Recent Articles
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Microsoft Revamps Partner Program
Solution providers who want to rise to prominence in Microsoft’s partner program will need to sharpen their technology focus and prove their business and customer-service mettle under new program rules being drafted by the software maker’s channel executives. The program changes coincide with an organizational realignment this week that split Microsoft’s U.S. Partner Business into…
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The Rise of the Virtual Solution Provider (or Not)
While catching up on some virtualization news, it occurs to me that a new category of channel company could emerge as a result of virtualization technology: the virtual solution provider. Two seconds later it dawns on me that “virtual solution provider” would actually describe something completely different from a company that sells, deploys and maintains…
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Objectworld Answers the Call for Simplified UC
Objectworld’s unified communications bundles were a big hit when they launched in January 2008. There was just one problem: It soon became clear that many of the VARs selling the bundles weren’t adequately trained and educated about UC, and thus were ill-equipped to deliver the kind of support and expertise their customers needed. "When we…
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FOR ESP: A Question of Trust
It appears the channel and the CIO don’t exactly see eye to eye about who takes the lead on introducing emerging technologies into the organization. Both parties want to take credit for finding more effective and efficient IT solutions. If that’s the case, just how much of a “trusted adviser” role is the channel playing…
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Avaya’s New Channel Chief to Build Channel Sales Percentage
Following the sudden departure of Avaya CEO Lou D’Ambrosio in June, Avaya’s new global channel chief is joining the company at a transitional time—but that may be an opportunity for the new executive. “We plan to dramatically increase our channel-centricity over the next few years,” says Jeremy Butt, Avaya’s new vice president of worldwide channel…
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Mitel Updates SMB Portfolio
Robert Handel, vice president of sales at telecommunications provider and integrator Cortel, is always looking for a reason to upsell his company’s existing customers with new opportunities. Now he has that reason, as Mitel has announced a consolidated SMB UC (unified communications) portfolio as well as a managed services offering, Total Solutions. "At their annual partner…