Recent Articles
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Westcon’s Comstor to Offer Cisco’s Unified Computing System
When Cisco Systems first introduced its Unified Computing System—a collection of data center products sold as a complete and integrated solution—the networking giant said initial sales would be direct only. But the game is changing and on Nov. 2 IT networking distributor Westcon Group announced a partnership with Cisco that will enable it to offer…
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Symantec vs. McAfee: A Rivalry Renewed
When solution providers and enterprise customers arrived in Las Vegas last month for the McAfee Focus conference, they were greeted at McCarron Airport by a sea of yellow signs—from the gate to the door—extolling the superiority of Symantec products. It was a marketing coup that didn’t sit well with the McAfee execs, who didn’t appreciate…
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Two Quick Contract Negotiation Tactics
In a tough market, it feels like all negotiation comes down to price and the customer always has the advantage. But master negotiator Bill Garcia, founder of Table Force, says there are tactics that businesses can employ anytime they are negotiating to get the best deal possible. Garcia shared a taste of his menu of…
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Adding Value through Reseller/ISV Partnerships
In an age of squeezed margins for IT hardware sales, everybody is looking for higher-margin value they can add to the deal, whether its integration, services or even software as a service. And one road that some VARs are traveling down to boost margins is partnerships with ISVs (independent software vendors). It’s value that resonates…
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VSR Business Optimization Summit a Success
Vertical Systems Reseller Magazine – commonly known as VSR – this week held its first conference in Philadelphia, and Channel Insider was both a partner and participant. The event drew a small but respectable group of resellers that crossed the spectrum of the channel – the point of sales, mobility and data capture resellers that…