Year: 2005

  • HP’s Decision to Clearly Define Direct Accounts Wins Points with Partners

    HP’s Decision to Clearly Define Direct Accounts Wins Points with Partners

    John Hazard

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    For VAR HMP Networks, investing on a customer relationship has been tricky because company executives always feared Hewlett-Packard Co. swoop in and scavenge the account. “That fear was always there,” said Romi Randhawa, president of HPM Networks, of Fremont, Calif. That is because of the vendor’s practice of selling directly to customers, sometimes steering them… Read more

  • HP Defines Customer Engagement Rules

    HP Defines Customer Engagement Rules

    John Hazard

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    Hewlett-Packard Corp., this week set in stone which of its current customers were fair game for its direct sales force, and left the remainder to channel partners as part of a redefined go-to-market approach. Current customers on a list of “named accounts” will continue to be targeted by the Palo Alto, Calif.-based company’s in-house sales… Read more

  • MS Learning Tools Add Training to Partner Service Package

    MS Learning Tools Add Training to Partner Service Package

    John Hazard

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    Microsoft Corp. rolled out a new training solution model today—alongside the release of SQL Server 2005 and Visual Studio 2005—that will allow partners to add training as part of service packages, and speed up the adoption of the applications by partners and business clients, the company said. Learning tools associated with the applications were released… Read more

  • Delivering Storage as a Managed Service

    Delivering Storage as a Managed Service

    Pedro Pereira

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    The race between providers of managed services platforms is intensifying as they rush to add remote storage and data recovery to their offerings. N-able Technologies Inc., Ottawa, Tuesday is announcing it plans to add data backup and recovery to its growing suite of services within 30 days, while Level Platforms Inc., also based in Ottawa,… Read more

  • Unisys Unwraps Services Strategy

    John Moore

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    Unisys Corp. last month said it will retool its services business to cope with declining integration revenue and problematic outsourcing contracts. On Oct. 18, the company disclosed preliminary third-quarter results showing a loss of $54.3 million. Unisys’ revenue declined 4 percent in its September quarter compared with the same period last year. To jump-start the… Read more

  • Is There A Chink In Dell’s Armor?

    Is There A Chink In Dell’s Armor?

    Elliot Markowitz

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    The company that has been giving the resellers, VARs and every PC manufacturing company fits and starts for the last 20 years appears to have a chink in its armor after all. Dell has made a living out of being more of a box pusher and highly efficient distribution machine than a cutting-edge technology company.… Read more