Recent Articles
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ForeScout Takes Aim at Cisco
ForeScout is using its latest product launch to arm its VARs to go head to head with rival Cisco Systems. The NAC (network access control) vendor unveiled its CounterACT Release 6.2 Oct. 1 and claimed the enhanced feature set will allow solution providers to deploy NAC on any infrastructure, avoiding a rip-and-replace scenario. “Our partners…
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Websense and SurfControl Tie the Knot, Announce Family Plans
Websense closed on the acquisition of SurfControl Wednesday, opening the door on a new phase for the company. The acquisition represents a major milestone in an 18-month journey since Gene Hodges took the helm as CEO of Websense. It was the second major acquisition closing in 2007. The first, Port Authority, was meant to sure…
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Jockeying for Position in Managed Services
The new partnership between Level Platforms and Do IT Smarter is one of the most significant recent strategic developments in the managed services market space. It is, in fact, second only to the acquisition of managed services platform vendor SilverBack Technologies, Billerica, Mass., by Dell, Round Rock, Texas. Arguably, without Dell’s SilverBack acquisition, the partnership…
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French Security Company Seeks U.S. Channel Partners
A small French security software company is trying to make it big in America by enlisting channel partners to market its endpoint security products. SkyRecon Systems, with U.S. headquarters in San Jose, Calif., has a channel-only sales strategy, and it has already recruited three channel partners to create awareness of the brand here, said Gary…
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Apple: An IPhony to the Channel
It’s no secret that Apple has evolved into a consumer electronics company. The company’s evolution over to consumer products started with the letter I: the iPod, iMac, iPhone and so on. That evolution has come at the expense of channel partners, specifically by eliminating business specific products. Although it’s getting harder and harder, several solution…
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The Solution Provider’s Balancing Act
Two thirds of solution providers in a recent survey said they get at least 50 percent of their revenue from their three largest customers. With that in mind, not surprisingly about 90 percent of the survey respondents said they are focusing on new customer acquisition to increase revenues. More than 270 respondents participated in the…
