Recent Articles
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Analysts: Dell Channel Program a ‘Marathon, Not a Sprint’
Analysts are taking much the same wait-and-see attitude toward Dell’s new channel program as the VARs Dell is trying to attract. “The measure of Dell’s success in the channel is going to depend on the success of the channel selling Dell’s products,” said Steve Tepedino, co-founder, president and CEO of channel consulting firm Channel Savvy.…
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VARs Give Cautious Welcome to Dell
VARs have given a cautious welcome to Dell’s channel announcements Dec. 5, with most saying it will be a wait-and-see scenario. The vendor, which has been drip-feeding news about its channel plans to solution providers since it made its original channel announcement last year, has finally laid out its official channel program. Click here to…
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Dell Takes Wraps Off Channel Partner Program
Dell’s new channel partner program will operate through a Salesforce.com portal, will launch with a deal registration minimum of $75,000 and will offer neutral compensation to internal sales staff to reduce channel conflict. The PC maker took the wraps off the program Dec. 5—nearly seven months after announcing that it would create such a scheme—during…
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Trintech Becomes a Microsoft Certified Partner
Trintech Group on Dec. 4 announced it has attained Certified Partner status in the Microsoft Partner Program and added a competency in ISV/Software Solutions. Trintech is a financial and compliance solution provider for commercial, financial and health-care markets. Trintech developed a product “factory” that allows pieces of software to be “reused” and integrated into the…
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Dell Picks Salesforce.com PRM Platform
Dell and its solution provider partners are among the first customers of Salesforce.com’s Salesforce to Salesforce technology, which lets different companies share their Salesforce.com information. Dell first began using Salesforce.com’s CRM (customer relationship management) platform a year ago for its direct sales force. Over the last 60 days, the PC maker has taken the relationship…
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SAP Outlines Costly Partner Plans for On-Demand Suite
Boston—To sell its new Business ByDesign on-demand ERP suite to the midmarket, SAP envisions building what it considers the first working on-demand model for partners—a rare commodity in a world where many traditional software partners are trying to figure out the revenue and opportunities in reselling on-demand services. The downside for partners: They’ve got to…
