Recent Articles
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How to Model Channel Partner Programs for MSPs
There are only two ways for companies to make more money: One is to create new customers to sell to and then sell to them. To accomplish this you need to find new prospects, pursue them, penetrate those organizations, convince them of your superiority, propose excellent services and products, and close those sales. Many say…
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Evolution: Finally an Event Name That Makes Channel Sense
“Evolution” is defined as “a process of gradual, peaceful, progressive change or development.” So it is really no wonder that the team at Channel Partners chose to change their “Cloud Summit” conference to the “Evolution” conference instead. Why is it no wonder? Because evolution is what’s required in the channel, or should I say the…
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What Partners Need to Know About HP, Inc.
What Partners Need to Know About HP, Inc. What Partners Need to Know About HP, Inc. A resurgent HP, Inc. wants the channel to transform. Instead of focusing on transactional sales, HP is now encouraging partners to establish more contractual relationships with customers that deliver IT as a service. HP Hits the Comeback Trail HP,…
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Arrow Adds Pivot3 to HCI Platform to Line Card
The fastest growing sector of the data center from an infrastructure perspective is hyperconverged infrastructure (HCI) platforms that unify the management of compute and storage. In general, HCI platforms have been limited to the lower end of the market because they typically come in the form of an appliance that doesn’t offer the same level…
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Quantum Moves to Accelerate Storage Sales
The fastest growing segment of the storage market involves applications generating massive amounts of unstructured data, so competition in that space is naturally fierce. Quantum Corp. has become the latest storage vendor to implement a sales performance incentive fund (SPIF) designed to reward salespeople that work for a channel partner for selling Quantum storage systems.…
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Navigating the IT Infrastructure Sales Paradox
Solution providers in the channel that resell servers and storage systems are dealing with something of a paradox these days. Total shipments for servers for the first time in recent memory have increased. International Data Corp. (IDC) reports that worldwide server shipments increased 1.9 percent year over year to 2.45 million units in the second…
