Recent Articles
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HP’s Future Just Got Brighter
Sometimes a vendor makes a move that indisputably makes so much sense, one has to wonder why nobody thought of it before. Such is not the case with Hewlett-Packard’s decision to redirect its direct sales organization in Colorado to a partner-supporting role. Partners for years had been clamoring for the Palo Alto, Calif.-based vendor to…
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Vendors Find Themselves Out of Line
IT vendors have a dim view of their own efforts to make sales and marketing match their customer’s needs. In a recent survey of sales executives by IDC Corp., respondents gave themselves a collective grade of 66 out of 100 for the ability to identify customers’ buying process and meet it with a sales process.…
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Phoenix Eyes U.S. Presence Through Channel
Phoenix Technologies Ltd. will launch an enterprise reseller program in the U.S. in coming weeks to market its endpoint security products. The company, perhaps best known for its BIOS products, has typically worked with systems builders and OEMs. But Phoenix plans to broaden its channel initiative as it rolls out products such as TrustConnector 2.…
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HP’s Decision to Clearly Define Direct Accounts Wins Points with Partners
For VAR HMP Networks, investing on a customer relationship has been tricky because company executives always feared Hewlett-Packard Co. swoop in and scavenge the account. “That fear was always there,” said Romi Randhawa, president of HPM Networks, of Fremont, Calif. That is because of the vendor’s practice of selling directly to customers, sometimes steering them…
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HP Defines Customer Engagement Rules
Hewlett-Packard Corp., this week set in stone which of its current customers were fair game for its direct sales force, and left the remainder to channel partners as part of a redefined go-to-market approach. Current customers on a list of “named accounts” will continue to be targeted by the Palo Alto, Calif.-based company’s in-house sales…
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MS Learning Tools Add Training to Partner Service Package
Microsoft Corp. rolled out a new training solution model today—alongside the release of SQL Server 2005 and Visual Studio 2005—that will allow partners to add training as part of service packages, and speed up the adoption of the applications by partners and business clients, the company said. Learning tools associated with the applications were released…
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