providing expert insights into some of the most pressing issues facing the sector, attendees will have the opportunity to take part in some unforgettable experiences too. Exertis Enterprise Summit – p38

With more businesses now using cloud, backing it up effectively is becoming ever-more important, especially with cyberthreats continuing to grow. Resellers must ensure customers understand the risks and adopt the most effective solutions.

Digital Employee Experience – p32 With the rise in hybrid working, online communication and the quality the of equipment employees use that make up their digital experience has become vitally important. Resellers need to help businesses to ensure they have the best equipment.

Product Launch: HPE – p14

BI: Network Switches – p40

HPE has introduced its next-generation ProLiant servers, which have been engineered for advanced security, AI automation and greater performance to deliver greater productivity along with efficiency savings.

In Issue #19 of News in the Channel, Stock in the Channel BI analysts highlighted network switches and the stock crunch experienced by mid-tier vendors in 2024. As this landscape remains competitive, demonstrated by a price drop of 4% year-on-year, the BI team consider the popularity of network switches in the channel.

CONTENTS

With governments and some big businesses reigning back on Sustainable Infrastructure – p26 sustainability, does this mean channel businesses should dispense with it as a key element of their service offerings?

Written permission from the publisher is required before any part of News in the Channel can be reproduced. © 2025 In the Channel Media Ltd. Market Analyst Wickus Bester wickus.bester@ stockinthechannel.com Publishing Director Justin Penn 07816 573 186 justin@ printinthechannel.com Editorial Dan Parton 07941 979 845 dan@ printinthechannel.com Advertising Sales Martin Jenner-Hall 07824 552 116 martin@ printinthechannel.com Liz Newbury 07756 069297 liz@printinthechannel.com

The STOCKIES 2025 Award Categores and sponsorship packages have been announced .

Product Review: Lenovo Yoga Slim 7i Aura Edition – p30

In an era where portable performance meets elegant design, the Lenovo Yoga Slim 7i Aura Edition emerges as a strong contender in the premium laptop category.

UPS – p20

Product Launch: HPE – p19

With increasing numbers of businesses reliant on electronic equipment to conduct their business, a power outage – even for a short time – can cause significant problems. This is where uninterruptable power supplies come in.

HPE has introduced a new network switch designed to improve networking for the telecoms industry by embedding precision timing into the network fabric for the first time.

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NEWS

Report highlights why data control is key for operational continuity

CIOs and CISOs will play increasingly crucial roles in enabling enterprises to ensure resilience and will need to prioritise their efforts to outfit their organisations with tools to lay a sustainable foundation for business continuity, and data control will be a prerequisite to achieving this goal, a new report has found. Keepit’s report: ‘ Intelligent data governance: Why taking control of your data is key for operational continuity and innovation ’ covers the foundational importance of data control in the age of AI, with a focus on ensuring modern enterprises’ cyber resilience and compliance. “Data is the foundation of innovation and preparedness,” said Kim Larsen, CISO at Keepit. “By focusing on data governance, CISOs and CIOs will lay the groundwork to effectively manage and grow their modern, data-driven enterprises. We hope our new report, with its practical approach to data governance, will give needed insights into data, its importance, and the crucial role intelligent data governance can play in today’s cybersecurity landscape.” Keepit interviewed 30 senior IT leaders across a range of industries and regions. These in-depth conversations revealed several trends that serve as context for enterprise IT organisations, including

cloud flexibility, the rise of AI and ever- increasing budget pressures. “Data governance paves the way for data resilience. Through data classification, companies will be able to detect any gaps in their business continuity plans, and, as an added benefit, enhance their current day-to-day operations,” added Kim. The report found that data governance is a key tool when striving to stay compliant as regulations such as NIS2, DORA, and GDPR are impacting organisations. “Data governance is the cornerstone of compliance. Knowing where your data is, what data is crucial for business operations, and who has access to it are all questions modern organisations need to answer to be cyber resilient,” says Kim. The report also found that CIOs and CISOs are ultimately accountable for ensuring data resilience so that users, applications and other entities can access company data as needed. The three primary components of resilience are prevention, detection and recovery. “A data loss or outage incident can stop an organisation in its tracks,” adds Kim. “Our report highlights that the ability to recover critical systems should never be left to assumptions or chance. Backup and recovery preparedness should be a board- level consideration at every company.”

