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<br /> 18 November 2013 £3.99<br /> GLOBAL SUCCESS<br /> Fujitsu Forum finds much to celebrate 17<br /> SPECIAL REPORT<br /> Slick processes needed for the upturn 23<br /> NORTHERN HIGHLIGHTS<br /> Focus on Scotland's channel 36<br /> Coin operated?<br /> Salespeople's commission structures come under scrutiny 6<br /> OUT IN PUBLIC CLEVER WORKING BURNING QUESTION<br /> The government drive to The new tool that is Whom should Microsoft<br /> encourage procurement improving the business pick as its next CEO?<br /> from SMBs 10 intelligence experience 32 ChannelWeb.co.uk<br /> <br /> Editorial<br /> Well, it is all over<br /> again for another year.<br /> <a title="CRN 18th Nov 13 page 1" href="http://viewer.zmags.com/publication/2b9bdaa8?page=1"> 18 November 2013 £3.99 GLOBAL SUCCESS Fujitsu F</a> <a title="CRN 18th Nov 13 page 2" href="http://viewer.zmags.com/publication/2b9bdaa8?page=2"> </a> <a title="CRN 18th Nov 13 page 3" href="http://viewer.zmags.com/publication/2b9bdaa8?page=3"> Editorial Well</a> <a title="CRN 18th Nov 13 page 4" href="http://viewer.zmags.com/publication/2b9bdaa8?page=4"> Dell recommends Windows. How do you turn data fro</a> <a title="CRN 18th Nov 13 page 5" href="http://viewer.zmags.com/publication/2b9bdaa8?page=5"> 10 million Number of “smart glasses”predicted to </a> <a title="CRN 18th Nov 13 page 6" href="http://viewer.zmags.com/publication/2b9bdaa8?page=6"> SPOTLIGHT Death of the salesmen? Several chann</a> <a title="CRN 18th Nov 13 page 7" href="http://viewer.zmags.com/publication/2b9bdaa8?page=7"> Commission impossible? Reseller giant Insight ha</a> <a title="CRN 18th Nov 13 page 8" href="http://viewer.zmags.com/publication/2b9bdaa8?page=8"> </a> <a title="CRN 18th Nov 13 page 9" href="http://viewer.zmags.com/publication/2b9bdaa8?page=9"> CRN poll The IT channel is a tightly kni</a> <a title="CRN 18th Nov 13 page 10" href="http://viewer.zmags.com/publication/2b9bdaa8?page=10"> FEATURE Playing politics with IT procurement A</a> <a title="CRN 18th Nov 13 page 11" href="http://viewer.zmags.com/publication/2b9bdaa8?page=11"> Q&A FRANK BENNETT, </a> <a title="CRN 18th Nov 13 page 12" href="http://viewer.zmags.com/publication/2b9bdaa8?page=12"> WE GRAFT AWAY TO RUN A MANAGED PRINT SERVICE </a> <a title="CRN 18th Nov 13 page 13" href="http://viewer.zmags.com/publication/2b9bdaa8?page=13"> YOU MAKE ALL THE PROFITS Sounds good to us. Wo</a> <a title="CRN 18th Nov 13 page 14" href="http://viewer.zmags.com/publication/2b9bdaa8?page=14"> Easy and Reliable Scanning With innovative docum</a> <a title="CRN 18th Nov 13 page 15" href="http://viewer.zmags.com/publication/2b9bdaa8?page=15"> EVENT Channel Awards winners The 2013 Channel </a> <a title="CRN 18th Nov 13 page 16" href="http://viewer.zmags.com/publication/2b9bdaa8?page=16"> HUGE MEMORY AND FAST PERFORMANCE - OUR SSHD IS A </a> <a title="CRN 18th Nov 13 page 17" href="http://viewer.zmags.com/publication/2b9bdaa8?page=17"> FEATURE For beer and cheer Fujitsu Forum 2013 </a> <a title="CRN 18th Nov 13 page 18" href="http://viewer.zmags.com/publication/2b9bdaa8?page=18"> FEATURE organisations will be using “</a> <a title="CRN 18th Nov 13 page 19" href="http://viewer.zmags.com/publication/2b9bdaa8?page=19"> OFF </a> <a title="CRN 18th Nov 13 page 20" href="http://viewer.zmags.com/publication/2b9bdaa8?page=20"> WE'RE GOING TO NEED A NEW RULE BOOK. It's not e</a> <a title="CRN 18th Nov 13 page 21" href="http://viewer.zmags.com/publication/2b9bdaa8?page=21"> The phenomenon is down to several reasons – n</a> <a title="CRN 18th Nov 13 page 22" href="http://viewer.zmags.com/publication/2b9bdaa8?page=22"> Accelerating your successTM New IBM NeXtScale</a> <a title="CRN 18th Nov 13 page 23" href="http://viewer.zmags.com/publication/2b9bdaa8?page=23"> SPECIAL REPORT Sponsored by Running smo</a> <a title="CRN 18th Nov 13 page 24" href="http://viewer.zmags.com/publication/2b9bdaa8?page=24"> SPECIAL REPORT Process of elimination Channe</a> <a title="CRN 18th Nov 13 page 25" href="http://viewer.zmags.com/publication/2b9bdaa8?page=25"> BACKBONE An interconnected approach to your </a> <a title="CRN 18th Nov 13 page 26" href="http://viewer.zmags.com/publication/2b9bdaa8?page=26"> SPECIAL REPORT Back on the front foot Speedy</a> <a