Thomas Hansen is now President GTM for Motive

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AppointmentsMotive has appointed Thomas Hansen as President, Go-To-Market. In this newly created role, Thomas will lead Motive’s go-to-market organisation, including sales, marketing, customer success, partnerships and revenue operations.
With Motive company personnel from safety, operations, and finance teams can manage their workers, vehicles, equipment, and fleet-related spend in a single system. Motive serves nearly 100,000 customers from small businesses to Fortune 500 enterprises such as Halliburton, KONE, Komatsu, NBC Universal, and Maersk across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, waste services, and the public sector.
Shoaib Makani, co-founder and Chief Executive Officer of Motive, is delighted with Hansen’s appointment, and has commented:
“As we scale and accelerate our next chapter of growth, I could not be more excited to welcome Thomas to the team. Thomas brings deep experience leading global high-performing teams, driving growth and building lasting customer relationships. His customer-centric approach and operational rigor will help take our go-to-market strategy to the next level.”
Thomas joins Motive from Amplitude, a leading publicly traded AI analytics platform on NASDAQ, where he built and scaled a high-performing global go-to-market organisation. Before that, he served as CHief Revenue Officer at UiPath and Chief Operating Officer at Carbon Black. He has also held senior leadership roles at Dropbox and Microsoft.
“Motive is building something unique. It is the only AI-native platform purpose-built for organizations that power the physical economy,” stated Thomas Hansen, President, Go-To-Market at Motive. “The market opportunity is substantial, the product is industry-leading, and the team is exceptional. I am excited to get to work.”The post Thomas Hansen is now President GTM for Motive first appeared on News in the Channel.

 

Hammer Distribution partners Stormshield for Next Generation Firewalls

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PartnershipsHammer Distribution has announced a new strategic partnership with Stormshield, serving as a key distributor for Stormshield’s comprehensive range of Next-Generation Firewalls (NGFW).
As cyber threats become increasingly sophisticated, the demand for robust, sovereign, and flexible security infrastructure has never been higher. By adding Stormshield to its portfolio, Hammer reinforces its commitment to providing the channel with “best-of-breed” security solutions. Stormshield’s Network Security range is uniquely positioned in the market, holding the highest levels of European certification (EU Restricted, NATO Restricted, and ANSSI), making it the ideal choice for organisations with the most stringent data protection requirements.
Dominic Ryles at Hammer Distribution has commented:
“We are incredibly proud to welcome Stormshield to the Hammer family. In an era of evolving digital warfare, our partners need security solutions they can trust implicitly. Stormshield’s pedigree offers a level of assurance and European engineering excellence that is rare in the market. This partnership is not just about expanding our product line; it’s about providing our resellers with a competitive edge in the high-growth cybersecurity sector.”
Benefits for the Channel
For Hammer’s network of resellers and system integrators, this partnership opens up significant new revenue streams and technical advantages:
Unique Market Positioning: Channel partners can now offer a European alternative to traditional US-based firewall vendors, appealing to clients concerned with data sovereignty and transparency.
Comprehensive Support: Hammer will provide full technical pre-sales support, proof-of-concept (PoC) assistance, and specialised training to ensure partners can deploy Stormshield solutions with confidence.
Scalable Security: From small branches to large industrial infrastructures (OT), Stormshield’s NGFW solutions provide the scalability required to protect diverse environments.
Bertrand Trastour, Head of Global Sales at Stormshield, has said:
“We are delighted to partner with Hammer Distribution. Hammer’s reputation for deep technical expertise and their proactive approach to channel development makes them the perfect partner to accelerate Stormshield’s growth in the region. Together, we are committed to empowering the channel to solve the most complex security challenges facing businesses today.”
Stormshield’s full suite of hardware and virtual NGFW appliances are now available through Hammer Distribution.
Related Post: Exertis Enterprise rebrands as Hammer DistributionThe post Hammer Distribution partners Stormshield for Next Generation Firewalls first appeared on News in the Channel.