Kim Larson CISO

keepit.com

AllPoints Fibre Networks and Daisy Communications sign strategic partnership

AllPoints Fibre Networks (APFN) and Daisy Communications have signed a long-term strategic partnership for national full fibre services. Daisy Communications will benefit from APFN’s aquila wholesale platform. With aquila, Daisy can gain access to a national full fibre only network instantly, selling to millions of premises through a single,

easy-to-manage API-first platform. As part of the partnership, Daisy will acquire APFN’s B2B direct customer base, which was previously managed under the Giganet brand. APFN and Daisy have confirmed that all customers will maintain the same level of service at the same in-contract price point. Customers will also benefit from Daisy’s

allpointsfibre.com

CONTINUED

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New Pro Plus MicroSDXC – Expand & Protect Your Data Designed for professionals, content creators, and businesses that require high-speed, high-capacity mobile storage, the Pro Plus MicroSDXC is ideal for devices such as tablets, drones, smartphones, and surveillance systems. 990 EVO Pro Plus SSD – Faster, Smarter, More Efficient For businesses that demand fast boot times, seamless multitasking, and high-performance computing, the Samsung 990 EVO Pro Plus SSD delivers the ultimate storage solution for workstations, and enterprise applications. New T5 EVO External SSD – Portable, Durable & High-Capacity The T5 EVO External SSD is the perfect mobile storage solution for businesses handling large amounts of data on the go. With capacities of up to 8TB, this external drive offers a compact, secure, and ultra-fast solution for IT teams, media professionals, and enterprise users.

As an official Samsung distributor, Exertis provides resellers with unmatched benefits, ensuring they can deliver the best Samsung storage solutions to their customers.

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NEWS

CONTINUED

industry-renowned levels of service and first-class product suite. “The Daisy deal represents another big milestone for APFN,” said Jarlath Finnegan, Group CEO of APFN. “Daisy now has access to the largest full fibre wholesale offering in the UK which will benefit the loyal customers who have supported us to date. I want to thank them, and we look forward to supporting

them via Daisy in the years ahead.” Dave McGinn, CEO of Daisy Communications, added: “We’re delighted to have signed a deal with AFPN to bring the UK’s largest full fibre wholesale offering to our customers. We’re also pleased to welcome several customers into Daisy as part of our deal and we’re looking forward to working alongside them to keep Britain working.”

daisycomms.co.uk

N-able report shows significant growth opportunity for MSPs A sharp uptick for managed services growth is predicted driven by a number of key factors, including the maturity of cybersecurity services, according to N-able Inc’s second annual MSP Horizons Report in partnership with Canalys. fellow channel partners. “This is having a big impact on the managed services business model, affecting the services partners provide and the ways they package these capabilities. The forward-looking partner today is focusing on those specialisations

The report, which summarises the top findings from research with MSPs across the globe, reveals that the increasingly successful ‘MSP 3.0’ model underscores the importance of focusing on long-term opportunities vs. short-term wins to drive scalability and profitability. “The IT managed services market is expected to be worth an estimated $610 billion by the end of 2025, with channel partners contributing approximately 98% of that revenue,” said Robin Ody, MSP analysis practice lead, Canalys (now part of Omdia). “Managed service providers are operating at a time of significant change, both in the demand from customers and the competition from

that will provide the most value to the customer and help them remain competitive: cybersecurity, cloud, AI, risk management, compliance monitoring and vertical capability.” Key findings include that 59% of MSP respondents expect to grow overall revenue by 20% or more in 2025. Also, almost 40% of respondents expect more than 20% managed services profit growth in 2025. Key growth factors include a bigger focus on endpoint, powerful cybersecurity and compliance tailwinds, co-managed expansion, and automation levers, including AI. The top challenges to growth include new customer acquisition and upskilling staff. Meanwhile, cybersecurity managed services sales growth is expected by 90% of respondents in 2025, up from 80% in the previous report. Security-related services represent the top four most important contributors to managed services revenue over the next three years, with third-party MDR topping the list of new services MSPs are planning to add. The most in demand future managed backup and disaster recovery services

