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Channel company founders are typically technologists, so marketing isn’t normally one of their strengths. Resellers may have the best technology and the best services on the planet, but if VARs don’t know how to market them properly, VARs might as well pack it in.
IBM Gets Principled About the Channel
IBM executives are starting a broad campaign to change the company's reputation among resellers, VARs and the rest of the channel by publishing a Principles of Engagement document that outlines what IBM expects from its internal salespeople when dealing with the channel.
Making Money on Security Assessments
An interesting trend in the security space is creating an opportunity for solution providers to get paid for something that they once had to give away pretty much for free.
Storage Virtualization Moves to the Fore
Upon further review, the real opportunity for solution providers might be in storage virtualization.
Managed Services Still Not for Everyone
Plenty of solution providers still are not ready to embrace the model.
Larry's Lucky Seven Laws of Managed Services
If you want to succeed in services, you must understand the dynamics and limitations of the managed services market. These laws are the starting point.
Carriers Are Missing Mobile Link
Carriers such as Verizon will have to get channel savvy fast if they want to capitalize on the shift to smart phones as a primary device for mobile computing.
It Is Getting Greener Out There
It won't be long before some customers demand their solution providers prove their green credentials.
IBM Goes to School
And others should follow if we are to have a well-trained workforce in years to come.
Out of Conflict, Opportunity
Brocade's planned Foundry acquisition may look bad for the channel, but is it?
Symantec Plays Semantics
It is still not entirely clear whether Symantec plans a shift toward more direct sales.
Facing Managed Services Reality
The number of customers that should be leveraging managed services should be substantially higher.
Despite Economy, IT Employment Soars
June brought an all-time high for employment in IT, which has some of the most recession-proof jobs in the market.
Solution Providers Are Becoming the Architects of Change
To assume that new computing models such as SaaS are going to subsume all existing computing models is simply crazy.
Education Is the Solution to IT Skills Shortage
A program in the Chicago Public Schools supported by CompTIA is a case in point.
Changing the Managed Services Game
Tech-Monitoring might just have a better way to deliver managed services more profitability.
The Rise of the Virtual Solution Provider (or Not)
Some companies have started to use the term to describe themselves, but what they mean by it is another matter.
Don't Ignore Existing Customers
Solution providers can reap big gains from renewing license and service contracts. The first step is picking up the phone.
Keep Pace with the Times
It's not surprising that the high-growth vendors are outpacing solution providers.
The Silver Lining Behind Rising Fuel Prices
Where there's mystery, there's profit for VARs willing to leap into unified communications.