EDITOR
David Dungay
T 01322 466018 M 07799 654400
TBT_editor@markallengroup.com
ASSISTANT EDITOR
Elliot Mulley-Goodbarne
T 01322 466018 M 07522 946095
elliot.mulley-goodbarne@markallengroup.com
CONTRIBUTORS
Adrian Barnard, Jez Back, Christine Horton
and Sooraj Shah
MANAGING DIRECTOR
Paul Johnson
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paul.johnson@markallengroup.com
SALES DIRECTOR
Craig Howell
T 01322 466017 M 07522 946091
craig.howell@markallengroup.com
PRODUCTION MANAGER
Jo Claydon-Smith
T 01732 748064
jo.claydon-smith@markallengroup.com
PUBLISHER Jon Benson
DESIGNER
Chris Charles
chris.charles@markallengroup.com
CIRCULATION
T 01322 221144
circulation@markallengroup.com
PRINTER Buxton Press
www.markallengroup.com
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THE PERFECT MOMENT?
Speaking to various vendors, distributors
and channel partners over the last
month it would appear there is still a
very clear divide between those that are
transitioning to an MSP model and those
that are what I would call traditional
resellers or VARS. I have conversations with
partners who sell similar end user benefi ts but
businesses are a chasm apart.
The problem many are coming up against is
how to transition an established business into
delivering managed services, this is not a new problem. As Alex Tatham, MD
of Westcoast, states in his interview, if you don’t start offering a managed
service model to your customers then someone else will. I caught up with
Alex this month, you can see that interview on page 18.
Anything I write about Brexit will unfortunately be out of date by the time
I get to the end of the sentence. However, one thing is becoming abundantly
clear to me. As Martine McCutcheon would say ‘This is my moment’… well,
for the UK at least. We have an opportunity to make our business intentions
clear to the EU, and the rest of the world.
The pantomime in parliament will undoubtedly continue but wouldn’t it
be great if we came out and made a strong positive statement about our
business intentions? We have an opportunity as we break away from the
EU to set our own path, to make decisions and become a global technology
business hotspot. As an economic powerhouse the ‘moment’ is now.
Whichever way the wind blows opportunities will follow for those dynamic
partners which are offering value services in a model their customers
demand. If you are reading this then hopefully that means you!
I would like to take the chance to welcome Elliot Mulley-Goodbarne to the
editorial team. Elliot has come from a mobile background and will be helping
me drive TBT forwards. We have a lot of exciting developments coming up
this year so watch out for updates!
Enjoy the issue.
David Dungay, Editor
TBT_editor@markallengroup.com
MISSION STATEMENT
We have been talking about convergence in the technology reseller channel for many
years with the aim of creating one true voice which will cater to our audience – The
Channel. TBT has been created to nurture those IT and ICT-centric partners who identify
with their traditional markets above all else. TBT will be bringing you the latest news,
research and interviews from across the market as well as in-depth exclusive feature
content to help you build your channel business. If you want to build and grow a profi table
www.technologybusinesstoday.com April 2019 # 02 @TBTodayMag
NETWORK INNOVATION 12 Cutting through the SD-hype, where are the real opportunities?
CONGRESS
SECURITY, 5G AND
OVERDUE INNOVATION 18 MANAGING CHANGE
MAKING
TECHNOLOGY
GREAT AGAIN 26MOBILE WORLD
30 business and keep up with the latest market trends TBT is the resource for you. TRADEFAIR
ALEX TATHAM
TALKS BREXIT AND
CLOUD GROWTH
001_TBTM_APR19_FINAL.indd 1 05/04/2019 10:51
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