Recent Articles
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Sophos Lauds Channel Strategy
Just six months after realigning its business to focus exclusively on the channel, Sophos said channel sales are up by 87 percent year over year. The security vendor altered its business, which was around 40 percent channel focused, to be 100 percent through the channel back in April. Speaking to Channel Insider, Mike Rogers, vice…
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Procera Launches Channel Program
Traffic management vendor Procera Networks has formalized its channel strategy by launching Nov. 5 a tiered channel program. The vendor, whose flagship PacketLogic suite provides application identification and deep packet inspection, unveiled the ProceraPro solution provider program, saying it is part of the company’s renewed focus on the channel. “The program includes a suite of…
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Tumbleweed Rolls Out Channel Strategy
After just 30 days in the job, David Harris, the new vice president of worldwide channels at Tumbleweed Communications, said the security vendor intends to be a fully indirect company by next year. Harris, who was formally running the channel at SurfControl, said his biggest challenge will be to convince the channel that Tumbleweed is…
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Oracle’s Two Faces of the Channel
Even as Oracle trumpets its expanded and improved channel partner program in the weeks ahead of its OpenWorld Partner event, the company’s percentage of indirect sales has actually declined by 5 percent over the past few years. It’s a tale of two Oracles. One has expanded programs for partners and hired partner-friendly executives. Another readily…
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Intel Launches Channel Chips
Intel announced last week three new channel-focused products, aimed at helping system builders and VARs attack a range of market segments. The three products, two of which will ship later this month, are targeting the high-end desktop space, a variety of vertical sectors and the low-end desktop space. The DX38BT desktop board, code-named Bonetrail, is…
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Microsoft Embarks on Lawsuit Rampage
Microsoft has launched a stampede against solution providers who deal in counterfeit or infringing software by filing 20 lawsuits in 13 states. As part of its Genuine Software Initiative, the software giant said the lawsuits are part of its three-pronged approach to help protect legitimate channel businesses. Software piracy in the United States accounted for…
