Recent Articles
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Focus Is Critical to Solution Providers
Personal effectiveness experts such as Robbins, Covey and Peters have made careers out of helping professionals achieve a sense of personal focus. Unfortunately, there is little in the literature concerning business focus. Focus for both professionals and businesses, including solution providers, is the art of identifying what is important and directing the majority of your…
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Lenovo Thinks Small
Lenovo Group LTD is pitching a new low-price ThinkCentre desktop in an effort to gain more of a following in the small business market. The PC maker, created in May when China’s Lenovo closed its multi-billion-dollar purchase of IBM’s PC division, launched the ThinkCentre E Series, which starts at $379, on Tuesday. The desktop shows…
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MailFrontier Moves Toward Channel-Only Model
E-mail security vendor MailFrontier Inc. plans to shift 100 percent of its sales to the channel within a year. The company is well on its way, having already moved three quarters of sales to channel partners as of its last quarter, said MailFrontier CEO Anne Bonaparte. The channel-only approach is the most cost-effective way to…
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Google’s Channel Scheme Irks VARs
Sometimes even editors need confirmation. Every once in a while I have an initial harsh opinion, or a positive one, on a vendor’s channel strategy and I always try to run my thoughts by a handful of trusted VARs to keep myself in check. Such was the case when I first heard about Google’s grand…
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Channel Plays Dual Role For BSM Vendors
The label “two-faced” is normally seen as pejorative. But that’s not the view of business service management vendors that have found allies in the integration and outsourcing sector. BSM makers now target those service providers as end customers and as a sales channel for their products. This dual role has sparked numerous conversations between software…