Robin Ody MSP analysis practice lead

canalys.com

The IT managed services market is expected to be worth an estimated $610 billion by the end of 2025... “ ”

Future IT insights to take action today

NEWS

are SaaS application backup (53%) and AI-powered backup and recovery (51%). Cyberthreat complexities, compliance requirements, and data breach liability concerns by partners and customers top the list for fuelling cybersecurity growth. “A central theme of this year’s report is cyber resilience and a constant trend remains: cybersecurity is a key revenue driver,” said John Pagliuca, N-able president and CEO. “Conversations with MSPs worldwide make it clear that the line between IT operations and security operations has blurred. The leading MSPs differentiate themselves by addressing security across the entire attack lifecycle: from protection and detection to response and recovery. When it comes to cybersecurity, ‘good enough’ is no longer

good enough.” The report also found that AI adoption is maturing with more attention to governance and risk management. For instance, only 6% of respondents said they are not using any generative AI. Meanwhile, 40% have generated data governance rules and designed guidelines for human oversight. The biggest AI use cases are for building workflow automations and automating the sales and ticketing process. Cloud modernisation is also in full swing, the report found. It said that on- premises will always have a place but modern MSPs are cloud-first for software and infrastructure according to the findings. However, concerns remain with security/compliance cited by 40% and cost control by 38%.

John Pagliuca president and CEO

n-able.com

Boom launches meeting room in a box conference kit

Boom Collaboration has launched a dedicated ‘meeting room in a box’ video kit specifically for huddle rooms and smaller locations The all-in-one solution features a high- performance camera, speakerphone and one cable connection hub – designed to simplify installations and inspire further demand for Bring Your Own Meeting deployments. The BYOM Small Room Kit features the MEZZO 4K wide angle camera and GIRO Pro professional wireless audio speaker with a 360° omnidirectional microphone. It also includes the ZYGO plug-and-play hub for simple and quick connections. “In recent years there’s been an explosion in huddle room deployments and our new kit is ideally suited to these

of meeting room in a box kits simplify the process of choosing the right equipment for the right rooms, to optimise the overall user experience and take away any installation headaches, whichever route is taken. “The flexibility and lower cost of BYOM solutions – where users bring their laptops or mobile devices to connect to a room's AV system – has seen a significant rise, as hybrid and flexible work models became more common. In many ways huddle rooms represent the market hot-spot.” Co-founder Fredrik Hörnkvist agreed. “The use of individual devices is now firmly taking over with plug-and-play simplicity, lower costs and a platform agnostic approach some of the main driving forces. “This is especially popular for SMBs embracing hybrid work. They greatly outnumber bigger organisations by around 1000:1 so there’s more volume and more reseller opportunities compared to fully- fledged room systems. Our new dedicated kit for smaller rooms makes it easy for installers and their customers to create the optimal BYOM meeting experience in a quick and hassle-free way.”

Holli Hulett Co-founder

boom.co

type of smaller more versatile locations,” explained Boom co- founder Holli Hulett.

