Recent Articles
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Cisco Boosts Partner Profitability on Core Routing/Switching
Cisco Systems is trying to make it more profitable for its partners to sell core routing and switching products in an effort to take advantage of what the vendor sees as a global $23 billion (US) opportunity. As part of the Navigate To Accelerate program, the new Core Accelerator promotion provides additional margin and profit…
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Dell Seeks to Recapture U.S. Market Share
NEW YORK (Reuters) – Dell Inc DELL.O is still cautious about corporate technology spending, but plans to make acquisitions and aggressively pursue enterprise customers in an effort to win back market share in the United States. Steve Schuckenbrock, president of the No. 2 PC maker’s large enterprise business, said on Thursday that corporations in…
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Stimulus Package Could Be Shot in the Arm for Solution Providers
Solution providers may be the biggest beneficiaries of recent economic stimulus legislation, as a commitment to technology spending by the new administration opens up incredible opportunities for new customer wins and accelerated growth. “Technology will play a key role across almost all of the programs and spending addressed in the stimulus bill,” says Michael Balsam,…
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NetApp Chief: ‘We`re Not for Sale’
Ever since Cisco Systems unveiled its blade server strategy and Sun Microsystems revealed its desires to be bought, analysts and industry observers have questioned the viability of storage area network pioneer NetApp and speculated that it would be the next victim of industry consolidation. The day after announcing intentions to acquire deduplication vendor DataDomain, CEO…
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Death of the Salespeople
For the last 25 years the classic Type A personality sales person has figured prominently in just about every significant deal involving IT. They may not always have known a whole lot about IT, but usually they were proficient at establishing relationships and gaining the confidence of customers. But at the economy has turned, selling…
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Distributor Tech Data’s Q1 Net Income Soars 49% as Deal Pricing Stays Competitive
Seeming to defy the recession, Tech Data’s (NASDAQ:TECD) net income soared 49 percent year over year in the distributor’s first fiscal quarter. But the company did that on revenues that declined 17 percent year over year. That’s because not all revenue is good revenue, Tech Data CEO Bob Dutkowsky tells Channel Insider. Dutkowsky says that…