Year: 2007

  • Proginet Looks to Grow Indirect Sales

    Sara Driscoll

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    Proginet is looking to have the majority of its U.S. sales through the channel within the next three years. The enterprise security software vendor has traditionally used the channel internationally but had only a direct sales force in the United States. “We realized that to continue our growth we had to improve our go-to-market strategy… Read more

  • HP Is Midmarket CIO Favorite

    HP Is Midmarket CIO Favorite

    Sara Driscoll

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    Hewlett-Packard has trumped rivals to become a midmarket CIO favorite, beating Dell, IBM, Microsoft and Sun. According to a study from Ziff Davis Enterprise Research, HP scored the highest in its latest Vendor Value survey, among midmarket CIOs. The survey questions CIOs on how well their vendors deliver business value, reliability and quality. The study… Read more

  • Preventing the Exile of VAR Services

    Sara Driscoll

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    I honestly never thought I would see the day. Technology has played a part in most governments now for years and, as such, is nothing new. But technology almost toppling a government, well, now that is something we haven’t seen before. And yet this isn’t going on in a Far Eastern or an Eastern European… Read more

  • Notebook Shipments Poised to Overtake Desktops

    Notebook Shipments Poised to Overtake Desktops

    Scott Ferguson

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    When trying to estimate whether or not notebook shipments will overtake desktops shipments, most IT analysts agree that it’s no longer a question of if, but when, it will happen. While analysts disagree on the exact quarter or year when this crossover will occur, they do agree that the result will mark a significant shift… Read more

  • Vendor Sales Reps Are Wasting Too Much Time

    Vendor Sales Reps Are Wasting Too Much Time

    Michael Vizard

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    A challenge that far too many solution providers find themselves dealing with is that most of the conversations they are having with their local vendor sales representatives are a waste of time. This is a shame because it also explains why so many vendors have such a hard time in the small and midsize business… Read more

  • Top Five HP Channel Execs You Should Know

    Channel Insider Staff

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    During the last two years, Hewlett-Packard has stabilized its PartnerOne channel program and made its channel partners a larger part of its go-to-market strategy. But because it can still be tricky to navigate HP’s numerous divisions—and even harder Read more