Sara Driscoll

ForeScout is hoping to woo VARs to its channel program with the launch of a buyback scheme aimed at its major competitors in the network access control space. The vendor began the scheme several weeks ago, hoping to capitalize on the downfall of rival Lockdown Network.  “We wanted to ensure that Lockdown’s customers and their […]

Now that the dust has settled on its acquisition of Email Systems, security vendor Webroot is making an aggressive push into the United States with its e-mail security software-as-a-service offering. Webroot bought Email Systems last November and Webroot CEO Peter Watkins said the integration of the company “deserves an A+.” He told Channel Insider, “With Email Systems […]

  Sepaton has unveiled a revamped partner program aimed at helping VARs take advantage of the burgeoning virtual tape library market. The company has had a channel program since it was founded five years ago but has now revamped the program and unveiled new education services, tiering and broader marketing support, according to Jay Livens, […]

It seems Dell has got its green strategy in a bit of muddle, according to a story on The Consumerist Web site. The story tells of one of Dell’s customers who ordered a Kingston 2MB flash memory stick. A fairly small item in most people’s opinion, and you would think fairly hardwearing, seeing as the […]

Since the advent of the Year 2000 brouhaha and, more vitally, the importance that this played in boosting channel coffers, there has been a chasm in the IT sector. No new technology has been "killer app"-enough to replace the sheer amount of dollars that the phenomenon eight years ago did.  But while the industry may […]

IBM is opening up its Vertical Industry Program to encourage VARs and ISVs to provide joint solutions based on IBM’s servers, blades and storage platforms targeted at specific vertical industries. Previously, VIP was only applicable in pilot phase on IBM’s System i. However, in a move that reflects the vendor’s growing push into vertical markets, […]

Managed services providers are now able to enter deals with more confidence, following the launch of an MSP-specific professional liability insurance offering from the MSPAlliance. Previously MSPs would have to use liability insurance that was designed more for VARs, such as errors and omissions liability insurance, which could be restrictive for MSPs, according to Charles […]

Far from expanding, despite opening the barrier for more countries to enter its fray, the business market in Europe is consolidating in the same way as the United States, it would seem. Yet another UK solution provider, Real Solutions Group, has been acquired by a bigger European counterpart–in this case Imtech, a Dutch technical services […]

Recruiting the right people is the No. 1 inhibitor for channel players looking to grow, and Cisco is hoping to ease this partner pain by launching a slew of initiatives aimed at helping VARs attract, develop and retain talent.  Speaking at the Cisco Partner Summit in Honolulu, Celia Harper-Guerra, director of worldwide partner talent at Cisco, said […]

Cisco is hoping to build between $15 billion and $20 billion of new partner opportunities in the next three years and has outlined the areas where it believes partners should look for opportunities.  Speaking at Cisco’s Partner Summit in Honolulu on April 9, Keith Goodwin, senior vice president of worldwide channels at Cisco, said the three […]

It was no coincidence that Cisco chose Hawaii—famed as a surfer’s paradise—as the place for its Partner Summit this year, if John Chambers’ keynote is anything to go by. The Cisco president and CEO’s April 9 keynote in Honolulu was dominated by collaboration and new technologies and in particular what he called the “new wave […]

Speed dating for channel partners is how Cisco has described its new partner-to-partner collaboration tool. Launched at the vendor’s Partner Summit in Honolulu, the Cisco Partner Exchange is aimed at helping partners find and connect with each other, with the outcome being collaboration on deals. Andrew Sage, vice president of worldwide channel marketing at Cisco, […]