Contributing Writer
Biography
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Channel Trends for 2007
North American vendors have had a very tumultuous relationship with the channel over the past decade. Some years the channel is the “preferred choice” for…
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From Channel Chief to Analyst: A First-Year Perspective
Leaving the comfort of what I had known for 14 years (no matter how crazy it was)—that of being a channel chief, with a staff…
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Untrained Users Are Costly
Escalating complexities in business environments coupled with increased employee responsibilities continue to raise training requirements, yet some companies are not adjusting training budgets accordingly. Reducing…
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Sales Staff Compensation Is Critical to Success
End-user clients today demand IT solutions to deliver business value and align to their unique business requirements rather than individual point products. These demands place…
