Recent Articles
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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.…
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Justin Crotty: Setting Distribution’s Place in Service Delivery
Even before he was promoted to vice president of services, North America, Justin Crotty for all intents and purposes already was distributor Ingram Micro’s “services guy.” Crotty, whose promotion took effect in October, has worked tirelessly the last couple of years to develop and launch services programs for the Santa Ana, Calif., distributor’s solution providers…
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RSA’s Mike Ross: Read the Writing on the MSP Wall
If a pilot sees a weather pattern changing conditions in his flight path, he changes course. So do good channel executives. Like most channel executives, Mike Ross, area vice president of North American Channels at RSA Security, saw buying and selling patterns changing conditions in his intended path and redrew a channel plan to take…
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IBM’s John Callies: Keeping ‘Green’ in the Channel
There are few in the channel who pay regular attention to what Federal Reserve Chairman Benjamin Bernanke has to say. Fewer still follow the activities of the U.S. House and Senate committees hashing and rehashing the U.S. tax code. John Callies does. As general manager of IBM Global Finance, Big Blue’s finance and lending arm,…
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Charles Weaver: Managed Services’ Lobbyist
Not too long ago, Charles Weaver was the president of an organization preaching the gospel of the managed services business model on a lonely path to the few souls who would listen. Today that organization, the Managed Services Provider Alliance, boasts more than 300 member companies that now look to the alliance to not only…
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Alternative Technology’s Bill Botti: Bringing the Boutique to the Masses
Bill Botti has always taken distributor Alternative Technology’s name to heart. Since he took over as president seven years ago, Botti has come up with a number of creative ways to offer a distribution alternative to solution providers. For starters, Englewood, Colo., company carries a limited product line card, meticulously chosen with an eye to…