Recent Articles
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Meeting the Challenge of a Changing Channel Marketplace
“Never say ‘no’ to a customer” is advice that many sales managers have shared with their salespeople over the years. In the IT channel, however, this advice is often misconstrued, with challenging results. Dating back to the earliest days of the channel, when the key words were “value-add,” everybody wanted to do everything they could…
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Why Greenfield Cloud App Services Opportunities Matter
One of the major sources of contention between the channel and cloud applications providers is that because many of these vendors initially sold direct, they have substantial services arms that are often in conflict with their partners. This is a significant issue because, given the level of profits generated by selling SaaS applications, the only…
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HP Launches Channel Program for 3D Printers
With 3D printer technologies becoming robust enough to be used in a manufacturing process, HP is recruiting partners that have manufacturing expertise to drive adoption of 3D printers as an alternative to injection molding. “We want to lead the next industrial revolution, said Steve Nigro, president of the HP 3D Printing business unit. Until now,…
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Revenge of the Relational Database
There’s been a lot of buzz lately about the rise of various types of database engines, collectively referred to as NoSQL databases. Regardless of whether it’s a Hadoop, key/value store or document database, they all support SQL queries in one form or another. That leads to one question: Are these database engines a passing fad…
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Dell EMC Revamps Channel Program for the Cloud Era
At the Dell EMC World 2017 conference this week, Dell EMC launched three programs that alter the way IT organizations will potentially pay for tech infrastructure, and that could have profound implications for channel partners. Under the company’s new Cloud Flex for Hyperconverged Infrastructure (HCI) program, IT organizations can now opt to pay for tech…
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Salesforce Alters Financial Equation for App Partners
Salesforce is shifting the terms and conditions under which it shares revenue with third-party developers of applications, while at the same time raising the bar in terms of what’s required to participate in its programs. A revamp of the Salesforce AppExchange Partner Program reduces the percentage of revenue that Salesforce receives from third-party applications hosted on its…
