Recent Articles
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Spy Killer Webroot Refines Channel to Target the Enterprise
Security firm Webroot Software cut 85 percent of its 2,000 VARs and fit the remainder into a formal partner program as the company sets out to dominate the corporate spyware market, which it calls a wide-open opportunity. The Channel Edge Partner Program fortifies Webroot’s VAR relationships and allows the company to deliver more support to…
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Xactly Sheds Light on Partners’ Sales Pictures
The common practices for tracking partners’ sales statistics are too murky for Chris Cabrera’s liking. The reliance on Excel spreadsheets and sales reports delivered months behind can leave partners in the dark about their performance and thus they could fail to capitalize on incentives, Cabrera said. While working for software maker Callidus, which produced sales…
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CA to Open Thousands of Direct Accounts to Channel
Software maker Computer Associates announced Feb. 27 that it would begin migrating thousands of named accounts to the channel from direct sales, as the vendor seeks to leverage the business expertise of partners. CA was unable to provide firm numbers, but it would be several thousand customers, most starting at the small end of the…
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Get with the Client
For a number of years now, we’ve all been looking for the mythical refresh of the enterprise desktop. By any measure, we’re theoretically overdue for this event by at least two to three years. But a quick look at the financial numbers for both Dell and Hewlett-Packard would suggest that the primary growth engine for…
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Getting Ahead with Microsoft’s Front Runner Program
What does Microsoft’s Front Runner program for SQL Server 2005 mean to channel partners, in concrete terms? For the first time, Embarcadero Technologies is going to be big in Sao Paolo, big in Asia—big in places it could never reach before with its database management technologies. For its part, Tenrox is on track to get…
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Anthology Beats Channel Conflict by Padding VAR Margins
Direct resellers such as CDW and PC Mall, even retail chains such as Circuit City, have always been a thorn in the side of VARs selling to the small to midsize business market. But the vendors they serve cannot ignore the volume and market reach such outlets afford in a market where the lines between…
