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  • Tech Data to Help VARs Increase Their Cisco Service Business

    Scott Ferguson

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    Distributor Tech Data has trained more than 100 sales representatives in a Cisco Systems. incentive program to encourage solution providers to attach services to product sales. The program, called the ARM (Attach, Renew, Multiyear) Service Incentive Program, is designed to educate resellers on how to sell, renew, offer upgrades to and help lock in service… Read more

  • Microsoft to Put More Cash in the Channel Through Lending

    Microsoft to Put More Cash in the Channel Through Lending

    John Hazard

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    Microsoft is ramping up its finance operation to pump potentially billions of dollars into the channel as part of the momentum it is trying to build for adoption of its largest-ever product release. Microsoft Financing announced this week at the vendor’s Worldwide Partner Conference “6/50,” a one-year promotion that allows customers to finance IT solutions,… Read more

  • Microsoft Challenges Partners to Take Market Share from Rivals

    Microsoft Challenges Partners to Take Market Share from Rivals

    John Hazard

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    Microsoft will not allow Google to win in the enterprise search business, Chief Operating Officer Kevin Turner told partners July 13 at the software vendor’s Worldwide Partner Conference. “That’s our space, that’s our house,” he said, rallying the troops responsible for 96 percent of the company’s revenue. “They’re not going to take food off our… Read more

  • Dell to Cut PC Rebates, not Prices

    Dell to Cut PC Rebates, not Prices

    John G. Spooner

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    Dell has decided do away with rebates in an effort to get to the bottom line on its PC prices. As expected, the PC maker will begin phasing out rebates and other special offers in August in favor of presenting lower prices upfront to SMBs (small and midsize businesses) and consumers in the United States,… Read more

  • Microsoft Works Hard to Win Over Partners

    Microsoft Works Hard to Win Over Partners

    Peter Galli

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    Editor’s Note: This is the third in a series of articles that examines Microsoft’s strategy of gaining market share and driving new solutions to market through its partner base. BOSTON—Microsoft may not have answered all the questions prospective partners had when they attended a summit before the company’s annual Worldwide Partner Conference here, but it… Read more

  • Linux Firms Expect to Thrive on VARs’ Windows Frustrations

    Linux Firms Expect to Thrive on VARs’ Windows Frustrations

    John Hazard

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    For a managed service provider on a fixed-fee model, downtime and service calls mean less margin. A pair of Linux vendors appearing on the SMB (small and midsize business) landscape—Xandros and Collax—expect to capitalize on that rock and hard place with a Linux end run around the downtime and outage issues that eat into that… Read more