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NEWS

TD SYNNEX adds Eaton’s portfolio of EV chargers

TD SYNNEX is giving partners the opportunity to move into an adjacent market that offers new income and value-added potential while enabling their end customers to encourage the use of greener transport options, by providing partners with access to Eaton’s portfolio of electric vehicle (EV) charging stations. The EV charging solutions are being made available through an extension of TD SYNNEX’s existing partnership with Eaton. TD SYNNEX is a distributor of Eaton’s uninterruptible power supplies, surge protectors and power and connectivity portfolio in the UK. “TD SYNNEX wants to encourage more partners to explore the potential of providing solutions that enable end customers to adopt more sustainable practices,” said James Reed, managing

director – Endpoint Solutions, UK and Ireland, TD SYNNEX. “For MSPs and partners that offer integration services, and those who want to help customers move towards their sustainability goals, EV chargers offer really good potential. When the opportunity to offer Eaton’s EV charging products surfaced, we were keen to add them to our portfolio. Many end customers looking to make EV charging available on-location, are likely to turn to their trusted provider of managed services or IT systems for advice. For partners, the ability to provide and install EV chargers could be a good opportunity to add value and generate additional revenues.” The Eaton EV charger solutions are available from TD SYNNEX now. On- boarding and training on the products and their installation, along with sales and technical support are available to partners.

British businesses fight back against productivity slump

British businesses are fighting back against the UK’s productivity slump, with 41% prioritising employee productivity in 2025, compared to 36% in Europe, according to data from Kinly. The Trusted Connections 2025 research report, which surveyed 425 enterprise AV professionals working in the UK, Germany, Nordics, and the Netherlands, highlights an urgent need for UK businesses to modernise their technology and support employee wellbeing to overcome the productivity slump. It found 31% of UK organisations are investing in replacing legacy technology, falling behind European counterparts such as Germany (36%) and the Netherlands (44%). This comes at a time when outdated AV technology is increasingly damaging productivity in remote work, with 62% of UK respondents citing it as a challenge. Budget cuts are also intensifying the problem as 55% of UK enterprises surveyed

said they’re operating with reduced funding in 2025, significantly higher than Germany, where only 31% of respondents cited budget constraints as a challenge. Beyond technology, a lack of focus on employee wellbeing is further compounding the UK’s productivity crisis. Just 26% of UK businesses are prioritising employee wellbeing, behind the average of 29%, and significantly lower than countries like the Nordics (38%). This is despite evidence that happier, healthier employees are more engaged and productive. “The UK’s productivity crisis is no longer just a business problem – it’s a national economic emergency,” said Tom Martin, CEO of Kinly. “The companies that invest in both modern technology and workplace wellbeing will be the ones that thrive in this new economy. Productivity isn’t just about working harder – it’s about working smarter, and right now, too many UK businesses are missing that opportunity.”

kinly.com

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PRODUCT LAUNCH HPE PROLIANT SERVERS

Performance and productivity HPE has introduced its next-generation ProLiant servers, which have been engineered for advanced security, AI automation and greater performance to deliver greater productivity along with efficiency savings.

will help organisations safeguard against future threats as the first server with quantum computing-resistant readiness and to meet the requirements for a high- level cryptographic security standard, the FIPS 140-3 Level 3 certification. The chip-enhanced security features of iLO 7 uniquely distinguish HPE ProLiant servers from other vendors. Embedded into the server hardware, secure enclave establishes an unbreakable chain of trust to protect against firmware attacks and creates full line-of-sight from the factory and throughout HPE’s trusted supply chain. This extends to the end of the product lifecycle with HPE Onsite Decommission Services, which collects equipment and transports it to an authorised sorting and recycling facility. AI-driven improvements As you would expect, AI is integral and is helping to make the servers more efficient. HPE Compute Ops Management is a cloud-based software platform that helps customers secure and automate server environments. Its proactive and predictive automation, enhanced with AI-driven insights, helps organisations improve energy efficiency by forecasting power usage and enabling enterprises to set thresholds to control costs and carbon emissions on a worldwide level. In addition, a new global map view simplifies management so customers can instantly identify server health issues across distributed IT environments and multi-vendor toolset integration reduces downtime by up to 4.8 hours per server every year. Automated on-boarding

