Jessica Davis

While Microsoft, IBM, Oracle, SAP and Salesforce.com each offer a channel program for ISV partners, not all programs are the alike, and partners should evaluate each carefully to find the best fit before they allocate their scarce resources to one or the other. A new study from Forrester Research called Choosing an ISV Partner Program […]

Once a victim of negative publicity in the blogosphere, Dell seems to have digested those lessons and recently has been lauded as a company that effectively leverages Web 2.0 for its own purposes. For example, Dell created a program to reach out to those who were complaining about Dell on blogs and connect them with […]

Help Your Customers Make Smart Security Choices When it comes to security spending, IT organizations tend to take a reactive approach – spending on yesterday’s headlines – instead of spending on the things they believe to be the biggest threat. To counter that, resellers should help clients plan their security spend, in much the same […]

While companies identify their biggest IT security problem as how users access the internet, they typically ignore that problem when spending their security budgets. That’s according to a new survey of more than 300 IT professionals conducted by CDW.  And the disconnect doesn’t stop there.  The study identified other crucial areas as well that were […]

Acer America is offering a new series of back-end rebates for its VAR partners. Beginning June 1, Acer-approved VARs that have signed up for the company’s Summer Sales Extravaganza program will receive 3 percent back-end rebates on TravelMate and Extensa notebook PCs, 4 percent on selected desktops and 2 percent on all B Series and […]

Looking for an incremental revenue stream with a gee-whiz factor too?  A company called Adapx is rolling out a channel program for a digital pen that captures a user’s handwritten notes, stores them inside the pen, and then transfers them to the user’s PC once the pen is docked. What’s more, the pen actually has […]

IT certifications are not only declining in value in enterprise IT departments, they’re also not as sought after among VARs and other channel partners when they look to hire engineers. However, the channel does have another use for certifications most IT departments don’t – marketing to clients.  And a few certifications are still prized among […]

For the golf-obsessed: if you find yourself rushing through client meetings so you can get back to your car, turn on the radio and check out the status of your favorite golfers competing in the U.S. Open Championship this week in San Diego, suffer no more. IBM and the USGA have partnered to relaunch the […]

On the premise that buyers are more likely to spend on something they can see and touch–even if it’s virtual–Tech Data is offering two mobile virtualization labs available to ship to resellers or their customer sites for demonstration purposes. The labs are 25U racks configured with IBM and HP servers and storage running virtualization solutions […]

It’s job-hopping season again for IT sales executives. Sun Microsystems last week lost its global sales chief. Donald Grantham resigned soon after the company revealed that its server sales were down and the company had plans to restructure its sales force to focus more on emerging markets. But the day after his resignation from Mountain […]

Solution providers can now add a hardware-as-a-service data vaulting service to their portfolios and a monthly recurring revenue stream to their top line thanks to a new alliance between Hewlett-Packard and distributor Avnet. Avnet Technology Solutions, an operating group of the distributor, has announced the collaboration with HP that offers a new managed service, HP […]

If you want to limit the number of potential customers for any given service, make anyone who wants to participate pay a fee. This approach may make sense for places looking to create a sense of exclusivity and ensure that they don’t overwhelm a limited capacity — say swim clubs, or one-man professional services organizations. […]