Recent Articles
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BMC Partner Program Tackles Education and Enablement
BMC Software has updated its Partner Network Program to encourage partners to invest in business service management expertise by providing a new certification for IT Service Management, improved product demonstration capabilities and early access to new products. BSM promises resellers a lucrative opportunity. Forrester Research predicts that the SLM (service-level management)/BSM market will grow 23…
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Pricing Forecast: CDW Tactics to Continue
The chatter has been rampant: Will CDW’s pending acquisition by a private equity firm put an end to the company’s recent very aggressive pricing? Analysts have answered with a resounding no. “Some VARs have been speculating that this could take the price pressure off,” said Christina Richmond, research manager for hardware channels and alliances at…
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CDW Sells Itself
CDW’s Chairman and CEO John Edwardson described a meeting of the minds between his company’s management and the private investment firm that has agreed to acquire it in a deal struck May 29 worth $7.3 billion. Edwardson said that CDW’s management and private equity firm Madison Dearborn Partners had a consensus over CDW’s long-term goals…
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Linux Users Ask for More
SAN FRANCISCO — Enterprise IT users are looking for the major Linux vendors to update their enterprise products less frequently and to give them much more guidance about what is included in the patches and upgrades. That was the message from users at the Open Source Business Conference here May 22, who spoke about the…
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CDW to Expand Berbee Biz
CDW’s current long-term goals—an expansion of its service and solutions business akin to Berbee, an expansion of the company’s overall sales team, and improving the customer value proposition by adding more knowledgeable account managers—will stay the same following the company’s acquisition by a private investment firm, according to Executive Vice President Harry Harczak. Harczak spoke…
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Lead, Follow or Get Out of the Way
One of the most startling revelations about the channel in this industry is how dysfunctional the lead-generation process is and the hundreds of millions of dollars that are largely wasted on the activity. For proof positive, all you have to do is take a look at the results of a joint Ziff Davis/BlueRoads study of…