 

Owl Labs partners Westcoast powered by ALSO for UK and Ireland

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Audio VisualOwl Labs, a global leader in AI-powered, 360-degree video conferencing solutions, has announced a new UK and Ireland distribution partnership with Westcoast Limited, which is part of the ALSO group.
The agreement will see Westcoast distribute the full range of Owl Labs’ award-winning Meeting Owl and Owl Bar products across the UK and Ireland, providing greater choice, availability, and dedicated support for resellers and end customers navigating the demands of hybrid work.
The partnership aims to address the technical setup challenges that plague meetings across the UK. Owl Labs’ recent State of Hybrid Work report found that nearly 8 in 10 workers (79%) lose time in meetings due to technical difficulties such as connecting to a meeting or setting up a camera. By making Owl Labs’ solutions simpler to source, deploy and support, the Westcoast partnership helps cut the ‘meeting tax’, reducing set up friction and getting meetings started on time.
The announcement follows the launch of the Meeting Owl 5 Pro earlier this year, Owl Labs’ newest 360-degree camera, speaker, and mic device. The Meeting Owl 5 Pro reimagines the centre-of-table experience for hybrid meetings with a solution purpose-built for enterprise organisations, delivering a seamless single-cable Bring Your Own Device (BYOD) experience. It is certified for Microsoft Teams, affirming that the device meets the highest standards demanded by IT leaders, ensuring optimal functionality within enterprise environments.
Westcoast, renowned for its strong vendor relationships and deep reseller network, will position Owl Labs’ products in its Unified Communications division alongside other leading collaboration technologies. This partnership expands Owl Labs’ footprint in the UK and Ireland, offering customers smooth access and faster delivery, while connecting partners with a trusted distributor deeply invested in video conferencing.
Frank Weishaupt, CEO, at Owl Labs, is enthused to broaden Owl Lab’s reach, stating:

“Technology should not be a barrier to hybrid work. Our partnership with Westcoast represents a significant step in our UK growth strategy, aligning our products with a distributor that shares our dedication to customer success. Together, we are enabling seamless hybrid meetings, with technology that makes it easier than ever for organisations to build meeting spaces that work for everyone.”

Widening access to Owl Labs’ technology through Westcoast’s distribution network, including the newly-launched Meeting Owl 5 Pro and the award-winning Meeting Owl 4+, means that organisations can more easily create flexible, fully integrated meeting environments. In doing so, businesses can transform basic setups into seamless flexible ecosystems, allowing employees to focus on what really matters: communication and productivity.
Sam Armstrong, Unified Communications Business Manager, at Westcoast, commenting on the new partnership said: 

“We are delighted to welcome Owl Labs to our Unified Communications portfolio. As demand for hybrid working continues to grow, our partners and customers are seeking reliable, intuitive solutions that drive productivity and collaboration. Owl Labs’ products are a perfect fit, and we look forward to working together to bring these market-leading solutions to businesses across the UK and Ireland.”

This agreement is non-exclusive and covers the full portfolio of Meeting Owl and Owl Bar devices. Owl Labs partners now have the choice to buy from Westcoast or the existing distribution channels. 
 
Related Post: Owl Labs: UK workers stuck in a Workplace Tech Frustration cycle
Related post: Owl Labs and Lenovo launch AI-powered 360-degree Teams Rooms Bundles
Related post: Owl Labs: The UK Workforce is bending the Workplace Rulebook
Related post: Meet the new Meeting Owl 5 ProThe post Owl Labs partners Westcoast powered by ALSO for UK and Ireland first appeared on News in the Channel.

 

People Moves in the Channel

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People MovesTop L to R: Violetta Yordanova, Alessandro Madaro, Sophie Matthews
Bottom L to R: Prins Jaspal, Dan Reese, Ian Green, Tamina Carvell
Violetta Yordanova
is back and now the General Manager – SaaS at Ingram Micro UK&I.
Alessandro Madaro
has joined Logitech in the position of Direct Engagement Account Manager.
Sophie Matthews
is now an Account Executive in the UK Medium Business Segment at Dell Technologies.
Prins Jaspal
recently joined Chainguard in the position of GTM Strategic Accounts UK, BeNeLux & US.
Dan Reese
is now an Azure Specialist – Business Development Manager at TSG.
Ian Green
has joined Imprivata as the International Director for Professional Services.
Tamina Carvell
is now EMEA Head of Channel Programme at Ricoh Europe.
If you, or someone in your company, in the IT channel, has recently been promoted or joined a new company, do let us know: info@newsinthechannel.com
 The post People Moves in the Channel first appeared on News in the Channel.

