Recent Articles
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Dell’s Deals with Distributors
In all the buzz about direct-selling vendor Dell and its plans to finally make an honest partner out of the channel, one extremely significant fact has gone unmentioned: Dell already has a relationship with the IT industry’s largest distributors, Ingram Micro and Tech Data. The deal with Tech Data is reportedly worth several hundred million…
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The Channel Needs a K.I.S.S.
Everywhere you go these days, vendors—most notably Hewlett-Packard and IBM—finally are doing more than just talking about making it easier to do business with them. They’re actually doing something about it. Unfortunately, it’s going to take some time before most of them can unravel the mess of chaotic processes that have evolved inside their organizations…
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AMD Gets Graphic with Channel Partners
Looking to focus its market development funds on the best partners, Advanced Micro Devices has cut ATI’s channel partner ranks in half since it acquired the graphics chip maker less than a year ago. “Our marketing dollars were spread too thin,” said Matt Skynner, vice president of marketing for the graphics product group of the…
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Plug-and-Play MSP Platforms: A ‘Modern EDI’?
Tech Data’s plans to offer interoperable managed services tools to VARs looking to move into the managed services arena came as no big surprise to industry observers. But the company’s unveiling of its plan goes deeper than the three technology partners—ConnectWise, N-able and Trend Micro—announced during the distributor’s recent TechSelect conference in Salt Lake City.…
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Missing the MSP Mark
The way solution providers think about their companies needs to go through a major transformation in the coming years as the move away from products and toward services becomes more pronounced. For better or worse, most solution providers have seen themselves as an extension of their vendor partners and as such tended to rely on…
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