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  • Websense Drills the Channel Home to Its Sales Force

    John Hazard

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    Part of moving Websense from a direct to indirect channel has involved reorienting the salesforce to accept and work with the channel, channel chief Dave Roberts told The Channel Insider. About half of the salesforce is now working with partners in territory organizations, while the remaining force continues the old practice to “keep paying the… Read more

  • Microsoft Wants Vista PCs to Pop

    Microsoft Wants Vista PCs to Pop

    John G. Spooner

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    Microsoft wants PC buyers to recognize a machine running its forthcoming Windows Vista operating system from afar. The software giant has already set out the minimum hardware requirements for a PC to run the operating system. Now it’s begun sharing ideas on how to design a Vista PC as part of what it calls the… Read more

  • The Time to Think About the Future Is Now

    The Time to Think About the Future Is Now

    Scott Ferguson

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    When Daniel Burrus thinks about the future, he does not contemplate current problems and conventional solutions. Instead, Burrus looks for problems that have not arrived and tries to solve those dilemmas with technology and innovations that may only be in their infancy. Thinking about unconventional problems and solutions, Burrus said at the CompTIA Breakaway Conference… Read more

  • Gateway Gives VARs Tickets to the Symphony

    Gateway Gives VARs Tickets to the Symphony

    Scott Ferguson

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    Gateway will begin offering its VARs access to the same training portal that its in-house sales staff currently uses as a better way for its partners to sell hardware to users and push more product through the channel. The portal, called Symphony, can be accessed through Gateway’s Web site and will become available to VARs… Read more

  • IBM Tools Allow Developers, Customers to Digest RFID in Bites

    John Hazard

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    A set of tools and resources from IBM’s alphaWorks division is introducing developers and customers to RFID in bite sizes. A testing environment and a kit to build radio-frequency identification capabilities into ISV applications will allow early adopters to move slowly and scale into what is still an emerging technology, IBM executives announced July 31.… Read more

  • A Failure to Communicate

    Michael Vizard

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    As we head into the second half of 2006 it seems an appropriate time to reassess how solution providers are feeling about their business, especially given that the second quarter offered a pretty tough selling environment. A survey of over 1,000 solution providers conducted by CompTIA, an association for solution providers that is hosting its… Read more