Recent Articles
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Rewarding the Channel’s Influence
As VARs, integrators and IT service providers move into the role of trusted adviser, it makes sense for vendors to recognize channel partners for more than product fulfillment. Often a channel partner plays a role in the sale but doesn’t actually make the sale. In these cases, the partner fulfills the role of “influencer” by…
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The Service Delivery Continuum: Implications for Solution Providers
Solution providers are looking for differentiation as commoditization relentlessly reduces the margin on IT hardware and software sales. The differentiator that many have chosen is service delivery. While hardware and software are following the path of price to cost as capabilities become more standardized, service can still command a high margin. The problem for many…
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Ingram Micro, MaintenanceNet Aim to Speed Maintenance Service Quotes
Looking to speed up maintenance service contract renewals for VARs so revenue can be recorded sooner, MaintenanceNet has launched an online self-service system as a new component to Ingram Micro’s Reseller Services Portal. Santa Ana, Calif.-based IT distributor Ingram Micro introduced the RSP (Reseller Services Portal) just under a year ago to help resellers and…
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HP Sees Linux Desktop Nearing Critical Mass
The good news, according to an HP executive, is that the company sees “the Linux desktop nearing critical mass.” The bad news, for would be off-the-shelf Linux desktop buyers, is that it’s still not there yet. Doug Small, HP’s worldwide director of open source and Linux marketing, explained that while “the number of indicators we…
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RSA Gets New Channel Chief
RSA has appointed Chris Clinton as director of worldwide channels, a new role at the security division of EMC. Clinton comes to RSA from software vendor Citrix Systems, where he served as director of worldwide business development. He joined Citrix in 2002 to run its North American marketing services and quickly was promoted to run…
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VARs Report Few Problems Following Daylight-Savings Switch
After several days of all-nighters, VARs and IT shops seemed to be breathing a collective sigh of relief on Monday, the first business day after the big daylight-saving time change. For the most part, VARs, MSPs, customers and vendors emerged unscathed from the event, but warned that it would take a few days for the…
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