title="CRN 18th Nov 13 page 27" href="http://viewer.zmags.com/publication/2b9bdaa8?page=27"> Replace all your business systems with a single p</a> <a title="CRN 18th Nov 13 page 28" href="http://viewer.zmags.com/publication/2b9bdaa8?page=28"> …to perfection over 25 years working with res</a> <a title="CRN 18th Nov 13 page 29" href="http://viewer.zmags.com/publication/2b9bdaa8?page=29"> Tellingly, while 87 per cent of the survey's </a> <a title="CRN 18th Nov 13 page 30" href="http://viewer.zmags.com/publication/2b9bdaa8?page=30"> SPECIAL REPORT out the human error. We n</a> <a title="CRN 18th Nov 13 page 31" href="http://viewer.zmags.com/publication/2b9bdaa8?page=31"> Announcing our new `Registered Disk Partner' stat</a> <a title="CRN 18th Nov 13 page 32" href="http://viewer.zmags.com/publication/2b9bdaa8?page=32"> FEATURE Emerging into the light Spelunking mig</a> <a title="CRN 18th Nov 13 page 33" href="http://viewer.zmags.com/publication/2b9bdaa8?page=33"> Fujitsu recommends Windows 8. ESPRIMO proGREEN</a> <a title="CRN 18th Nov 13 page 34" href="http://viewer.zmags.com/publication/2b9bdaa8?page=34"> FEATURE in</a> <a title="CRN 18th Nov 13 page 35" href="http://viewer.zmags.com/publication/2b9bdaa8?page=35"> What does 1 hour of downtime cost your business? </a> <a title="CRN 18th Nov 13 page 36" href="http://viewer.zmags.com/publication/2b9bdaa8?page=36"> FEATURE Scotland the brave Long-term prospects</a> <a title="CRN 18th Nov 13 page 37" href="http://viewer.zmags.com/publication/2b9bdaa8?page=37"> see it. coNtRol it. pRotect it. </a> <a title="CRN 18th Nov 13 page 38" href="http://viewer.zmags.com/publication/2b9bdaa8?page=38"> Select Specialized Partners 130+ Oracle Product S</a> <a title="CRN 18th Nov 13 page 39" href="http://viewer.zmags.com/publication/2b9bdaa8?page=39"> Bring entry-level EMC Storage and Backup sales in</a> <a title="CRN 18th Nov 13 page 40" href="http://viewer.zmags.com/publication/2b9bdaa8?page=40"> LET'S WORK TOGETHER TO WIN The Jabra WIN Partner</a> <a title="CRN 18th Nov 13 page 41" href="http://viewer.zmags.com/publication/2b9bdaa8?page=41"> FEATURE While places such as Lanarkshi</a> <a title="CRN 18th Nov 13 page 42" href="http://viewer.zmags.com/publication/2b9bdaa8?page=42"> RESEARCH Tablet sales result not set in stone E</a> <a title="CRN 18th Nov 13 page 43" href="http://viewer.zmags.com/publication/2b9bdaa8?page=43"> Fujitsu All-round ESPRIMO PCs deliver high-qualit</a> <a title="CRN 18th Nov 13 page 44" href="http://viewer.zmags.com/publication/2b9bdaa8?page=44"> Next Generation Security With the NEW FortiG</a> <a title="CRN 18th Nov 13 page 45" href="http://viewer.zmags.com/publication/2b9bdaa8?page=45"> </a> <a title="CRN 18th Nov 13 page 46" href="http://viewer.zmags.com/publication/2b9bdaa8?page=46"> Special channel pricing New offers every week! Gi</a> <a title="CRN 18th Nov 13 page 47" href="http://viewer.zmags.com/publication/2b9bdaa8?page=47"> OPINION Could this be a refreshing approach to </a> <a title="CRN 18th Nov 13 page 48" href="http://viewer.zmags.com/publication/2b9bdaa8?page=48"> OPINION Enabling the user experience staff want</a> <a title="CRN 18th Nov 13 page 49" href="http://viewer.zmags.com/publication/2b9bdaa8?page=49"> Iconia W510P A new twist on everywhere-you-go pro</a> <a title="CRN 18th Nov 13 page 50" href="http://viewer.zmags.com/publication/2b9bdaa8?page=50"> Unleash the full potential of your Nokia Lumia by</a> <a title="CRN 18th Nov 13 page 51" href="http://viewer.zmags.com/publication/2b9bdaa8?page=51"> OPINION And now… billing as a service Why sto</a> <a title="CRN 18th Nov 13 page 52" href="http://viewer.zmags.com/publication/2b9bdaa8?page=52"> We deliver the best entertainment, so you can too</a> <a title="CRN 18th Nov 13 page 53" href="http://viewer.zmags.com/publication/2b9bdaa8?page=53"> READERS' LIVES Man of the moment Incisive Media</a> <a title="CRN 18th Nov 13 page 54" href="http://viewer.zmags.com/publication/2b9bdaa8?page=54"> DAVE THE DEALER </a> <a title="CRN 18th Nov 13 page 55" href="http://viewer.zmags.com/publication/2b9bdaa8?page=55"> Fujitsu recognise that while many smaller reselle</a> <a title="CRN 18th Nov 13 page 56" href="http://viewer.zmags.com/publication/2b9bdaa8?page=56"> Windows Server 2012 R2 delivers hundreds of new f</a>