Recent Articles
-
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,…
-
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,…
-
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…
-
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.…
-
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…
-
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…