Hewlett Packard Enterprise (HPE) has launched eight new HPE ProLiant Compute Gen12 servers, the latest additions to a new generation of enterprise servers that the company says introduce industry-first security capabilities, optimise performance for complex workloads and boost productivity with management features enhanced by artificial intelligence (AI). The new servers will feature upcoming Intel Xeon 6 processors for data centre and edge environments. Chip-to-cloud and full lifecycle security Security is a priority for the ProLiant Compute Gen12 portfolio with built-in safeguards at every layer – from the chip to the cloud – and every phase of the server lifecycle. For instance, HPE Integrated Lights Out (iLO) 7 introduces an enhanced and dedicated security processor called secure enclave that is engineered from the ground up as HPE intellectual property. ProLiant Compute servers with iLO 7

To aid customers evaluating future purchases, a standalone tool called HPE Power Advisor estimates environment performance metrics such as energy costs and greenhouse gas emissions.

PRODUCT LAUNCH HPE PROLIANT SERVERS

simplifies server set-up and ongoing management, particularly in remote or branch-office deployments where local IT resources are not available. New HPE Compute Ops Management features, including AI-informed insights, map-based visibility and third-party tool integration, will be available to HPE ProLiant Compute Gen10 servers and newer. To aid customers evaluating future purchases, a standalone tool called HPE Power Advisor estimates environment performance metrics such as energy costs and greenhouse gas emissions. Servers optimised for performance New additions to the ProLiant Compute Gen12 portfolio are designed to address demanding workloads that include AI, data analytics, edge computing, hybrid cloud and virtual desktop infrastructure solutions. Addressing the exponential growth in power demands placed on data centres, the ProLiant Compute Gen12 portfolio is engineered to optimise performance, energy efficiency and cost with up to 41% better performance per watt compared to legacy enterprise systems. In addition, ProLiant Compute Gen12 servers deliver up to 65% in power savings per year and enable organisations to free up data centre capacity with one Gen12 server providing the same compute performance as seven Gen10 servers, according to HPE. To meet customer demand for more energy efficient data centres, HPE is offering optional direct liquid cooling (DLC) on Intel-based HPE ProLiant Compute Gen12 one-socket and two-socket rack servers. Liquid removes heat more efficiently than air, removing more than 3,000 times more heat based on volume. HPE has built the world’s fastest direct- liquid cooled supercomputers and with more than 300 DLC patents and some 50 years of experience, HPE is a leader in deploying direct liquid-cooled servers and data centres.

Insights needed to thrive Early adopters have been quick to praise the servers. “Partnering with reliable, innovative hardware vendors like HPE helps us meet the evolving needs of our clients and empower them with comprehensive, workload-optimised IT infrastructure solutions,” said William Bell, executive vice president, products at phoenixNAP. “We were the first customer in the world to order HPE ProLiant Compute Gen12 servers and the benefits of the upgrade were immediate. By delivering these advanced technologies as a service, phoenixNAP enables organisations of all sizes to tackle challenges related to performance, energy efficiency, data security, and infrastructure management at scale.”

William Bell executive vice president, products

phoenixnap.com

“

Krista Satterthwaite, senior vice president and general manager, Compute at HPE, added: “Our

Our customers are tackling workloads that are overwhelmingly data-intensive and growing ever-more demanding.

customers are tackling workloads that are overwhelmingly data-intensive and growing ever-more demanding. “The new HPE ProLiant Compute Gen12 servers give organisations – spanning public sector, enterprise and vertical industries like finance, healthcare and more – the horsepower and management insights they need to thrive while balancing their sustainability goals and managing costs. This is a modern enterprise platform engineered for the hybrid world, designed with innovative security and control capabilities to help companies prevail over the evolving threat landscape and performance challenges that their legacy hardware cannot address.” Availability Six of the eight new ProLiant Compute Gen12 servers will be available before April. This includes the ProLiant Compute DL320, DL340, DL360, DL380, DL380a and ML350 Gen12 servers. The Synergy 480 and ProLiant Compute DL580 Gen12 servers are expected to be available from the summer.

