Recent Articles
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HP’s John Thompson: Bringing Stability and Trust to HP’s Channel
At the start of 2006, Hewlett-Packard was recovering from a fratricidal war between the company and its solution providers that had many people wondering whether the company had the will to not only compete with Dell but even survive. But while storms raged all around HP, the one man who stayed calm in the center…
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Cisco’s Edison Peres: Putting Partners on the Profitability Path
Just about every vendor executive today is fond of lecturing solution providers about profitability and the need to evolve their business models, but few companies actually put any skin in the game to help make that happen. That’s what makes Edison Peres, vice president for advanced and core technologies for Cisco Systems, stand out in…
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Taylor Macdonald: Bringing Partners’ Support to the Front Lines
As one of the few executives in the industry who has actually walked a mile in the shoes of a solution provider, Taylor Macdonald not only empathizes with the solution provider partners of Sage Software, but he also comes up with programs to help them deal with the business issues they face. In his role…
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Tech Data Boosts SMB Credit Options
Distributor Tech Data has teamed with IBM Global financing to give VARs better access to large deals for small and midsize businesses without the accompanying cash flow crunch. The program leverages IBM’s Flexible Credit, which IGF (IBM Global Financing) launched in November. IBM wants to give VARs in the United States access to credit lines…
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Vendors Get Smarter
Anyone who has been paying attention the last couple of years surely has noticed that doing business with the channel is very much en vogue at a growing number of IT vendors. A slew of vendors have come to grips with a reality that longtime channel observers have known for a quite a while: It…
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CompUSA Gets Microsoft Gold Status
CompUSA announced Nov. 30 it had achieved Microsoft Gold Certified Partner status, the same day it became the only retail outlet to sell the software maker’s most important products to small and midsize businesses. The certification grants the retail chain access to partner resources. CompUSA Management is also now the only retail outlet able to…
