Recent Articles
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Strange Bedfellows Have Become the Microsoft Norm
For as long as anyone in IT can remember, a focus on controlling the platform on which an IT solution is delivered has influenced every action taken by every IT vendor. No vendor was more focused on that issue than Microsoft. Extending the Windows franchise drove every strategy the company employed for over three decades.…
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Microsoft Details Massive Reorganization Plan
In what amounts to one of the most ambitious efforts ever to align channel partner sales efforts with a vendor’s sales organization, Microsoft revealed how it plans to go to market in collaboration with partners in the wake of a massive corporate reorganization. At the Microsoft Inspire 2017 conference, the company took the wraps off…
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Lenovo Changes Its North American Channel Focus
As Lenovo prepares for a Lenovo TechWorld conference in China, the company’s approach to the channel is evolving in North America. Sammy Kinlaw, channel chief for Lenovo in North America, said the firm is endeavoring to focus its channel partners on higher-margin PCs, while also creating a dedicated data center channel program. Previously, Lenovo had…
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Cisco Boosts Appeal of Enterprise Licensing Agreements
Now that Cisco has extended the scope of its enterprise licensing agreement to include Cisco security technologies and collaboration software, the company’s partners are naturally excited to wield a new weapon against Cisco competitors. The minimum contract value to be eligible for a Cisco enterprise licensing agreement (ELA) is now $250,000. Previously, a Cisco One…
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New IBM Channel Chief Looks to Cloud Services
It’s no secret that IBM is under pressure from investors to accelerate the rate at which the products it sells are consumed as subscription services delivered via the cloud. Perhaps in response to that, IBM recently promoted John Teltsch to become its new global channel chief in the wake of Marc Dupaquier’s retirement. Teltsch has…
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Veeam’s Partner Programs Target Cloud Growth
Veeam Software has launched several partner-centric initiatives for its Always-On Enterprise platform. The offerings include a new partner program, called the Veeam Accredited Service Provider (VASP) program, which delivers new or increased benefits for marketing promotions, technical service, demos and training aids, as well as co-branding and marketing. The new announcements also present new opportunities…
