Recent Articles
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Westcon Marries VOIP Product, Sales Training
Solution selling has long been touted as the way to greater reseller profitability. Sell an integrated product and service bundle that targets a specific customer “pain point,” the theory goes, and upwardly mobile margins will follow. Product vendors and distributors have been nudging resellers in this direction for years, but they have not necessarily provided…
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EMC Pulls the Pieces Together
Chief executive Joe Tucci is transforming EMC Corp. from a successful storage hardware maker to a developer of software that manages the data sitting in those disk arrays. At the EMC Analyst Day event in New York this month, Tucci predicted his Hopkinton, Mass., company would reach $8.1 billion in revenue this year, with much…
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EMC Extends Device Management
EMC Corp. is bulking up its ControlCenter storage resource management platform and expanding its offerings for managed service providers—two cornerstones of its strategy for centralizing management of heterogeneous storage infrastructures. ControlCenter 5.2, which the Hopkinton, Mass., company will introduce this week, adds a broad slate of connectivity features for managing multivendor storage environments, including interoperability…
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Microsoft Software Assurance: Opportunities Lurking for Resellers?
How can Microsoft do a better job with its Software Assurance licensing customers? Interviews with partners and users point in several directions: more compelling product releases, lower SA pricing, a less complex service model and major marketing improvements on Microsoft’s part. Meanwhile, some of the biggest fishes in Microsoft’s licensing pond see opportunities for smaller…
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You Don’t Have to Outsource out of the Country
The jobs are going away. They won’t be back. Here in my home, in the Blue Ridge Mountains of western North Carolina, it’s mostly light manufacturing jobs. But in the Silicon Valley; in Austin, Texas; in the Washington Beltway; and in Boston; it’s programming and help-desk jobs. In Redmond, Wash., it’s software architecture. You can…
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Proxim To Ship WiMax Equipment In 2005
Proxim Corp. said Thursday that it plans to ship fixed and portable versions of WiMax technology next year through a partnership with Intel. Intel, which is developing WiMax (or IEEE 802.16) silicon for shipment later this year, said it will work with Proxim to develop bases stations based on the technology early next year, then…