 

People Moves in the Channel USA

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People MovesTop L to R: Viral Tripathi, Maureen Maggioni, Mat Young
Bottom L to R: Terri Blake, Gustavo Fernandez, Stan Lequin, Tina Curran
Viral Tripathi
has joined Diversified in the position of Chief Information Officer.
Maureen Maggioni
recently joined Zoom as Global Head of Integrated Marketing.
Mat Young
has started a new position as Sales Engineering Director North America West at Hammerspace.
Terri Blake
recently joined Yealink in the position of Senior Account Manager, Enterprise Accounts.
Gustavo Fernandez
has rejoined Microsoft as General Manager of Strategy and Planning – Microsoft Security.
Stan Lequin
has been appointed Chief Executive Officer at Fidus Systems.
Tina Curran
is now a Territory Sales Manager at D&H Distributing.
If you, or someone in your company, in the IT channel, has recently been promoted or joined a new company, do let us know: info@newsinthechannel.comThe post People Moves in the Channel USA first appeared on News in the Channel.

 

How MSSPs can Compete against Systems Integrators

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AdviceThis article first appeared in News in the Channel issue #39.
MSSPs (Managed Security Service Providers) may be threatened by the solutions that systems integrators provide, but there are ways they can still compete as Merlin Gillespie, Director at Cybanetix, explains.
Competing against a behemoth Systems Integrator (SI) may seem unthinkable to some, but the reality is that, akin to David and Goliath, managed security service providers (MSSPs) can outmanoeuvre their larger competitors. 
SIs are increasingly encroaching on MSSP turf, with many now offering security solutions and services such as management detection and response via a Security Operations Centre (SOC). What’s more, expectations are that cybersecurity services will be a core revenue generator for them resulting in a in CAGR of 6.8% to 2034, which means they will continue to build out their service offerings.
Yet many MSSPs have failed to see the threat and continue to offer a cookie cutter approach. This sees a menu of services offered to clients with little differentiation or tuning over the lifetime of the contract even though this could span years. In an industry where threats can evolve rapidly, adopting such a fixed approach is no longer viable. Most SIs recognise this and will provide the ability to add on or ramp services up or down within the SLA, although such changes come with a hefty price tag. In contrast, MSSPs tend to lock-in their clients to give them recurring revenues and a stable client base but that often means the focus is not on improving the client’s security stature.
Continual improvement
For businesses that run their own SOC in-house, the focus is on continual improvement as the organisation seeks to become more cyber mature in its posture. It’s not just about maintaining business operations but ensuring the organisation becomes more resilient and is then capable of fighting of tomorrow’s attacks.
If MSSPs seek to emulate this approach, with a focus on continual improvement, without the punitive costing structures associated with the SI’s SLA, they can compete with these giants and prevent the erosion of market share. This can be achieved by implementing a continuous service improvement program that deepens the way in which the MSSP works with its clientele.
When an MSSP onboards a new client, for instance, rather than focusing just on technology onboarding and SOC integration, the process should incorporate deployment planning workshops that identify the how best to tailor the service. This is not just about tuning the tooling, but a chance to identity options for advanced playbook automations or ways to extend detection, use case rules and alerting.
Proving value
Over time, the MSSP will usually seek to analyse the SOC data to identify gaps and weaknesses. But to pursue continuous improvement, such data should also be used to explore potential technical roadmaps and service enhancements that align with the risk profile of the client. If the service is aligned with the customer’s security strategy, it can help the business to reach its business goals.
MSSPs can demonstrate that they are adding value by expanding their reporting capabilities. If they capture not just the usual metrics and performance statistics but also analyse the health and performance of the technology as well as configuration change management, they can show how the service has directly led to an increase in security maturity, proving their worth. Plus, because a cost isn’t assigned to each change to the SLA, rolling improvements become part of service delivery. 
Those improvements go both ways; they make the client more secure, but also make it easier for the MSSP to oversee their security. But, if the business does not improve its cyber maturity, its exposure to risk increases over time, making it more susceptible to attack and difficult to protect.
Maturity and resilience
The 2025 Cyber Benchmark report, which measured security posture against the NIST Cybersecurity Framework v2.0 and ISO27001, found the average maturity level of large corporations (classed as turning over more than one billion euros in revenue annually) stood at 54%. That means that almost half of big business is not cyber ready. If those businesses are tied into contracts spanning years in which they are disincentivised to make changes to head off threats, they’re effectively becoming weakened over time. 
Ultimately, it’s in everyone’s interests to improve resilience. But current servicing models take the opposite tack because it’s seen as easier and more cost effective NOT to change the way things are done. It’s a commercial and a national necessity that those providing outsourced security services adopt a more agile approach. 
For SIs this presents a problem. They’re often too big and unwieldy to provide such flexibility. But MSSPs have the dexterity to be able to routinely review their service offerings and the vendors they work with, which means they can assess and deploy cutting edge technologies more easily and move with the market. The question is whether they realise they have the advantage or continue to skulk in the shadow of the SIs.The post How MSSPs can Compete against Systems Integrators first appeared on News in the Channel.