”

Krista Satterthwaite, senior vice president and general manager, Compute

hpe.com

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PRODUCT LAUNCH HPE ARUBA NETWORKING CX 8325P NETWORK SWITCH

Switched on HPE has introduced a new network switch designed to improve networking for the telecoms industry by embedding precision timing into the network fabric for the first time.

At Mobile World Congress 2025, held in Barcelona from 2-5 March, the cutting edge of connectivity was on display, with leading manufacturers from around the world exhibiting what will be the future in this sector. One of the companies to launch new products at Mobile World Congress 2025 was Hewlett Packard Enterprise (HPE), which introduced new solutions and partnerships to accelerate innovation in networking while advancing its vision of helping telcos launch new services for their enterprise customers to connect the network edge to the cloud.

Networking is embedding enterprise and telco PTP support in the network, eliminating the need for a separate timing appliance, while introducing fail-safe redundancy. Unlocking transformative use cases “Private cellular networking has great promise in its ability to unlock transformative enterprise use cases, including transportation and logistics. However, many of these applications, including modern AI workload support, rely on precise nano-second timing and ultra- low latency profiles,” said Will Townsend, VP and principal analyst at Moor Insights & Strategy. “The HPE Aruba Networking CX 8325P switch is designed to address these challenges by integrating telco-grade

Phil Mottram EVP and general manager, HPE aruba networking

Precision timing One solution introduced was the HPE Aruba Networking CX 8325P network switch delivers simplified

hpe.com

timing into the network fabric as well as provides a single

operations and nanosecond accuracy to enhance performance for high-speed, latency-sensitive applications such as autonomous vehicles, manufacturing and robotics. The precision timing capabilities of the switch enhance roaming experiences as cellular traffic moves from radio-to-radio at large venue sites such as stadiums, as well as for AI applications, broadcasting, and Cloud Radio Access Networks deployments. The switch features the industry's first solution to embed precision timing into the network fabric, delivering nanosecond accuracy for mission-critical capabilities such as improved quality of calls, data transactions, and AI workloads between moving cellular traffic. Unlike other solutions utilising the Precision Time Protocol (PTP) communication with satellites, HPE Aruba

operating system to ease management cross-domain to network edges.” Phil Mottram, EVP and general manager, HPE Aruba Networking, added: “The market inflection that AI presents will have a monumental impact on networking, edge, and data centre innovations for the telecommunications industry. With AI opening up new revenue streams, new services, and new capabilities that telcos can provide to their customers, HPE Aruba Networking is continuing our innovation leadership to help service providers build next-generation networks to maximise these AI opportunities. With service providers facing unprecedented network and service demands, HPE is leading the way in redefining the network's role in delivering business value.”

Will Townsend VP and principal analyst

moorinsightstrategy.com

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00 19

UPS

I’ve got the power With increasing numbers of businesses reliant on electronic equipment to conduct their business, a power outage – even for a short time – can cause significant problems. This is where uninterruptable power supplies come in – and it is something resellers should be offering to customers.

Most businesses, regardless of sector, now rely on electricity. Whether it is for computers or machinery, most are electrically powered. This means that a stable power supply is crucial for the smooth running of the business as power outages can cause significant damage. Power cuts are an ever-present threat. Martin Ryder, channel sales director Northern Europe at Vertiv, notes that UKPower says that almost 66% of UK residents have encountered power cuts in their local areas, with nearly 23% indicating power cuts happening annually. “There are three main factors that have affected the energy industry in the UK, causing new threats to the power landscape: climate change directly affecting the fuel supply, wasting energy is making headlines, natural energy production as well as the physical resilience of current and future energy infrastructure,” he says. “Heatwaves and droughts are already putting existing energy generation under stress. The war in Ukraine has led to supply shortages of

