Recent Articles
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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…
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Dell Plans VAR Specialization Program
Dell is creating a series of specializations within its partner enterprise architecture certification and will start by launching two – one for Storage and Server and another for Virtualization. And over the next year and a half Dell expects to also add specializations covering Power and Cooling/Green IT and Security. The changes come as Dell…