Articles about Channel

Stock is necessary. It is no longer enough

The distributors that will lead are investing in their partners' ability to grow, not just their ability to fulfil, says Andrew Harris, chief sales and marketing officer at DCC Technologies.

The supply chain is not recovering; it is restructuring

What resellers need from their distributor now is structural support that insulates customers from volatility they cannot control, says Andrew Harris, chief sales and marketing officer, DCC Technologies.

AI both boon and bane for SA’s channel

The technology unlocks new growth but also adds complexity, according to tech professionals and business growth specialists.

The 2026 thin-out: Why channel health is our only collective defence

A healthy channel is one that does not leave the other 95% behind, says Andrew Harris, chief sales and marketing officer at DCC Technologies.

Why the right foundations matter more than speed in 2026

Slowing down is about being deliberate and asking the questions that prevent avoidable mistakes later, says Andrew Harris, chief sales and marketing officer at DCC Technologies.

It’s not the customer you need to impress, it’s yourself

One of the best ways to earn trust in the channel is simple: act like your own toughest customer, says Andrew Harris, chief sales and marketing officer, DCC Technologies.

What it really means to be a channel-first company

A relationship built on mutual efficiency, consistency and trust is resilient, says Andrew Harris, chief sales and marketing officer at DCC Technologies.

Disruption is overrated. Here’s what resellers really need

Resellers want ease of doing business, predictable pricing and availability, and practical value-adds, says Andrew Harris, chief sales and marketing officer at DCC Technologies.

Use channel to cure SA’s R69bn cyber security headache, says Westcon-Comstor

SA's channel must evolve into a trusted security advisor role, says Aveshan Aiyer, channel manager for Check Point at Westcon-Comstor.

BlueStar EMEA: Delivering value-added innovation and growth for channel partners

"We work to be the glue that connects different parts of the channel," says Caswell Mthembu, BlueStar's business development manager.

From distribution to transformation: Rectron Summit showcases Microsoft-powered business evolution

Distribution partnerships are no longer just about logistics – they are the driving force behind digital transformation, says Rectron.

Duxbury Networking celebrates 40 years of innovation

Duxbury Networking reinforces its commitment to customer satisfaction by prioritising technical expertise over sales, with more technical personnel than sales staff.