power and increased energy costs. “Finally, cybersecurity is continuing to be a threat to the energy industry and is a major concern for governments and organisations.” With the threat of power outages there, it means businesses should have a plan in place to ensure that if one does happen, their operations should not be affected, and this is where uninterruptable power supplies (UPS) come in. Cost of an outage “For businesses, a dependable UPS is crucial in protecting against power outages, brownouts and other disruptions that can damage electronic equipment and hinder operations,” says Martin. “The absence of a UPS can lead to serious consequences, including lost data, ruined hardware and total system breakdowns. These factors impact productivity, revenue, brand reputation and safety, particularly in vital environments such as hospitals and transportation networks.” Russell Pritchard, UK sales manager at Central Power Services, agrees that power interruptions are a growing concern for businesses in the UK. “Particularly as extreme weather events become more severe and unpredictable,” he says. “With limited electricity capacity and energy demand on the rise, the risk of outages is increasing. Most businesses have some reliance on data servers and need to be prepared. “The consequences of a power cut can be severe. Operationally,

Martin Ryder channel sales director, Northern Europe

vertiv.com

“

With the threat of power outages there, it means businesses should have a plan in place to ensure that if one does happen, their operations should not be affected.

”

CONTINUED

00 20

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21 19

UPS

CONTINUED

a sudden loss of power can bring business activities to a halt. Offices are left in darkness, safety and security systems inoperative, and IT infrastructure – including data servers – become unresponsive. Even brief downtime can cause extensive backlogs, delaying service delivery and disrupting workflow. Businesses can lose thousands of pounds per hour along with facing reputational damage.” Rebecca Slade, business unit manager – infrastructure at Exertis Enterprise, adds: “Given the instability of power due to the global climate, I would say that all businesses should mitigate against these circumstances,” she says. “Businesses can expect losses in productivity; the cost can escalate into the hundreds of thousands dependent on the size of the business. Having a back up mechanism saves costs to a business and the possible loss of customers.” Robust continuity strategy Russell adds that to mitigate the risks, businesses need a robust power continuity strategy. “Standby generators and UPS systems are key solutions,” he says. “UPS systems can play a crucial role in protecting data servers by providing a business-as-usual scenario whilst the standby generator goes through its starting and changeover sequence, preventing potential data loss that could take days to recover from. “However, UPS solutions are typically short-term measures, dependent on battery capacity. A standby generator can be a longer-term solution provided it is properly maintained, with fuel and oil levels kept ready. “In 2025, the most prepared businesses will use the first half of the year, while weather is mild, to prepare their backup power solutions. Waiting until severe weather occurs can make it too late to prevent serious disruption. A proactive approach to power continuity is essential to ensuring operational

stability, financial security, and customer confidence.”

What resellers should be offering Martin says that the need for UPS is something that resellers should be discussing with their customers. “With so much of a business’ operation relying on technology, it is crucial for enterprises to have a reliable, efficient power supply to keep systems running smoothly,” he says. “With downtime costing organisations greatly in monetary and reputational terms, a UPS coupled with the associated battery backup is an essential component of any power management strategy, providing backup power in case of outages or other disruptions. Resellers who are supplying any form of critical IT hardware, should see UPS, as well as associated critical infrastructure products such as PDU’s, as an opportunity for increased attach rate and additional revenue streams.” Rebecca says that resellers should be looking at the future demands of the markets. “It’s no longer the case that a small UPS will do the job, rack density is multiplying at a level we haven’t seen before due to the demands of HPC and the market needs to react by asking the question as to the actual needs of the client,” she says. She adds that resellers should be asking customers about the application of it. “Rack density is about to move dramatically due to the advances in AI, all of a sudden everyone is going to

“

Even brief downtime can cause extensive backlogs, delaying

service delivery and disrupting workflow.

Businesses can lose thousands of pounds per hour along with facing reputational damage.

”

Russell Pritchard UK sales manager

central-power.co.uk

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