Recent Articles
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Appreciating the GRC Gift Horse to the Channel
While nobody likes the idea of increased regulation, the fact remains that recent spike in the number of rules that organizations need to comply with has been by and large a very good thing for the channel. In addition to creating any number of governance, risk management and compliance (GRC) opportunities, every time and organization…
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Solution Providers as Makers of the Data Center Peace
There has never been any love lost between IT professionals and the people that pay the electric bills for the data center. Facilities people don’t tend to care of environments that are not particularly predictable and IT people are not particularly well known for their appreciation of the cost of electricity or the difficulties associated…
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Time to Tear Down the IT Tower of Babel in the Channel
When you think about the complexity of the IT purchasing process it’s a wonder that anything ever gets bought, never mind actually accomplished. Most vendors have dissimilar ways of describing the same technology, there are endless variations of the same product and no one is quite sure what’s no longer available versus when something else…
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New Channel Venyu Opens in the Cloud
Solution providers of all sizes are trying to trying to navigate their way through cloud computing options that to one degree or another are all disruptive. The question that many of them are wrestling with is whether they should build their own cloud computing capability or opt to resell cloud computing services delivered by someone…
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Internet of Things Creates Interesting New Channel Possibilities
When it comes to providing IT services a lot of solution providers tend to focus their energies on back-office opportunities. But as the so-called “Internet of Things” continues to get more robust, it’s starting to looks like integration of back-office systems with any number of types of embedded systems may turn out to be a…
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IT Services Revenue at Heart of Most Channel Conflict
By and measure the delivery of services is by far and away the single most profitable segment of a solution provider’s business. The question then becomes what vendors and technologies drive the most amount of high-margin services revenue on behalf of the solution provider. According to Rob Sturgeon, chief delivery officer for ServiceSource, a provider…