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  • ViewSonic Enhances Program to Close More, Chase Less

    ViewSonic Enhances Program to Close More, Chase Less

    John Hazard

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    Several additions to ViewSonic’s Access partner program, including leads from the vendor and financing, are designed to help resellers close more deals and sell more rather than chase opportunities. A response to partner demand, the reseller is moving resources into demand generation and delivering partners “hot” pre-qualified (proven interest) leads, backed up with sales support,… Read more

  • Microsoft: Ayala Out of Channel, SMS&P to Report to COO

    John Hazard

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    Orlando Ayala is leaving Microsoft’s channel organization and the SMS&P (Small and Mid-Market Solutions and Partners) group and is moving to a position directly under COO Kevin Turner as part of a restructuring to align business units with business goals. SMS&P moves from under the Microsoft Business Solutions, led by Doug Burgum, senior vice president… Read more

  • Intel to Launch Channel-Only SKU for Dempsey

    Intel to Launch Channel-Only SKU for Dempsey

    John Hazard

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    Intel is releasing a SKU of its dual-core Xeon 5000 series priced at $180 for sale exclusively by the channel as it makes the 5000 lineup, code-named Dempsey, its price play. The dual-core Xeon 5030 processor, based on the chip maker’s new core microarchitecture, will be available exclusively through Intel’s channel of system builders and… Read more

  • ‘Woodcrest’ Opens Services and Solutions to Partners

    ‘Woodcrest’ Opens Services and Solutions to Partners

    John Hazard

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    Intel’s dual-core Xeon processor 5100 series, the chip maker’s latest microprocessor platform for servers, does something for the channel no other Intel product has done before. The dual-core chip set, formerly code-named Woodcrest, allows solution providers and system builders a chance to build services and business problem solutions to add to the Intel war chest,… Read more

  • Knowing When to Fire a Partner

    Knowing When to Fire a Partner

    Pedro Pereira

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    Sometimes it makes sense to fire partners. Just as it is pointless for channel partners to represent vendors that don’t do right by them, it is equally senseless for vendors to buoy unprofitable partners. But, of course, it takes discipline and a whole lot of self-examination for a vendor to make the difficult decision of… Read more

  • HP to VARs: Quit Selling Printers and Start Selling Printing

    HP to VARs: Quit Selling Printers and Start Selling Printing

    John Hazard

    Categories: ,

    Hewlett-Packard, the world’s leading printer manufacturer, wants to leave the printer business. The vendor that dominates the market, with a 45 percent share, wants to move itself and its VARs from selling printers to selling printing—pay-per-click, managed print services and document management solutions—that captures more customer wallet and speaks to the ways businesses use printing,… Read more