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Informative Seminar Programme - 2023

Running alongside the main exhibition, there was an informal, but informative, seminar programme, with a key focus on audience participation, where visitors were able to hear about opportunities in the ICT sector and how to exploit them.

In 2023 there were 5 great seminars:

  • 11.15-11.45 Nathan Marke, COO, Giacom
  • 11.50-12.20 Lucy Green, CEO, Larato
  • 12.30-14.00 Phil Jones MBE, MD, Brother
  • 14.05-14.35 Frank Salmon, Founder and CEO, CMS Distribution
  • 14.40-15.20 David Tulip, MD, Network Group

See below for details of the 2023 seminars.

There will be exciting new seminars in 2024.
Seminars run all day from 11.15am.

Seminar 11.15am

Nathan Marke, COO, Giacom

As digital transformation continues to take hold, the opportunity for the Channel is enormous. Small businesses are the backbone of the UK economy, but they’re facing a challenge. Their productivity is stalling, they need to adapt to new ways of working, and they’re increasingly expected to deliver customer service that rivals that of much larger competitors.

Collectively, SMBs spend upwards of £10 billion per year on technology to address these issues, but only half of this is spent with the Channel. Join Nathan Marke, COO for leading service provider Giacom, as he provides his insight on why the Channel is best placed to assist SMBs in getting the most out of their technology investments.

Drawing on extensive research and analysis commissioned by Giacom, Marke will highlight the key growth areas for the Channel in the coming years, as well as how the Channel can refine business development strategies to attract new customers and fully capitalise on emerging opportunities. 

Seminar 11.50am

Lucy Green, CEO, Larato

Who doesn’t want to hear about the billions of pounds of SME technology spend up for grabs from SMEs looking for a consultative technology purchase?

We welcome, friend of the channel and Larato founder, Dr Lucy Green to talk us through her team’s research demonstrating £2 billion on the table awaiting resellers in the West Midlands alone.

The bigger picture uncovered across the UK is that SMEs want to digitally transform to compete but only 1% have IT managers and half are also unaware of the reseller channel and thus who to purchase from. This is a huge opportunity for resellers and MSPs.

The channel needs to pivot to leverage this opportunity to help small businesses to grow, in turn supporting its own bottom-line, and Lucy is going to tell you how.

In addition to this research, Lucy will also talk about why businesses are struggling to move from “data to deals” and will showcase Larato’s own new sales intelligence platform, Inside Track.

Seminar 12.30pm

Brother Partner Conference

Making simplicity your strategy for success

Join Brother, and world record-breaking keynote speaker and endurance cyclist, James Golding, as we explore the role of simple strategies in generating successful outcomes.

Our partner conference will feature 60 minutes of insight-packed information and inspiration, covering key trends in the tech industry, developments at Brother, and how we can use these to help elevate your business.

  • WelcomePhil Jones MBE, Brother UK Managing Director
  • Keynote speakerJames Golding on the role of simple strategies in generating successful outcomes
  • Sacrificing sales for sustained successLiam Fitzgerald, Head of Brother UK commercial sales
  • Make Printing SimpleMike Anderson, Chief marketing officer at Brother UK
  • Closing RemarksPhil Jones MBE

The conference will be packed with actionable takeaways, designed to enlighten and inspire as well as provide resellers with the opportunity to catch up with key Brother contacts.


Seminar 14.05pm

Frank Salmon, founder and CEO, CMS Distribution Ltd

Frank Salmond, CEO and owner of CMS Distribution, will be discussing the importance of a well thought out business plan. He will talk about how your company mission and vision, business objectives and financial projections included within your business plan will serve as a roadmap for your business.

CMS Distribution Ltd, established in London back in 1988 is a progressive value-added distributor of business and consumer technology solutions. The company seeks out innovative technology vendors and connects them to its expanding Global Reseller and Retailer customer base.

The company has operations in 8 countries, UK, Ireland, France, Germany, Benelux, Nordics, USA and Shenzhen, China. CMS employs 600 people and are the authorised Distributor for over 100 Technology brands including DJI, Barracuda, Commvault, Draytek, RedHat, Seagate and SolarWinds. CMS recorded sales Revenue of £582 million in 2022.

CMS Distribution has won several awards for channel excellence.

Seminar 14.40pm

David Tulip, MD, Network Group

It is probably true to say that living with fear stops us taking risks…but if you don’t go out on the branch, you’re never going to get the best fruit; this does not apply to cybersecurity in business!

Join David Tulip and a panel of cyber security vendors and experts as they share their insights and answer some key questions including:

  • In a world of acronyms cyber security seems to have brought us even more – EDR, MDR, to SOC or not to SOC, is that the question?
  • IT Service Providers are at the forefront of supporting businesses – but who is responsible for a company’s cyber security posture?
  • Is it a mistake for businesses to rely (almost) exclusively on cybersecurity professionals to carry out day-to-day tasks designed to protect themselves and their end-users' sensitive data?
  • What is the role of vendors, MSP’s and end-user customers in cyber hygiene?
  • What is the difference between MSP and MSSP?
  • How do we measure cyber security and find the right balance between compliance and security?
  • W
  • ho should I trust – is zero trust the way?
  • How much security is enough?
  • Are we losing the AI battle?


  • Iain Jenkins, Business Development Manager, Threatlocker
  • Stephen Kines, COO/Co-founder, Goldilock
  • Dominic Ryles, Director of Sales and Commercial – Security, Exertis Enterprise
  • Steven Wood, Director, Solutions Consulting, Opentext Cybersecurity


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