Channel news: CompTIA launches MSP customer engagement tool, Exertis signs Aver, Varlink expands Zebra deal

We round up the latest channel partnerships, distribution deals, partner programmes and more from the IT and tech industry.


A new tool to help managed services providers (MSPs) navigate the customer engagement process – from initial prospecting through contract renewal – has been unveiled by CompTIA.

The Managed Services Client Lifecycle was created by the CompTIA Managed Services Community to help MSPs with customer acquisition, retention and growth.

The tool allows any MSP to visualise the optimal client engagement for a managed services practice. When combined with other content and programmes created by the CompTIA Managed Services Community, MSPs have access to a robust selection of resources to help them build and grow an effective services business.

The resources are linked to the Managed Services Client Lifecycle graphic, which makes it easy to find the most relevant and helpful information available.

To access the Managed Services Client Lifecycle tool, visit


Exertis has announced an exclusive distribution agreement for AVer’s range of video conferencing systems.

Suitable for meeting rooms of all sizes, all AVer VC systems use the H.323 and SIP protocols ensuring compatibility with all major VC brands.

Exertis will offer resellers the VC520 conference camera, the EVC300 multipoint system and the EVC130 point-to-point system: all come with an industry-leading 3 year warranty.

AVer is an award-winning provider of visual collaboration solutions that improve productivity and enrich lives. From accelerating learning in the classroom to increasing competitive advantage for business, AVer solutions leverage the power of visual communications to help people connect with one another to achieve great things.

“With an AVer VC system, resellers can offer their customers site to site, multi-site, cloud or PC based conferencing, combining extremely high quality voice and video with a 3 year peace of mind warranty and low cost of ownership,” said Michael Thompson, Exertis UC Devices Business Manager.

“Exertis will be running regular training days for resellers to take advantage of selling a VC solution that provides excellent margin opportunities. In addition, orders received and registered before the end of May will be eligible for an additional 2 years (5 in total) warranty.”


Varlink has announced that its contract with Zebra Technologies has been expanded, making it an authorised UK distributor for the complete Zebra product lines.

Since its inception in 2005, Varlink have successfully distributed Zebra barcode and ID card printers and latterly a range of industrial mobile computers. This major contract extension sees Varlink’s product set expand to now include Zebra barcode scanners, mobile computers, tablets and wireless network solutions alongside their complete printer portfolio.

“The expansion of our highly valued relationship with Zebra provides us with an opportunity to grow our mutual business by enabling UK System Integrators and Solution Providers with access to and support of Zebra’s technologically innovative products,” said Mike Pullon, CEO of Varlink.


Tech Data Europe has entered a new Europe-wide agreement with the Esselte Group to distribute products from its Leitz brand.

Tech Data customers across the company’s entire European footprint now have easy access to three of Leitz’s product ranges: Icon for digitally enhanced labelling, including smart technology; Complete, which offers high-quality mobile professional accessories; and iLAM for easy document lamination.

“We are very excited to offer Leitz’s products to our European reseller community. Their long heritage and innovative approach in the design and manufacture of office supplies shines through in the products we are now offering,” said Hugo Graça, vice president, PC Components, Printers & Supplies at Tech Data Europe.

“Tech Data’s scale, coupled with our strength in online sales, offers a great platform to accelerate the growth of these product lines across Europe. Furthermore, the addition of this leading brand underlines Tech Data’s leadership position in the supplies and accessory markets.”


Azlan, the enterprise value added distribution business of Tech Data, has formed a partnership with Asigra, a leading cloud backup, recovery and restore software provider, and will be working with the company to extend its reach amongst UK managed services providers (MSPs).

Asigra provides an enterprise-class, multi-tenant, agentless cloud-based backup and recovery software solution designed for MSPs. 

The solution reduces recovery time objectives and eliminates silos of data backups by providing a single consolidated repository with dynamic autonomic healing along with recovery assurance and low total cost of ownership. 

Asigra also provides all partners with extensive commercial tools such as a Market Readiness Toolkit, turnkey marketing campaigns, content marketing assets, social media materials, sales playbooks and presentation materials to accelerate go to market plans enabling partners to significantly reduce their time to revenue.

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