Recent Articles
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Kaspersky Kicks Off Program for Security VARs
Hoping to grab a bigger piece of the world’s growing security software pie, Moscow-based Kaspersky Lab has launched a North American resellers program that departs from tradition in several ways. “We’ll be the only anti-virus company to do all of our sales in North America through third-party resellers,” said Randy Drawas, Kaspersky’s vice president of…
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Is IT Spending Slowing?
News of the nation’s slowing economic growth rate has given channel players something to think about. The gross domestic product rose at an annual rate of 3.1 percent in the first quarter, according to the Commerce Department. That’s down from a 3.8 percent growth rate in the previous quarter. So, is the economy weakening or…
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Lenovo Deal Holds Promise for Channel
Now that IBM’s sale of its Personal Computing Division is final, part of the legacy new owner Lenovo Group Ltd. has to live up to is the unwavering commitment IBM has made to the channel in recent years. Little has been heard from Lenovo as of yet, but channel partners like what they have heard…
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Channel Building 101
If you’re a technology vendor, building a successful reseller or VAR channel could either make or break your organization. Nearly every successful computer company—from hardware vendors such as IBM and Hewlett-Packard, to software developers, like Microsoft and Oracle—owes a large part of its success to its channel partners. Great products and technology advancements need representation…
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CompTIA Helping VARs Switch FOCUS to Solutions
Too many VARs lack the solution-selling orientation increasingly necessary to remain in business and provide a reliable channel for manufacturers, according to industry trade association CompTIA. To remedy the situation, the association is forming a committee of manufacturer representatives who will assess current VAR business models and make recommendations on how to successfully switch to…
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BMC Appoints IBM Vet New Channel Chief
A wave of recent channel changes at BMC Software Inc. reached a crescendo this week when Lori Cook was named vice president of global services, channels and emerging markets at the enterprise management software provider. Cook joins Houston-based BMC as vice president of global services, channels and emerging markets. Cook is a 24-year veteran at…
