Recent Articles
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American Idol’s David Archuleta Has One Savvy VAR Dad
I’ve yet to meet a VAR who isn’t trying to use whatever they have at their disposal to work some new angle. But is there another solution provider out there with a combination of foresight, guts, heaven-sent blessings, and sheer luck more formidable than Jeff Archuleta’s? If you don’t recognize that last name, you either…
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ROI: Now It`s for Real
In the alphabet soup of acronyms that bloats conversations between solution providers and customers, “ROI” is arguably the most common. But moving the return-on-investment talk from supposition and hopes to a provable, statistics-based figure is far from an exact science. ROI is not a simple equation; it takes many factors into consideration. The short answer…
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Vendor Startups Tuning Into the Channel
New product vendors are making the channel their preferred go-to-market strategy as they seek to capitalize on VARs existing customer relationships, broaden the market reach of their products, and speed adoption of their technologies . Bill Brown, director of channel sales at virtualization software developer VKernel said the channel gives startups crucial speed and agility…
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Reasons to be Cheerful
The industry should take heart today for two reasons; firstly, the financial results from PC Connections and secondly, because the unemployment rate was not as bad as everybody feared for the past month. PC Connections’ results were not particularly stunning in themselves; the VAR reported net sales for its first quarter up by $25.5 million,…
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Vendor Support: Never Enough
Vendors will take every opportunity to boast about their support programs for channel partners, but ask solution providers about these initiatives and they typically will say vendors should do more. In a poll by Ziff Davis Enterprise Research and Crimson Consulting Group last August, only 14 percent of 273 solution providers rated support efforts of…