Recent Articles
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Do You D-Gen It Alone or Get Some Help?
As vendors catch on to the idea that marketing with their solution partners yields better results than marketing around or through them, solution partners are suddenly faced with a choice: How should I prioritize my investment in (and even choose to work with) leading vendors based on their channel marketing acumen? Top vendors such as…
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Managed Services: An Issue of Control
During a Ziff Davis eSeminar on May 10, one of the audience’s first questions was about ceding control of IT systems to a managed service provider. The audience comprised hundreds of end users, who naturally have concerns about what it could mean to their business should a provider they engage under a managed services contract…
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Open-Source E-Mail Provider Enhances Partner Program
Open-source enterprise messaging provider Scalix plans to enhance its partner program by offering via Red Hat Exchange a subscription version of its e-mail and calendaring product for small businesses, starting this summer. The move makes the technology more widely available to SMBs (small and midsize businesses), company officials said in a statement. The Red Hat…
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Vendors Love VARs Best
VARs and system integrators are of the highest strategic importance to their vendor partners—much more so than distributors, direct market retailers and especially traditional retailers like Best Buy. In fact, traditional VARs, also known as resellers, are considered by vendors to be the most important and strategic type of partners they have. That’s according to…
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Citrix Gets New Channel Chief
Citrix Systems has shuffled its sales organization, naming a new channel chief in the process. Al Monserrat, currently vice president of North America, will now become Citrix’s new channel chief, serving as the company’s vice president of channels, strategy and sales operations. In his new role, Monserrat will be responsible for relationships with the CSA…
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HP Names New Channel Exec
Hewlett-Packard has named an outsider to serve as its new director of volume distribution channels for the Solution Partners Organization in the Americas. Gary Koopman, 52, brings more than 25 years of experience to his new role at the Palo Alto, Calif., computer systems and technology company, where he will oversee all sales, strategy and…
