Recent Articles
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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.…
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Tech Data: Closures to Improve Profitability
Record sales were not enough to lift Tech Data Corp.’s profitability high enough to meet Wall Street’s expectations for the IT distributor’s first quarter, but CEO Bob Dutkowsky pointed out that the company’s recent moves have been designed for long-term profitability. “Underneath these earnings it is important to note that Tech Data continues to invest…
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Motorola Woos Wireless Partners
Motorola is launching a channel partner program, complete with market development support and technical training, for its wireless broadband products in North America. Program partners will get access to solutions from the Motorola MOTOwi4 portfolio of wireless broadband solutions and services for IP networks together with sales, technical and customized marketing support, the Schaumburg, Ill.,…
