Recent Articles
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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…
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CDW on the Sales Block
Catalog and Web solution provider CDW, a giant in the technology reseller space, is reportedly in talks to be acquired by a private equity firm. The move to private equity ownership would spare the company from Wall Street’s laser-like spotlight and allow it to focus on increasing its margin—in contrast to the sales and revenue…
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Analyst: Dell’s Wal-Mart Choice ‘Creative’
Dell’s move to sell through Wal-Mart was a “creative choice” and the PC maker needs to be careful about balancing the message that choice sends, according to J.P. Gownder, a principal analyst at Forrester Research. Gownder has been watching the company’s moves into the retail space. “They are going for cost-sensitive consumers, and if there…
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Dell to Sell Through Wal-Mart
Dell will make its first move into the retail channel starting on June 10, putting two of its Dimension desktop computers out to be sold through the world’s largest retailer, Wal-Mart. CEO Michael Dell hinted in April in a widely leaked memo that his company—known for its direct-only sales—would move into new channels, including retail.…
