Wi-Fi Security Crack Creates Ample Opportunity : Wi-Fi's WPA and WPA2 encryption systems are no longer enough to protect wireless data. Dells PartnerDirect Gaining Momentum Dell Channel Chief Greg Davis says Dell is now approving about 74 percent of deal registrations. And partners that have pursued certifications with Dell have seen their revenues from Dell sales nearly double year-over-year. Report: Supply Chain Shows PC Sales Lower Through Q1 News: IT solution providers that have noticed their PC sales are down recently are not alone. FBR Research reports that recent supply chain checks indicate that PC shipments are down and will continue to lag into Q1 of 2009. Dell Rolls Out Federal Partner Certification Dell is increasing its PartnerDirect footprint by offering a Federal Practice Certification to its IT solution provider channel partners. The new certification path for PartnerDrect solution providers marks the third for Dell and the first that focuses on a vertical industry space. Nimsoft Investment Validates Managed Services Model Despite the global financial crisis, the software company completed a $12 million round of funding led by Goldman Sachs. Insiders say deal erases any doubts that managed services is a fad. Don`t Jump for the Quantum Leap in Cryptography European scientists say they’ve successfully tested a new system that will lead to the commercialization of quantum cryptography within the next three to four years. So what? Star Trek-like security isn’t going to be a necessity anytime soon. IBM Creates Data Center Certification, New Support The New Enterprise Data Center specialization marks a turning point in Big Blue’s approach toward supporting solution providers to speed sales and growth of their businesses. Thin Clients Go Virtual Podcast: As the slowing economy and frozen credit market pressure businesses to control expenses, some solution providers may find new opportunities in an old technology: thin clients. How to Protect Your Business During the Credit Crunch News: Solution providers must evaluate overhead, staffing and business practices to weather the current economic crisis. AMD Splits to Battle Intel The perennial second-place chipmaker is taking a massive foreign investment and splitting the company in half in a renewed effort to capture and hold market share controlled by market leader Intel. HP Welcomes Proposals That Target Non-HP Customers Channel chief Adrian Jones says that the vendor identified more than $68 billion in untapped spending by companies that have never bought an HP product. Capturing those customers through solution providers and resellers is the priority for new growth in the slowing economy. Synnex, HP Expand Lead Generation Programs Technology Solution providers say new customers are the key to growth in a challenged economy, but they lack the marketing resources to develop leads. Enter distribution and vendors to open the doors with end users.

Inside the Mind of the
Midmarket IT Executive
IT vendors have long recognized the potential value of midmarket customers, and most agree that the best way to reach these customers is through channel partners, VARs, resellers, IT consultants and solution providers. But in order to win over those customers, solution providers and IT consultants must understand how they think, the nature of their pain points and who they listen to.  

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