Jessica Davis

Even as some of its larger rivals seem to be struggling with flat sales, distributor D&H, which is known for catering to resellers serving the small part of SMB, says that it saw a 13 percent increase in sales year over year for its fourth fiscal quarter ended April 30. Now, keep in mind that […]

Channel conflict is a dirty word for most reseller partners, but in a world where vendors are looking to squeeze the most out of all their sales channels, VARs sometimes end up butting heads with a vendor’s direct-sales reps. To help mitigate channel conflict at the same time it increases revenue opportunities across the board, […]

It’s been said "no one gets fired for buying IBM." These days you may want to add VMware to that vaunted list. Solution providers have lined up in droves behind the market leader in virtualization – widely acknowledged to command about a 90-percent share. Rivals like Citrix’s Xen technology and Virtual Iron have not come […]

Symantec improved the terms of its opportunity registration, including extending the discounts from the program its Silver tier of partners. The extension of its deal registration is among several changes the company made recently to its partner program, all designed to further reward and provide incentives to its top tiers of partners. First, Symantec will […]

Saving space and energy are big selling points for server virtualization, but what’s a VAR to do with desktop virtualization? David Bennett, president of Connections for Business has an idea on how to use desktop virtualization that he thinks could change the industry the same way LANs did back in the 1980s. Bennett, who partners […]

Looking to expand its market to reach more SMBs and geographies, VMware has announced that it will certify its VMware ESX and ESXi hypervisor on servers offered by certain white box manufacturers. The virtualization vendor announced its new relationships with ODMs (original design manufacturers) ASUS, Gigabyte, Inventec and Tyan at Computex Taipei. The new ODM […]

When Microsoft released its own hosted Microsoft Exchange and Microsoft Sharepoint offerings to sell directly to customers this past March, many observers expected a cold reception from the company’s longstanding channel partners. And some may indeed have felt a shiver when they heard that the world’s largest software company, and one that had always been […]

Keep your eye on the small gadget, says Intel CEO Paul Otellini. In an interview with the Associated Press, the chip executive says there’s a groundswell of interest around small, cheap, internet-connected devices. “I’ve not seen energy like this from our customers in a long long time,” he tells AP. And that enthusiasm is also […]

When does zero equal 23? When you are in the finance organization that supports Dell computer sales. Now it’s one thing to get busted by a state attorney general and then found guilty of fraud and false advertising. That might just hurt your public reputation just a bit. It may cause people who could become […]

Dell is guilty of fraud, deceptive advertising and failure to honor its warranties, service contracts and rebates, the New York State Supreme Court has ruled. There are reports aplenty about the ruling all over the web today. Here’s one from The Register that also offers a link to a PDF of the ruling. Among the […]

While Michael Dell was having a well-publicized lunch with a Long Island VAR earlier this month, at least one of his field sales representatives was trying to make an end-run around the existing relationship that a VAR had with a customer. The customer (formerly in sales himself) wrote about the encounter on his blog, saying […]

Are you feeling the pinch of the credit crunch yet? IT channel watcher and industry analyst Denise Sangster has reported order cancellations for IT and a decline in new business in the United States, according to Paul Weinberg here. The pressure is coming from inside organizations that purchase IT, where new technology purchases are being […]