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Commentary
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Channel Commentary: Relevant Comments for VARs, Resellers and Solution ProvidersSee what's on the minds of Channel Insider's editors and market experts as they analyze the technology trends VARs, system builders and solution providers need to navigate to ensure channel success.
The Quiet Revolution in IT Services and How It Will Affect IT Service Providers
The way IT services are delivered is changing, and those changes will also affect the demand for other products that IT services providers offer to their customers. Some IT services that don't have much profit built in now still offer IT service providers the opportunity to engage with their clients. But that will change as IT services become productized themselves.
What`s the Deal with Vista Anyway?
At Microsoft's Worldwide Partner Conference recently, a steady stream of executives tried to sell a complicated message: Vista is a success, but Microsoft still needs to attack to build sales momentum. Maybe Jerry Seinfeld can help.
HP on the Hunt with VARs
HP is looking to avoid merely shifting market share across different solution providers, resellers and VARs, HP is increasing the amount of money available to channel partners that bring in new accounts to HP. The focus for HP is for channel partners, resellers and VARs to land new SMB accounts.
The VAR Channel's Marketing Challenge
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.
Breaches, Flaws and Security, Oh My!
Just about every customer on the planet right now is realizing that its security posture is probably not as strong as it should be. In fact, the biggest issue they have is not the lack of security devices, but rather the fact that all the devices are typically mis-configured.
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.
Dell`s Secret Channel Weapon: Flexibility
Under the weight of declining market share and competitive pressures--particularly by Hewlett-Packard, Dell decided last year to formally engage the channel to expand its distribution and reach of everything from personal computers to high-end storage devices to managed services. What changed? In an exclusive interview, Michael Dell told Channel Insider that direct was "a monolithic strategy that worked well until it stopped working."
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.
Yahoo Channelizes to Battle Microsoft, Ichan
Yahoo is getting bossy in its battle to stave off Microsoft’s takeover ambitions. >> Read More From Our Commentary News Archive
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