Recent Articles
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The High Costs of Outsourcing
I recently led a session on IT outsourcing at the Outsourcing Institute’s Roadshow in Chicago. The daylong event included an exceptional presentation by Sara Parker Enlow from Vantage Partners about relationship management that I believe would be of great interest to solution providers. Vantage Partners, of Boston, works with firms on conflict resolution. Enlow’s presentation…
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CA’s Channel Strategy Gets on the Right Track at Last
A lot of goodwill seemed to come out of CA’s annual event in Las Vegas this week. Promises were made and partners seemed content. Executives at the Islandia, N.Y., software maker vowed during CA World to work with the channel, promising to push the company’s percentage of indirect sales to 20 percent in the immediate…
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CA Vows Commitment to Channel
CA didn’t find the channel, the channel found CA. Computer Associates International Inc.’s sales and channel leaders have decided to build an indirect channel business because the market demanded it, and they are embracing the concept full force, according to those same executives. “We are never going back [to direct-only sales],” said James Hanley, CA’s…
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Ingram, Tech Data Gear for Growth
At the IT Supply Chain Conference in New York on Tuesday, major IT distributors Tech Data Corp. and Ingram Micro touched on strategies ranging from internationalization to product area expansion as ways of growing their companies while staying true to their “core businesses” of providing services through VAR partners. Ingram Micro really “took it on…
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Grocery Retailer Awards $500M in Outsourcing Deals
Less than three weeks after one major food retailer rejected outsourcing, the world’s fourth largest grocer announced that it will have a go. Royal Ahold, based in Amsterdam, the Netherlands, on Monday handed out more than $500 million in outsourcing contracts to a trio of companies: Electronic Data Systems Corp., NCR Corp. and Atos Origin…
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Managed Services Model Demands Accountability
Customers expect reliable, secure service once they make the decision to outsource IT functions to a managed services provider. And that raises the provider’s level of accountability to inescapable levels. “The true value of what the MSP offers is accountability, a single neck to choke and a removal of a lot of the excuses of…
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