 

TC Group acquires Edit Office Group

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Mergers & AcquisitionsTC Group has acquired the Edit Office Group, with both companies being suppliers of office and educational furniture, with a reported combined sales of £60 million and a team of 150 people.
Joint customers now have broader choice in range and will benefit from enhanced team support.
Dan Wooler, CEO of TC Group, has said:
“TC and Edit each come into this partnership with strong track records and distinct capabilities. We are not reinventing either business; we are building on what already makes them successful and creating more ways for customers and partners to benefit from that.”
Fintan Lawlor, Managing Director of Edit Office Group, adds:
“From the outset, it was clear that this would only work if both businesses continued to do what they do best. This partnership gives us the scale and investment to serve our customers even better, without losing the identity and strengths they value.”
The combined Group will continue to operate through two clearly defined channels, so that customers will be aware of the two channels:
• TC Group, focused on transactional sales for day-to-day orders
• Edit Office Group, focused on project-led work and bespoke orders
The Group’s portfolio in office, education and acoustic solutions is now deeper, with more ranges available to customers across the combined group. Access to showrooms in Clerkenwell, Bristol, Glasgow and Dublin are available for exisiting and prospective customers and/or their clients, providing more opportunities to experience products and workspace concepts first-hand.
This purchase marks TC Group’s fifth acquisition and is regarded internally as its most significant to date.
The new Group Board will bring together leaders from both organisations, including Fintan Lawlor (Edit MD) and Darren Campbell (Edit Ireland Sales), as well as existing TC Group Directors Dan Wooler (Group CEO) and Alex Worswick (Product & Brand), together with new Group Directors Andrew Bowen (Operations) and John Schofield (Sales), and Board Advisor Tim Carr (Finance).

“The partnership between our leadership teams has been evident from the earliest discussions and throughout the acquisition process,” said Fintan Lawlor. “That shared approach will continue as we integrate, ensuring customers experience the benefits of the combined Group with minimal disruption.”
The TC Group will be developing a number of community programmes for TC and Edit teams to participate in across the UK and Ireland.
“Our ambition is to grow in a way that reflects who we already are – customer-focused, community-minded and proud of our people,” added Dan Wooler. “This partnership allows us to do more of that on a larger stage, while preserving what has made each business successful in the first place.”The post TC Group acquires Edit Office Group first appeared on News in the Channel.

