Recent Articles
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HP to VARs: Quit Selling Printers and Start Selling Printing
Hewlett-Packard, the world’s leading printer manufacturer, wants to leave the printer business. The vendor that dominates the market, with a 45 percent share, wants to move itself and its VARs from selling printers to selling printing—pay-per-click, managed print services and document management solutions—that captures more customer wallet and speaks to the ways businesses use printing,…
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Novell Changes Leadership, Sticks to Linux Course
Novell announced June 22 that its board of directors has fired CEO Jack Messman and Chief Financial Officer Joseph Tibbetts Jr. In Messman’s place, the board appointed Ronald Hovsepian, who had been president and chief operating officer since October 2005. Messman, who had presided over Novell since 2001 when Novell acquired his Cambridge Technology Partners…
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HP’s Channel Services Business Outpaces Direct Sales
Hewlett-Packard is growing its services business through the channel four times faster than direct sales, one HP executive said. Channel partners selling services such as individual product Care Pack Services, more comprehensive Maintenance Contracts and Managed Services now account for 40 percent of new business for the HP’s Technology Solutions Group, which owns the vendor’s…
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FCC Adds VOIP to Universal Service Fund
The U.S. Federal Communications Commission on June 21 approved two changes in Universal Service Fund charges for carriers. The first was to change the “Safe Harbor” percentage for wireless carriers from 28.5 percent to 37.1 percent. The second was to require VOIP (voice over IP) carriers to contribute to the USF with a “Safe Harbor”…
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HP to Boost Channel Spending, Raise Margins
Hewlett-Packard this year is increasing channel incentives by more than 50 percent on some strategic product lines and bumping its channel spending by 20 percent, executives revealed June 20 at HP’s Americas Partner Conference in Las Vegas. The increased incentives, available for the second half of the fiscal year, apply to the industry-standard server business—including…
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IBM’s Contract Process Goes Paperless
Managing the paperwork involved in closing IT sales costs channel partners time and money, especially if the deal involves a behemoth such as IBM. With that in mind, IBM has gone paperless. Starting June 19, the vendor is making it possible for partners to manage any type of contract required for product sales and services…
