Tag: to

  • Big IT Players Aim to Simplify Data Center with XML

    Big IT Players Aim to Simplify Data Center with XML

    Paula Musich

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    Ten major IT vendors including IBM, Microsoft, Intel and Hewlett-Packard on July 31 launched a standards initiative to create a common method using XML for describing network elements, servers, applications and other IT resources. The group, which also includes BEA Systems, BMC Software, Cisco Systems, Dell, EMC and Sun Microsystems, published a draft specification for… Read more

  • Nortel: Strengthening Channel Sales Is Key to Growth

    Nortel: Strengthening Channel Sales Is Key to Growth

    Scott Ferguson

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    Nortel, the Canada-based telecom equipment supplier, is gearing up to push more of its products through the channel, increase its revenue through these sales and strengthen its relationship with its VARs. The new commitment to the channel comes after the Toronto company inked a new deal with Microsoft to develop telephone systems that will operate… Read more

  • CompTIA’s Message to VARs: Sell What You’ve Been Giving Away

    CompTIA’s Message to VARs: Sell What You’ve Been Giving Away

    John Hazard

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    VARs have been giving away much of their value for little or nothing, just to make the deal, and it’s time they started charging, CompTIA officials told Channel Insider. For too long VARs have included implementation, setup, user training and other services as part of deals just to make the sale. But as hardware and… Read more

  • Symantec to Push Product Training over Solution Training

    Symantec to Push Product Training over Solution Training

    John Hazard

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    Symantec made a significant shift in how it enables its 60,000 partners when it announced a new sales training curriculum July 24 that focuses on the vendor’s products and not the solutions in which they fit. Beginning with 18 Web-based Symantec Sales Expert training programs to be rolled out this week and next, partners will… Read more

  • Synnex Teams with MaintenanceNet to Manage HP Service Contracts

    Synnex Teams with MaintenanceNet to Manage HP Service Contracts

    Scott Ferguson

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    Distributor Synnex is partnering with MaintenanceNet, an online management company, to help manage and track service contracts with one of its largest product lines—Hewlett-Packard. The partnership allows Synnex, based in Fremont, Calif., a way to increase revenue for itself and its VARs through service contracts on HP hardware, as well as a way to provide… Read more

  • Hitachi Lines up Vertically to SAP

    Hitachi Lines up Vertically to SAP

    Channel Insider Staff

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    Hitachi Consulting is moving its SAP practice toward a vertical operation to leverage SAP AG’s go to market strategy launched in January, the company revealed. Under a redesigned go to market strategy in the SME, SAP is relying on its partners to both extend its reach into the segmented market place and make its All-in-One… Read more