Biography
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Managed Services Is Just the Tip of the Iceberg
The managed business model seems tailor-made for the VAR community. Any VAR not seriously looking into providing this type of service for its clients, whether…
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IBM Knows the Meaning of “Partner”
When I go out to eat I try to treat the serving staff with the respect they deserve. They work hard for little pay and…
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Woe to the VAR that Walks Alone
I have said before in this column—and in light of the CompTIA Breakaway event being held the first week in August in Las Vegas I…
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Increasingly, Consultants are the Key to IT Projects
IT consultants are gaining influence inside enterprise accounts and with their SMB counterparts—and for good reason. With technology initiatives becoming more tightly tied to an…
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The Wizard Behind SAP’s Channel Curtain
Imagine a world of cooperation instead of cutthroat competition. Imagine a world where your vendor partner provides you with all of the marketing, training, certification…
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VARs Could Have Critical Role In IBM’s Global Data Governance Council
For as long as I can remember, two of the major issues VARs have always complained about have been how they can get closer to…
