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Time to Tear Down the IT Tower of Babel in the Channel
Categories: News and TrendsWhen you think about the complexity of the IT purchasing process it’s a wonder that anything ever gets bought, never mind actually accomplished. Most vendors have dissimilar ways of describing the same technology, there are endless variations of the same product and no one is quite sure what’s no longer available versus when something else… Read more
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How Mobile Computing Enables the Channel to Transform the Enterprise
Most customers are not particularly enthralled with the software they rely on every day to drive their business. For the most part, they have been making the best of a bad situation. The application they rely on was designed to serve the needs of a broad swath of potential customers, which is to say it… Read more
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Rising to the Cloud Application Management Challenge
By now solution providers have noticed that adoption of Google Apps in business environments has become quite substantial. While that might not thrill many folks in the channel given the margins involved in selling Google Apps compared to Microsoft Office, the fact remains that applications of all types are moving into the cloud. But accessing… Read more
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Software-Defined Networking Technologies to Reshape Market
Software-defined networking (SDN) may be one of the hottest new buzz words floating around the channel in the wake of the Interop 2012 conference this week. But while most of the SDN conversation is focused on reducing the cost of managing enterprise networks by managing them at a much higher level of abstraction, the implications… Read more
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The Path to Cloud Control
Historically solution providers in the channel tended to align themselves with one major computing platform or another. Given the complexities of setting up any particular server platform, that approach made a lot of technical and economic sense even if it did tie the interests of a solution provider to a particular vendor. But in the… Read more
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Time to Get a Better Class of Sales Management Tools for the Channel
Categories: News and TrendsAs organizations move to align the sales process with the management of whole customer experience strategy the way vendors need to manage sales teams both inside and outside the company is rapidly evolving. Instead of making gut decisions based on spreadsheet data that may be prone to errors, there is a class of new sales… Read more