Recent Articles
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NetGear Offers Partners Higher Incentives, Products for Midmarket
NetGear will increase its discounts to its top-tier partners to 12 percent from 8 percent in a series of improvements to the company’s partner program, announced this week at Networld+Interop, along with a series of products designed specifically for the SMB space. The changes are part of the company’s improvements to its PowerShift Partner Program…
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Juniper Wants Partners to Focus on High-Performance Networking
Juniper Networks will tell partners at its partner summit this week that the key to continued success is focus on the vendor’s high-performance networking strategy. Juniper also plans to announce new products and enhancements to the J-partner channel program to help partners execute on that strategy. Steve Pataky, marketing director of Juniper worldwide channels, said…
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New Opportunities for an Old Model
Many years ago, when oil was cheaper than water and the only generation with a name was the “baby boomers,” the channel was dominated by “VARs.” Like age groups and energy policy, the channel was simpler then. These VARs focused on a variety of markets, but in essentially the same way. They signed volume purchase agreements with…
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MSP Sales Getting Easier
Sales cycles involving new customers for managed services providers have shortened to two to four months from as much as 12, according to a recent study by the MSP Alliance. The Managed Services State of Market study, which had 142 participants, also found most MSPs are at least breaking even and that 40 percent of…
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IBM Reveals Security-as-a-Service Offerings
IBM is pushing further into the on-demand delivery arena by launching its first set of security-as-a-service offerings since its acquisition of Internet Security Systems in August 2006. Serving primarily the small and midsize business sector, the new services will be sold through the IBM ISS channels and will enable midsize companies to combat the growing…
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Ingram Micro Surprised by Q1 Softness
Ingram Micro, reporting earnings April 24, attributed its revenue softness to broad macroeconomic factors in some geographic areas, including North America and Europe. Ingram Micro CEO Greg Spierkel told Channel Insider that the rising consumer prices and the real estate crisis in the United States are weighing on the market. "There’s the rise in the…