Recent Articles
-
Commission Payments Fit the Bill for Services Vendor
When most vendors look to prime channel sales with better incentives, a margin boost is the answer. But when your revenue model is a recurring stream, such as hosted services, small monthly margins seem less attractive to VARs, and vendors may consider monthly payments to VARs that have little involvement after the initial engagement to…
-
Expect Continued Growth from the Channel in ’06, Analysts Say
Financial research firm Raymond James & Associates found little change in the channel for the fourth quarter of 2005 and expects little change in the forecast for 2006. IT distribution through the channel continued growing at 6.9 percent in the last three months of 2005, similar to the 5 percent to 9 percent growth seen…
-
Massachusetts CIO Resigns Over OpenDocument
Peter Quinn, the man responsible for bringing OpenDocument to the state of Massachusetts as CIO, will resign on Jan. 9, citing the controversy around the decision as well as personal attacks aimed at him as reasons for his departure. No announcement has been made as to a replacement. However, Quinn did stress to employees of…
-
Vendors, VARs Prepare to Refresh the Network
What happens when everyone has a router? What do vendors and VARs do when everyone in the market has their technology in hand? It’s a contingency that network vendors like Cisco Systems Inc. and VARs like NetworkGuys Inc., a network security provider, have been facing for several years. The answer, said Tim Carney, CEO of…
-
The Universal Truths of Channel Building
Some things are universal truths: The bigger the rush, the harder it is to find your keys. Or the slower your Internet connection gets. And if you’re an IT vendor trying to reach the widest and deepest customer base possible, you need to work with the channel. You need VARs, integrators and service providers to…
-
Partners Picture SMB Uses for Microsoft’s SCE
Microsoft Corp. conceived of its System Center Essentials as a way for small organizations to manage their IT assets, but before it even enters beta testing, management service providers and VARs say they already envision SCE as a tool for managing and monitor the assets of small organizations. SCE installed at an SMB (small or…
