Case study
Nimans by redefinition
Overturning traditional perceptions can be a long-term challenge, but according to Nimans' Group Sales and Business Development Manager, Richard Carter, the distributor is fast becoming known as a full-blown solution provider rather than 'just a voice distie' with 30 years of impeccable operation under its belt.Your guide to selling up
Elitetele.com CEO Matt Newing has cannily played the role of serial acquirer for seven years and there is no stopping him. Here, he offers a seller's guide for company bosses wanting to cash-in their hard earned chips.Sewell restlessly seeks industry Knights
In his new role at youth led development agency Restless Development, Jim Sewell, former Sales and Marketing Director at Alternative Networks, hopes to recruit telecoms champions for an 'Entrepreneur Panel' to support fledgling enterprises in the developing world.Social media gets a new spin in UC world
The social sphere is spinning into UC's orbit but how far it will gravitate is open to question.Collaboration pays off
Collaborative channel relationships stand to make great gains in the cloud environment. To prove the point, Steve Ellis, Managing Director at channel-only distributor 5i, provides an insight into how close working partnerships with vendors can bring success to resellers.The deep dive into data
IT solutions provider Logicalis is blazing a trail in the growing market for Business Intelligence (BI) and Information Management (IM) solutions.Why channel collaboration matters more than ever
The channel's focus on the market should be collaborative, not separatist, and to go it alone would be to remain in the shackles of doomed legacy, according to delegates at a round table debate hosted by Comms Dealer and supported by Entanet.Big Yellow Excells in UC
Here we look at how Toshiba reseller partner Excell upgrades and manages self storage company Big Yellow Group's extensive comms infrastructure.A case of customer care
This month we welcome back Andrew McMillan, Principal at Engaging Service, who shares an anecdote that conveys how a simple and attentive service culture results in word-of-mouth business opportunities.Relational links matter
Close engagement, not price, has become the master of relational links in the channel, according to Nine Group Marketing Director Mark Saunders, who argues that today's marketplace demands a new posture on relationship building and customer support.
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