Recent Articles
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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…
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SonicWall Schools the Channel on IT Security
Except for partners who have been hiding under a rock, everybody in the channel recognizes what a big opportunity cyber-security is. These days, most IT organizations are having a very hard time finding cyber-security personnel. Even when companies can find staff, most of them can’t afford to hold on to these security pros because of…
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Red Hat Bets on Innovation in the Channel
IT solution providers tend to focus more on technologies that are just hitting the top of the bell curve in terms of mainstream adoption. But Red Hat is making a case for partners to place more focus on emerging technologies. Red Hat has launched the Red Hat Application Partner Initiative, through which it works with…
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Google Compute Platform’s Partner Network Takes Shape
As part of an effort to compete more aggressively against rivals such as Microsoft and Amazon Web Services (AWS), Google is making a concerted effort to build a channel around the Google Compute Platform (GCP). Previously, Google focused most of its channel efforts on selling productivity applications such as the G-Suite. But at the recent…
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TCA Leadership Discusses IT and Telecom Channels
Following the article “TCA Aims to Bridge IT and Telecom Channels,” I spoke with Telecom Channel Association President Rob Butler, managing partner of CrossVergence, and Vice President Evan Gillman, principal and founder of Transit Broker LLC, about TCA’s goals and objectives and the telecom channel’s changing relationship with the IT channel. “I see the IT…
