Recent Articles
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Cisco Takes IP Networking to SMBs
In an effort to make inroads in the SMB market, Cisco Systems Inc. this week is launching two sets of IP networking products and services. The goal is to offer small and midsize businesses the communications capabilities that typically only larger enterprises enjoy. For small businesses, Cisco’s new Business Communications Solution suite includes an SMB-class…
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HP Inks Deal to Acquire Peregrine Systems
Hewlett-Packard Co. continued its string of software acquisitions on Monday when it announced a pact to acquire asset management and IT service management provider Peregrine Systems Inc. for $425 million. Despite an accounting scandal and bankruptcy filing for Peregrine within the last few years, HP found that the San Diego, Calif., company has put in…
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Oracle Adds New Channel on March to Midmarket Success
Setting its sights on the small and midsize business marketplace, Oracle Corp. has called on three large distributors to build a channel to reach those customers. The software giant also signed a reselling agreement with PC maker Dell Inc. to carry the Oracle E-Business Suite and JD Edwards applications. The distributors are Avnet Inc., Ingram…
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Managed Services Vendor Opts for Anonymity
Kaseya is becoming a well-known brand among VARs and integrators adopting the managed services model, but most end-user customers have no idea what Kaseya is. And that’s just fine with the San Francisco-based company, which has opted to license its managed-services platform to channel partners strictly under a private-label model. A channel partner buys a…
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Lenovo Ramps Up ThinkPad Channel Program
Lenovo International, the new owner of IBM’s former PCD (PC Division), is ramping up a program for resellers and other channel partners that makes use of IBM’s long-time channel structure while also placing a bigger emphasis on SMBs. The blended company, which brings together staffers from China-based Lenovo and the old PCD, will focus on…
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Company Aims to Unite Vendors and VARs
Ed Chapman says most vendors and VARs fail to make the most of their channel partnerships. According to Chapman most vendors treat their channel programs like a “bolt on,” adding VARs and training them to sell more of what they’ve already created a market for. Most VARs, meanwhile, treat their partners like a manufacturer, simply…
