Recent Articles
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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…
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Troubled Telephony Integrator Transcend Picked Up by Fastech
In a sign that could mark a shift toward greater stability in the IP telephony and networking market within the channel, Minneapolis, Minn.-based Transcend Communications announced that it will be acquired by Philadelphia, Pa.-based Fastech Investment Group at the end of the month. A VAR and system integrator of IP telephony, network and video solutions,…
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Cisco’s Data Center Ambitions Stir the Pot
In an industry ripe with vendor rivalries, the latest battleground is notable for its many-against-one flavor. Alliances have been forming in what appears to be a mission with a singular goal: Anyone but Cisco. Clearly, Cisco’s breaking beyond its networking roots in a quest for dominance in the data center space has rattled more than…
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10 Biggest Blogging Bungles
10 Biggest Blogging Bungles Yes, your blog may be a marketing vehicle. But people don’t follow blogs to be sold or pitched. They visit to be informed, entertained and occasionally even titillated. Sex sells. Version 2.1 of Vendor X’s product does not. No Title This one may be a know brainor. But speeling and grammer…
