Recent Articles
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HP Says It’s Time to Reinvent the Channel
After posting some impressive growth numbers over the past year, HP is now informing partners that they need to start shifting their business models toward establishing contractual relationships with customers, rather than merely facilitating transactions. At the 2017 HP Reinvent World Partner Forum, HP channel executives stressed the need for partners to embrace emerging technology…
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VMware Channel Chief Aims to Convert Deals Into Sales
Newly appointed VMware channel chief Brandon Sweeney said the most important thing for him to accomplish is to not screw things up as he takes over for former VMware channel chief Ross Brown. Brown has been named senior vice president for strategic corporate alliances as part of an effort to encourage VMware partners to develop…
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AT&T Partner Exchange Offering APIs and IoT Certifications
The AT&T Partner Exchange is adding self-service tools in the form of mobility APIs to help solution providers reduce the time they spend on daily activities. The company also introduced new IoT training certifications to help providers monetize opportunities in the burgeoning internet of things (IoT) space. The Mobility API’s functions are designed to help…
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Are Microsoft Partners Feeling Inspired?
The recent Microsoft Inspire conference started me thinking about my many years of working with the vendor. I began selling Microsoft products in 1982. When the Microsoft Partner Program (MSPP) was introduced, my company joined immediately, having been partnering with the vendor for years. I remained a registered partner of the Microsoft Partner Network (MPN)…
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Samsung Creates Sales Certification Program
Most IT and business executives don’t have much patience for sales pitches, so for channel partners to succeed, they need to have salespeople who can put themselves in the shoes of the customer. Salespeople need to not only understand the capabilities of the product, but also know how the solution being offered improves the economic…
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Xerox Extends Event Package to Channel Partners
In the wake of the biggest product launch in the company’s 110-year history and Future of Work global forum tour, Xerox is giving its channel partners the opportunity to recreate their own local forums to drive sales for the company’s new ConnectKey office technology. Armed with two new marketing kits and leveraging their complementary services…
