Recent Articles
-
Dell Unifies Its Software Channel
Although change is afoot at Dell—as shareholders vote Sept. 12 on Michael Dell’s plan to take his namesake company private—the basic channel strategy the company is developing will remain essentially the same. Dell will continue to morph into a provider of services that it will sell both direct and through its channel partners. To achieve…
-
Lax Renewal Processes Result in Billions in Lost Revenue
Lax Renewal Processes The Value of Renewals It’s easy for solution providers to take their eyes off the renewal ball. Recurring Revenue: Six to Seven Times More Profitable, Grows on Average 8% a Year, vs. 6% for New Revenue, Vendors Overestimate Renewal Rates by 10% to 20%, Best Practice Vendors Increase Renewal Rates on Average…
-
Aria Simplifies Recurring Billing for the Channel
Aria Systems has developed a cloud-based unified billing product that addresses the challenges faced by businesses that sell recurring revenue products and services through multiple channels. The Unified Channel Billing platform enables the entire billing process in each channel to be automatically managed and reported for each entity in the chain. The platform supports recurring…
-
SAP Pushes the Channel Toward the Cloud
SAP is seeking to get closer to channel partners that are making the transition to the cloud sooner rather than later. While SAP still values partners that resell traditional software and hardware, the rate at which customers are moving to the cloud has the company looking for partners that can push adoption of everything from…
-
Adobe Reaches Out to the Channel via the Cloud
Not too long ago Adobe Systems changed the way its sells software to reflect the realities of digital distribution. Now, it’s looking for help from the channel to maximize the profitability of that new online distribution model. Adobe has unfurled a new option for licensing Adobe Creative Cloud under which teams of end users can…
-
Asigra Creates New Pricing Model for Backup, Recovery
By Gina Roos and Michael Vizard As part of an effort to rectify what it describes as a fundamentally broken pricing model for cloud backup, Asigra, a cloud backup, recovery and restore software provider, has introduced a new pricing model that seeks to decouple backup from the recovery process. Instead of charging customers a flat…