 

Rackspace Technology and AMD sign MoU for new Type of Enterprise AI Platform

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AIRackspace Technology® and AMD have signed a Memorandum of Understanding (MOU) establishing a framework for a multiyear strategic partnership to create an Enterprise AI Cloud, purpose-built for regulated enterprises and sovereign workloads, where security, governance, and accountability are “non-negotiable”.
Dan McNamara, senior vice president and general manager, Compute & Enterprise AI, at AMD comments:

“Enterprise AI is quickly moving from experimentation to production, and that requires a compute foundation engineered for performance and efficiency at scale. Our collaboration with Rackspace delivers AMD AI compute into managed, private and governed environments so enterprises can deploy AI with the performance and flexibility their workloads demand.”

Today’s dominant model usually requires enterprises to rent GPU capacity by the hour and carry the operational burden themselves including integration, security and accountability. This collaboration proposes to invert that model by integrating AMD Instinct GPUs and EPYC CPUs into a fully managed, governed stack. Through this understanding, the companies aim to establish a new category of managed enterprise AI infrastructure where dedicated AMD compute is embedded inside a governed managed operating model, with Rackspace owning the stack from silicon to outcomes.
In simpler terms, instead of companies renting AI processing power and managing everything themselves, Rackspace plans to offer a fully managed AI environment built using AMD hardware. That means Rackspace would handle the infrastructure, security, operations and performance management on behalf of customers.
Gajen Kandiah, CEO, Rackspace Technology, explains:

“As enterprises move AI out of the lab and into production environments, they’re asking who they can trust to run it there. Governing AI infrastructure in regulated environments with defined accountability is not something you bolt on after the fact. It must be built in from the start. Rackspace and AMD are building exactly that and in doing so, establishing a new category of enterprise AI infrastructure that the market has been asking for.”

The AMD collaboration is intended to position Rackspace to complete its curated enterprise AI stack and introduce four integrated capabilities. Together, these capabilities are designed to form a complete, integrated stack from bare metal compute and developer-ready inference tooling through a fully operated inference runtime with defined SLAs to a governed Enterprise AI Cloud. The aim is to give enterprises a single operator accountable for every layer, calibrated to the sovereignty, performance, and compliance requirements of each workload.
Included in the Framework is:
• Enterprise AI Cloud: A fully managed, private and hybrid AI environment built on AMD Instinct GPUs, AMD EPYC CPUs, and Rackspace’s governed operating model. Rackspace would assemble, integrate, and operate the full stack, from accelerated compute to AI inference and agents in production, for enterprises requiring sovereignty, compliance, and operational accountability.
• Enterprise Inference Engine: A context-aware inference runtime that retains domain knowledge, session history, and enterprise-specific data context across queries, enabling AI agents and large language models to perform with the consistency and institutional memory that production environments require. Rackspace would own the SLA and take responsibility for availability, scaling, and performance, enabling organizations to run large language models and AI agents using their own proprietary data with full auditability and cost accountability.
• Inference as a Service: Dedicated, managed AMD Instinct GPUs with developer-ready inferencing and fine-tuning toolkits delivered as a governed alternative to commodity GPU rental. The customer brings their own model and engineering team. Rackspace would provide reliable bare metal AMD Instinct capacity with operational discipline, hardware-level support, and performance SLOs.
• Bare Metal AMD Instinct: Proposed dedicated, high-performance bare metal AMD Instinct compute for customers requiring physical isolation, deterministic performance, and direct hardware access for demanding and highly customized training and inference workloads
News in the Channel will continue to watch this (rack)space.
This article contains forward-looking statements, and caution should be exercised when relying on such information that may or may not occur in the future.The post Rackspace Technology and AMD sign MoU for new Type of Enterprise AI Platform first appeared on News in the Channel.

 

People Moves in the Channel

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People MovesTop L to R: Scott Roydon, Sophie Cutler, Andrew Linley
Bottom L to R: Harry Moran, Daisy Shevlin, Marcel Derks, Laura Walker
Scott Roydon
has been promoted to Account Director at Thames Distribution.
Sophie Cutler
has started a new role as a Partner Business Manager at Hewlett Packard Enterprise.
Andrew Linley
has moved into the role of Director of Commercial and Sales Operations at CloudClevr.
Harry Moran
alongside his role as Strategic Client Director, will also be the Deputy Sales Manager of the London office at Softcat.
Daisy Shevlin
is now Head of SEO at Rocket SaaS.
Marcel Derks
was recently promoted to Chief Operating Officer at BusinessCom BV.
Laura Walker
is now a Project Officer at Made Smarter East of England.
If you, or someone in your company, in the IT channel, has recently been promoted or joined a new company, do let us know: info@newsinthechannel.comThe post People Moves in the Channel first appeared on News in the Channel.

