Recent Articles
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Time to Get a Better Class of Sales Management Tools for the Channel
As organizations move to align the sales process with the management of whole customer experience strategy the way vendors need to manage sales teams both inside and outside the company is rapidly evolving. Instead of making gut decisions based on spreadsheet data that may be prone to errors, there is a class of new sales…
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Advanced Servers to Force New Conversations about IT
Whether it involves IBM, Cisco or Hewlett-Packard a common theme has emerged in recent months as it relates to IT spending. Customers will invest more in IT if only IT wasn’t so difficult to manage. Studies show that customers on average spend 70 percent of their budget on maintaining the systems they have. Logic dictates…
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Multiple Flavors of Windows to Drive Desktop Virtualization
Most companies at this point find themselves managing a mix of Windows systems given the fact that the migration to Windows 7 from Windows XP is taking place gradually. Many of those same companies are now also evaluating the forthcoming release of Windows 8, which means at some point in the next year or so…
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BPM Opportunities for the Channel Remain Largely Untapped
Success for solution provider is all about driving change. Unless customers have some motivation to develop a new business capability or enhance an existing one, they really have no reason to invest in new IT systems. Unfortunately, while most solution providers have a wealth of technology skills, they usually don’t have much insight into a…
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Virtualization Creating Storage Opportunities for the Channel
IT history can arguably be defined by the movements of bottlenecks. Every time there is an advance in one area it tends to create a bottleneck somewhere else that needs to be addressed by new technologies. There’s no better example of that today than virtualization. As IT organization get more comfortable with virtualization they are…
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Quality of Free Antivirus Software Creates Quandary for Channel
On one level solution providers that sell end point security software are going to be upset. Check Point Software Technologies has announced an upgrade to its it free ZoneAlarm security software that not only now includes a firewall, but also performs as well as most commercial software offerings. In tests performed by performed by AVtest.org,…