Recent Articles
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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…
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Hummingbird, Veritas Tackle E-Records Management
Content management vendor Hummingbird Ltd. has joined forces with leading storage software vendor Veritas Software to provide a joint solution designed to help organizations better manage electronic records. The alliance will combine Hummingbird Enterprise for enterprise content management with e-mail and content archiving software Veritas Enterprise Vault 6.0. By combining the two products, the companies…
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Tradeshows: Not Dead Yet
Remember when President Clinton came to Spring Comdex? When Microsoft launched Windows 95 with 20,000 of its closest friends at the Omnidome in Atlanta? Or perhaps you can recall when Comdex was the biggest show in Vegas? Things have changed. The day of the mega-tech tradeshow is over. Oh, the guys behind Comdex still say…