 

Proofpoint Opens new European Innovation Center in Paris

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Company NewsPictured L to R: Loïc Guézo, Senior Director, Cybersecurity Strategy EMEA Proofpoint; Sumit Dhawan, CEO, Proofpoint; Joyce Kim, CMO, Proofpoint; Florence Puybareau, Director, Le Clusif; Remi Thomas, CFO, Proofpoint and Maria Iacono, Director, Les Assises de la Cybersécurité.
Proofpoint invests in European innovation
Proofpoint, Inc., a leading cybersecurity and compliance company, has opened its Innovation Center in Paris, showcasing its continued investment in European innovation and research and development.
The center was launched in an opening ceremony with Proofpoint CEO Sumit Dhawan, CFO Rémi Thomas, and CMO Joyce Kim.
The Paris Innovation Center will serve as Proofpoint’s strategic hub for cybersecurity innovation in Europe, bringing together AI-driven technologies, regional expertise, and partnerships with enterprises, government, and academia. In this immersive space, customers and partners can experience firsthand how Proofpoint’s solutions protect people, defend data, and govern AI, so organisations can adopt AI with confidence and thrive in the agentic era.
Citing Proofpoint research, Kent Breaux, SVP, EMEA at Proofpoint, comments:

“More than a third (38%) of European organizations experienced AI-related security incidents in the past year, despite having controls in place – and this risk will only accelerate as frontier AI models advance. As AI adoption accelerates, organizations need a new approach to managing risk. With our Paris Innovation Center, we are deepening our investment in European innovation to help customers stay ahead. Our goal is to enable people and AI agents to collaborate with confidence, without compromising data security.”

The facility will serve as an executive briefing center, showcasing Proofpoint’s latest innovations across its market-defining platform trusted by more than 14,000 large enterprises worldwide. This includes its full suite of AI-driven threat protection, Intent-based AI security solutions, and its Agent Integrity Framework, as well as unified data security, to support secure and responsible use of AI.
Demonstrations will also highlight Proofpoint’s data security and insider risk management capabilities, as well as protection across email, cloud, and collaboration, showcasing and underscoring how organisations can safeguard sensitive information, reduce human risk, and maintain control in increasingly AI-enabled environments.
Proofpoint’s investment in Paris builds on its broader European expansion strategy. This includes the launch of its international hub and AI innovation center in Cork, Ireland, ongoing regional growth, and the completed acquisition of Hornetsecurity, which brought more than 700 employees into the company.
The importance of the French market
Rémi Thomas, CFO of Proofpoint, points out that:
“France is a key market for Proofpoint and central to our European growth strategy. This investment strengthens our presence and enables us to better support customers and partners with solutions tailored to their regulatory and security needs. We remain committed to data sovereignty and customer trust, safeguarding data across borders while upholding strong privacy standards.”
Proofpoint in Europe by the numbers:
• Proofpoint has 1,500+ employees across the region.
• Proofpoint has seen double digit growth in its European customer base since 2024.
• Proofpoint has grown its yearly revenue by 25% in Europe over the past two years.
• 35% of European-based organisations in the Forbes Global 2000 are protected by Proofpoint.
• Proofpoint protects more than 21 million mailboxes across Europe
The Paris location is Proofpoint’s second Innovation Center globally, following the launch of its first at its headquarters in Sunnyvale, California in 2025. The new centre occupies 200 square metres of space in the company’s offices in Paris.
Related Post: Proofpoint EVP and GM for Threat Protection Group
Related Post: Proofpoint Leverages Ingram Micro Xvantage to Streamline B2B Go-to-Market
Related Post: Westcon-Comstor is first Proofpoint authorised training partner in Europe.The post Proofpoint Opens new European Innovation Center in Paris first appeared on News in the Channel.