Recent Articles
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Exabyte Launches Tape-Automation SMB Reseller Program
In an effort to bring its resellers up to speed on the emerging tape-automation market and give them the tools they need to sell tape-automation technology to small and midsized companies, Exabyte has rolled out a new opportunity-analysis and technical training program for its VARs. The new VAR program focuses solely on Exabyte Corp.’s tape…
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RFID Still Not Good Business for VARs
When Wal-Mart decreed that its top suppliers would have to install Radio Frequency Identification (RFID) chips in pallet and case-sized loads, a lot of potential RFID users celebrated. It meant Wal-Mart and its cronies would be doing a lot of the work to get RFID working. Fast forward a couple of years and Wal-Mart’s cronies…
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Novell’s LSBS Looks Like a Good Reseller Package
For a long time now, if your customer wanted a small business suite, the only real choice was which of the various Microsoft Small Business Servers to buy. If your customer didn’t want to pay Microsoft’s price or be locked into a Microsoft solution, well, too bad. For most practical purposes, Microsoft was the only…
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Distributors Put Lid on Simmering Price War
More often than not VARs will tell you that price is not their primary consideration when sourcing product from distributors. But that hasn’t stopped IT distributors in recent months from pricing aggressively. Competitive pricing, especially among the big-three distributors, grew so intense late last year that channel observers wondered if an all-out price war was…
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New Teradata CEO Takes Aim at Government Market
With clear mandates for data sharing and tracking of complex requirements, it would make sense for Teradata, with its legendary data warehousing capabilities, to be everywhere in the federal government. But that assumption is wrong. In fact, except for a few installations in the Air Force, Navy and the U.S. Postal Service, the company is…
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Small Business Is a Big Deal
Small and midsize businesses will spend an estimated $163 billion on technology in 2005, more than two thirds of which flows through channel partners. It is no wonder, then, that vendors are practically tripping over themselves to launch channel programs aimed at SMB buyers. In the past month alone, SMB offerings have come from a…
