Recent Articles
-
IBM Changes Terms, Loses Partners
IBM Shrinks Suppliers: Round Two IBM has been offering lower margins in return for higher volumes to its staff augmentation contractors, a move that has caused some to leave the business. Keane Inc. last month dropped its staff augmentation work at IBM, citing a recent change in IBM’s direction. Another IT services provider, Ciber Inc.,…
-
‘Information’ Part of IT is VARs’ Best Option
Las Vegas: The information-technology industry has always focused more on the technology than the information. But as margins tighten and customers seek more value, it’s time to shift the spotlight to information, Xerox North America President James A. Firestone told a gathering of VARs on Wednesday. “The t side [of the information-technology equation] is all…
-
Channel Roundup: CBL Data Recovery, String Bean, Avanton, Finjan and Xyratex
CBL Data Recovery Technologies launches a Web portal for channel partners, String Bean Software partners with Planet Technologies, Avanton inks a distribution alliance with Marketlink, Finjan signs a distributor agreement with Alternative Technology, and Xyratex signs an OEM distribution agreement with Condre Storage. CBL Launches Online Portal CBL Data Recovery Technologies Inc., of Armonk, N.Y.,…
-
Vendors: Eliminate Channel Conflict Now
It’s a story as old as the IT channel itself: A reseller contacts a vendor for product information to prepare a customer bid. Next thing you know, a vendor sales rep tries to steal the customer with a lower price. Such incidents could be the result of an unstated policy within the sales staff that…
-
ERP Makes a Comeback
Enterprise resource planning projects have been a staple of the integrator’s business for years. Implementations of ERP’s antecedent, MRPII (manufacturing resource planning), were a huge business long before the Web came along, and even before client/server computing, for that matter. But the ERP business has had its ebbs and flows, hitting a particularly low point…
-
Woe to the VAR that Walks Alone
I have said before in this column—and in light of the CompTIA Breakaway event being held the first week in August in Las Vegas I will say it again—partnering with other VARs is one of the most critical business decisions anyone in the channel can make. Partnerships should be a cornerstone to your business foundation.…
Get the Free Newsletter
Subscribe to Channel Insider to be informed on the changing IT landscape.