Recent Articles
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The New Dell
The New Dell Dell has been through a sea change in recent years. To maintain itself and grow, Dell has expanded to new products, services and a new go-to-market plan. How does a company make such a dramatic change? Here’s a sampling of some of the moves Dell has made in recent months and years…
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How to Recession-Proof Sales with Consultative Selling
In the dog days of the recession the pressure may be on sales representatives to push harder, close those deals and make the budget—and that includes sales representatives at solution providers. But anyone who has pushed and failed knows that hard-sell tactics can backfire. Is there another answer to resurrecting sales opportunities during the economic…
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Cisco’s Data Center Ambitions Stir the Pot
In an industry ripe with vendor rivalries, the latest battleground is notable for its many-against-one flavor. Alliances have been forming in what appears to be a mission with a singular goal: Anyone but Cisco. Clearly, Cisco’s breaking beyond its networking roots in a quest for dominance in the data center space has rattled more than…
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Will Cisco’s MSP Program Boost Participation?
Cisco learned the hard way that most partners eyeing the managed services game are not in a position to own and operate their own network operating center in order to do so. When it first launched its Managed Services Channel Program in 2007, to much fanfare, Cisco’s primary requirement to gain certification was that partners…
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Dell Channel Partners to Resell Dell, Brocade Solution
Dell’s expanded OEM relationship with Brocade that positions Dell to compete against Cisco’s Unified Computing initiative will enable Dell’s channel partner resellers to sell the solutions to their end customers. A Dell spokeswoman confirmed the channel partner play that follows the OEM deals with Brocade, Scalent and VMware, announced at the VMworld event in San…
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Partners Commanding Their Own Channels
If there were a line for Cisco certification to act as a master network operation center for other managed service providers who lacked infrastructure, Colorado-based Heit would be at the head of the line. The managed services provider specializing in the financial services sector is a big Cisco partner and proponent of its channel programs.…
