John Hazard

IBM will launch a Partner Profitability Tool the week of March 26 designed to put a rough number and date on the ROI of partnering with Big Blue. While a

Manhattan Associates, an Atlanta-based supply chain ISV, has been building on IBM blocks for 15 years, but it is turning to Big Blue now for its sales,

Thirty-second TV spots with Jay-Z boasting "The PC is personal again!" might say it louder, but for the past six months, John Snaider, vice president and

Hewlett-Packard rolled out enhancements to it's PartnerOne channel program to simplify membership and reward requirements and add incentives to boost new

Eighty-eight percent of Ingram Micro's VentureTech Network members are partnering with each other, up from 77 percent in 2006. Other VARs and distributors

Ingram Micro's "Seismic" Managed Services Platform and delivery program is attracting lots of interest from customers, but most are holding out for the

How much money are you leaving on the table? Kirk Robinson, vice president of North America Channel Marketing at Ingram Micro, posed that question to a

Cisco System's five-year effort to engage an SMB channel, has relied almost exclusively on distributors to introduce, recruit and train VARs about the

Wear your "Cheap Sunglasses" to IBM's PartnerWorld Conference April 29 to May 2 in St. Louis. ZZ Top is in the house. The bearded boys will be blaring at

Distributor Ingram Micro on March 15 announced new business building tools for its Glacier program to prod more Cisco Systems sales out of small and

Cisco Systems introduced incentives and tools for its "core" technologies—routers and switches—to support VARs selling what is still the

What works in marketing? During a break on March 14 at Ingram Micro's VTN conference in Nashville, VARs shared with each other some unique success