Recent Articles
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Access Distribution Deal Could Boost Avaya’s Reseller Footprint 24 Percent
Avaya hopes to add as many as 600 VARs to its roster as a result of a new partnership with Access Distribution. It would mean a 24 percent increase in Avaya’s reseller ranks to 3,100 and a much- needed boost in the channel, the company said. The agreement calls for Access Distribution, a General Electric…
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Symantec Defies Convention
As far as Symantec is concerned, product training is the vendor’s responsibility, but solution selling is up to the partners. That is the message implicit in the vendor’s decision to focus its channel partner training on products rather than solutions. As the vendor sees it, making partners experts on specific products will produce better results…
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Symantec Q1 Performance Rekindles Veritas Debate
When security software maker Symantec acquired data storage vendor Veritas in July 2005 for $10.3 billion to diversify it’s products in the face of a slowing market for anti-virus software, the risks of the deal were well-outlined. Symantec, the world’s leading provider of anti-virus applications and security software, was betting its future on a marriage…
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Asterisk’s Business VOIP Stars as Your Virtual Assistant
You’ve probably heard of Vonage and Skype, which offer decent Internet-based calling for individuals. But you should get familiar with Asterisk. This business-oriented VOIP (voice-over-IP) server uses a Web interface to put you in control of your phone system’s features and capabilities. And as a bonus, this system gives everyone in your office an easy…
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Zyme Helps Vendors Help Themselves
One of the toughest challenges IT vendors grapple with is keeping tabs on inventory once it reaches the channel. How much product is sitting in channel warehouses and how much has actually reached users on any given day is often a mystery. Discrepancies between vendor records and those of partners are more common than anybody…
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CompTIA’s Message to VARs: Sell What You’ve Been Giving Away
VARs have been giving away much of their value for little or nothing, just to make the deal, and it’s time they started charging, CompTIA officials told Channel Insider. For too long VARs have included implementation, setup, user training and other services as part of deals just to make the sale. But as hardware and…
