Recent Articles
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Why Vendors Must Invest in Channel Partners
Okay vendors. What is it going to take to increase revenues from your partner channel? Engagement, training and certification, and it all has to be automated. If you want to drive your company’s revenue growth, you need to invest in your channel partners just as you would your direct sales force, according to Jim DeSocio,…
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Linux at 25 Has Come a Long Way
This week marks the 25th birthday of Linux. At the time of its birth, no one inside or outside the channel paid much attention. A quarter of a century later, and it’s impressive to acknowledge just how much Linux and the rest of the open-source community have transformed how IT technologies are developed, acquired and…
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Channel Role: Cloud Pragmatists in IT Services Age
One of the most important key performance indicator ratios for channel partners has always been the product/services income balance. Even more important has been the ratio between the profit generated from the sale of products to the profit from services sold. Since service profitability is more complicated to calculate, many have elected simply to focus…
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Channel Marketing: Most Important Word Is ‘Listen’
Listen, listen, listen. That’s the most important word in marketing, and in sales. All of your marketing, if it’s being done right, is about your customer, what they want, what they need and how you can help them succeed. The only way to learn any of that is by listening very carefully and very actively…
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Hyperconvergence Wars Escalate Across Channel
The fierce fight for dominance over hyperconverged systems—which combine servers and storage into a single offering—escalated considerably in the channel, following a move by Nutanix to allow its software to be deployed on servers manufactured by Cisco. While Nutanix initially pursued a hardware strategy in the last year, the company has also opted to make…
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VMware Study Points to Windows 10 Adoption Paradox
Windows 10 migration The Windows 10 Adoption Paradox: VMware Study A VMware study finds that most firms won’t have Windows 10 on three-fourths or more of their machines until the end of 2017 at the earliest. Top End-User Computing Priorities Windows 10 migration is at the top the list, at 64%, but maintaining existing Windows…
