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  • How to Win Deals and Influence CIOs

    Sara Driscoll

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    It is the million-dollar question: What makes a CIO or IT manager choose a certain VAR over another? According to our exclusive Ziff Davis Enterprise Research study, which examined both how CIOs choose a generalist VAR and a specialist VAR, some of the channel’s worst fears have been doused. When it comes to generalist solution… Read more

  • The Road to Managed Services Leads Through Backup and Recovery

    Michael Vizard

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    Every time you talk to solution providers they will tell you about the absolute loyalty of their customer base and how much control they have over those customers. We put that to the test by conducting a survey of senior IT executives to get their thoughts on what they think of their IT services providers… Read more

  • Best Buy Expects to Miss Targets

    Channel Insider Staff

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    NEW YORK (Reuters) – Best Buy Co Inc (BBY.N: Quote, Profile, Research) cut its fiscal 2008 profit outlook on Friday, saying it expects its fourth-quarter sales to miss its own target on lower-than-expected January sales growth, sending its shares down 4.5 percent. "The macroeconomic environment grew more challenging after the holidays," said Jim Muehlbauer, Best… Read more

  • Analyst: Microsoft Needs to Train More Partners

    Peter Galli

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    As Microsoft gears up for the Feb. 27 launch of Windows Server 2008, Visual Studio 2008 and SQL Server 2008—the biggest enterprise launch in the company’s history—it is aggressively readying its partners to handle the wave of demand it hopes will be generated for these new products. So important is partner readiness that Allison Watson, corporate… Read more

  • 10 Ways to Choose a Vendor Partner

    Sara Driscoll

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  • Time to Abandon Vendor Brands

    Lawrence Walsh

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    Ingram Micro’s Justin Crotty has a strong and surprising message for solution providers: Drop your vendors from your Web sites and marketing materials. "Services is the key differentiator," says Crotty, who oversees Ingram’s Seismic managed services program. "I’ve told the VARs over the past year to take the vendor authorization off their Web sites. They… Read more