Recent Articles
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Novell Frees Upgrade Contracts from License Agreements
Novell is restructuring its corporate licensing framework to make license agreements more flexible and accessible to users. Beginning March 1, the Linux software company will no longer force users into CLAs (contract license agreements), which attached service and maintenance agreements to the software deal. Customers may now purchase VLAs (volume license agreements), which are purely…
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Demonstration Centers Take Out the Guesswork
For Lou Sciacchetano, vice president of IBM technologies at Agilysys Inc., results speak for themselves. While a vice president in IBM’s storage sales division, he said one measure, above all, worked to close sales. “When a customer came in for a demonstration, there was an 85 percent chance that we would close the deal,” he…
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Tech Data’s Raymund Leaves a Legacy of Stability
Steve Raymund has proved to be a pillar of stability in an industry where change is the very fuel that keeps the apparatus humming. For 19 years, Raymund has led with calm confidence and methodical precision what has become the world’s second largest IT distributor, Clearwater, Fla.-based Tech Data Corp. Now, the 50-year-old executive is…
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Sony Puts $500 of Muscle Behind Its Dell Trade-In Program
Sony Corp. aims to take a chunk out of Dell Inc.’s market share and boost channel presence by offering customers $500 trade-ins rebates on Dell notebooks and additional funds for resellers. The San Jose, Calif.-based vendor is offering Go Pro 2, a $500 rebate on its VAIO Professional BX line of notebooks for Dell notebook…
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Arrow Hires HP Channel Staff Vets to Focus on HP VAR Growth
Arrow Electronics, among the largest distributors of Hewlett-Packard products in the enterprise, announced this week it had acquired a pair of channel veterans from the vendor’s staff in a push to boost their HP VAR program. Arrow signed Ed Burke and Judy Lynch, both longtime HP channel executives, to its HP business unit to provide…
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Intel-Apple Relationship: Boon or Bust for VARs?
So Apple and Intel are finally seeing eye to eye and the first Macs powered by the leading chip maker are nearly ready to hit the market. At the recent Macworld event, Steve Jobs, the charismatic Apple CEO took the covers off the first Macs that will use Intel chips, showing off new iMac all-in-one…
