Recent Articles
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Websense Teams with Citrix on Web Security
Web security and filtering software vendor Websense is integrating its technology with Citrix System’s Presentation Server to give customers more granular access controls and Web site monitoring. The integration of Websense Enterprise and Websense Web Security Suite version 6.3 with Citrix Presentation Server is available to channel partners immediately. Websense has a strategy to move…
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Cisco’s Goldilocks Product Strategy for the Channel
One of the oldest and better-known sayings in this business is that where there’s mystery there’s profit, and nothing is better for the channel than when high demand and mystery come together at the same time to create high-margin opportunities in volume. That seems to be what’s happening in the network infrastructure space as a…
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D&H to Carry Panasonic Rugged Notebooks
D&H Distributing wants to get tough with its VARs. The Harrisburg, Pa., IT distributor announced on Dec. 4 that it would start carrying Panasonic’s line of Toughbook rugged and semirugged notebooks. Rugged or “ruggedized” notebooks are built with special metal cases that are designed to withstand shock and exposure to the elements. The internal components,…
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12 Who Made a Difference in 2006
While everybody likes to talk about what the channel should be doing now or what they might do someday for the channel, not everyone actually follows the rhetoric with action. So it’s important to recognize and appreciate the people in any given year who actually put what they preach into practice. With that in mind,…
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Gary Gillam: Pushing Vendors and VARs to Transform
Gary Gillam may be better known for his day job as Xerox’s channel chief, but it’s his work as chairman of the board of the directors of CompTIA for 2006 that got everybody’s attention. Thanks to Gillam’s prodding, CompTIA has evolved from being a steward of vendor-neutral certification standards to an association that has made…
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EMC’s Steve Houck: Building Storage Opportunities for SMB VARs Too
EMC traditionally has been known as an enterprise storage company, but that changed last January after Steve Houck became vice president of sales for the vendor’s Insignia. With a 100 percent channel play, the vendor in the past year has created a storage market for solution providers selling into the small and midsize business sector.…
