Recent Articles
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Printer Sales Problematic for VARs
Like most of the rest of the technology industry, the hardcopy peripherals market has completed a brutal year, according to IDC’s latest numbers. Overall, the worldwide hardcopy peripherals market declined 21 percent year over year in 2Q09 to 24.1 million units. Shipment value declined 23.2 per cent over the same time period to $11.6 billion.…
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CompTIA Cancels Managed Services Event
The Computing Technology Industry Association has cancelled its Managed IT Services Summit scheduled for October 7 to 9, citing an oversaturation of managed services events and logistical challenges. The MITSS event, produced in partnership with MSP Partners, was billed as a business development event at which existing MSPs and solution providers interested in entering the…
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Server Numbers Weak in Q2, But More Positive Signs Ahead
IDC’s Worldwide Quarterly Server Tracker recorded poor numbers in Q2. Factory revenue in the worldwide server market declined 30.1 percent year over year to $9.8 billion, the fourth consecutive quarter of revenue decline and the lowest quarterly server revenue since IDC began tracking the server market on a quarterly basis in 1996. Server unit shipments…
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VMware Puts Partner Opportunity Front and Center
The cloud is a major focus at VMware’s VMworld conference, but given that the cloud has been front and center in virtually every IT event, analyst report, press release or news story for many months, it was pretty much a given that it would be. Since VMware launched its vCloud initiative a year ago it…
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How to Recession-Proof Sales with Consultative Selling
In the dog days of the recession the pressure may be on sales representatives to push harder, close those deals and make the budget—and that includes sales representatives at solution providers. But anyone who has pushed and failed knows that hard-sell tactics can backfire. Is there another answer to resurrecting sales opportunities during the economic…
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Five Fundamentals to Secure Virtualization
As channel partners look to help their customers roll out new virtualization projects, some of the top objections they’ll encounter before installing a greater density of virtualized infrastructure revolve around security. According to a new survey released at VMworld this week by Sunnyvale, Calif.-based Centrify, security is the leading roadblock to virtualization, with 46 percent…