Recent Articles
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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…
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What’s New? Not a Lot from Dell
Disappointing and anticlimactic. They are the only words to describe what became a damp squib of an announcement from Dell about the launch of its new channel program. The anticipation felt throughout the global channel was greater than a bunch of preschool children before Christmas. The waiting for almost a year, the drip feed of…
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Bad Things Happen When Marketing Exceeds Channel Grasp
All too often you see a disconnect in the marketplace between what a vendor aspires to be and what seems to be actually happening in the channel. Case in point is Symantec, which in the last two years has rolled out a number of significant new products while making several strategic acquisitions. All of these…
