Recent Articles
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Time to Abandon Vendor Brands
Ingram Micro’s Justin Crotty has a strong and surprising message for solution providers: Drop your vendors from your Web sites and marketing materials. "Services is the key differentiator," says Crotty, who oversees Ingram’s Seismic managed services program. "I’ve told the VARs over the past year to take the vendor authorization off their Web sites. They…
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Do Vendors Really Matter?
Ouch! That was the reaction from the vendor executives who were present at the panel debate "How to Choose a Vendor Partner" at the Ziff Davis Enterprise Channel Summit last week. After laying out the things VARs should be looking for from a vendor partner, one analyst on the panel asked whether it even matters what vendor…
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Dell`s SAAS Strategy Takes Shape
Dell is looking to be able to offer customers and channel partners 18 to 20 kinds of infrastructure services that they can mix and match into customized services. That’s the strategy behind the company’s plans, announced Feb. 12, to acquire MessageOne, an e-mail archiving company, according to Raj Kushwaha, vice president of services at Dell.…
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Tech Data Beefs Up Online Tools
Tech Data has added 14 more vendors and expanded the functionality of its MyOpportunity Tracker online tool, helping VARs recoup revenue from lost or forgotten software renewal licenses and warranties. MyOpportunity Tracker, which is part of the distributor’s MyTools online services for VARs, tracks software license renewals, warranties and services updates, and notifies the VAR…
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MessageOne Snapped Up by Dell
Dell is adding to its growing enterprise services portfolio and announced Feb. 12 that the company is acquiring MessageOne, which provides managed services for e-mail management, archiving and business continuity. Dell announced that it would acquire MessageOne, which is based in Austin, Texas, for $155 million in cash. The company is owned by Adam Dell,…
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Sun Forms Joint Venture with Channel Partner
Sun Microsystems will use its channel partner network to create virtual subsidiaries in emerging markets around the world with the first one in Vietnam. The program, called Sun Equity Partner, or SEP, lets Sun gain a greater presence in particular geographies by creating a joint venture company between Sun and one of its partners in…
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