Pedro Pereira

If nothing else, Dell's push into the managed services space should wake channel executives to the reality that remote monitoring and management are

Hewlett-Packard’s recent decision to move some high-end consulting and education services to channel partners from its direct-sales organization could not

Sales cycles involving new customers for managed services providers have shortened to two to four months from as much as 12, according to a recent study

Considering how hard most solution providers will tell you it is to find IT talent, they would be crazy to launch recruiting side businesses. Well, call

Your reputation precedes you, and that isn’t just a cliché. In a recent study, 93 percent of respondents reported that reputation is "very important" when

Recent moves by heavyweights Dell and Intel in the managed services market raise some questions about the market’s direction but, more importantly, add

In the beginning everyone was a reseller, but as technology got more complex and the channel more sophisticated, more and more companies became providers

The term "distribution" doesn't exactly inspire the kind of enthusiasm that, say, a new Apple product tends to generate. Far from it.

It’s starting to feel silly. Since the fall, I have taken every opportunity to ask solution providers whether they are feeling any effects of the economic

A company with a name like Google shouldn’t take itself so seriously. Yet there was Google at the Ingram Micro VentureTech Network (VTN) event in early

Aside from Cisco Systems and Dell, major vendors have for the most part done little to nothing to embrace the managed services model, according to the

Whether finding customers on Facebook or drawing inspiration from a business book, solution providers are finding new ways to stay relevant in a changing