Editor
Editorial desk, VETTDD
VETTDD is the leadership publication for UK B2B technology. Its editorial desk writes the interviews, analysis, columns and The Brief, to the standard set out on the Editorial standards page.
Win the user first: the channel should ride the pull, not fight it
Christian Lund told Raconteur that enterprise software now has to win the employee before the CIO. The same pull built shadow AI, and the channel should govern it rather than resist it
Quorum Cyber agrees to buy Ontinue from EQT in Microsoft MDR deal
Both providers build their managed security services on Microsoft's tools. The combined business would put AI agents at the center of its security operations, aiming at customers in North America, the UK and German-speaking Europe
Every channel board should be able to name tomorrow’s chief executive
Node4 named a group chief executive on 1 June and a second chief executive on 15 September. A board that can only describe a search process does not have a succession plan, only a chair
Eurostar puts an app in ChatGPT as AI traffic outruns bookings
Eurostar says the chatbot is now the source of most of its AI-referred visits, yet those visits rarely end in a ticket. Its answer is to sit inside ChatGPT rather than wait to be found
Cabling bottlenecks leave a third of data centers with wasted AI hardware
Onnec’s survey of 300 data center decision-makers in the UK, Ireland and the Nordics finds 78% cut corners on cabling to deploy AI faster, and 44% have paid for it in delays or remediation
Airband at £4.6m: altnet consolidation is a fire sale, not a merger
Voneus paid £4.6m for a network that absorbed more than £200m of Aberdeen Group money. Buyers of broken altnets, not builders, will end up owning rural fiber, and resellers need a supplier-failure plan before the next one goes
Advania’s interim year was a hiring window, not a holding pattern
Advania UK spent most of 2026 without a permanent chief executive and emerged with half a new top table and a telco boss. It hired through the gap, and the boss it chose says where MSP margin is heading
Computacenter’s record half: the AI money is in America, not the UK
The UK’s biggest listed reseller posted a record half on hyperscaler AI orders, but its UK arm earned £26.4m on £1.5bn of revenue. UK partners now have three choices: follow the money, specialize or tell the board the truth
Salesforce’s new editions end the add-on sale partners lived on
Salesforce now bundles Agentforce, Slack and Flex Credits into every seat from $195 a user a month. The margin has moved to the meter, and partners of every SaaS vendor should price for adoption and credits, not resale
The Bank of England has made AI supplier concentration your problem
Bank of England AI Consortium minutes, surfaced by Raconteur, flag concentration among model and compute providers as a stability risk. MSPs selling into finance should expect the next supplier questionnaire to ask for exit plans
Distology’s second backer is a bet that vendors prefer specialists
Hayley Roberts told IT Channel Oxygen that Distology chose a second backer over a trade sale, and that the big distributors are losing vendors to it. The giants’ numbers show a market splitting by vendor size, not a leak
Sovereign AI’s £100m scheme makes Whitehall an early customer
The government has opened four competitions for British AI startups, with upfront payment and intellectual property left with the builder. Whether it shifts who wins public AI work depends on what follows the pilots