Recent Articles
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10 Important Ways a Now-Private Dell Inc. Is Changing
Dell changes Channel Sales Are Up Dell said the channel now accounts for 40% of revenue. The company compensates its salesforce for deals fulfilled through the channel; it also sees a higher attach rate of products per transaction sold through the channel. Channel Investments Increase Dell aims to reduce sales cycle times and is investing…
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Riverbed Launches Alliance Program Based on Open APIs
Thanks to the rise of APIs, application integration has become much simpler. Now, those same concepts are being applied more broadly. At the Riverbed FORCE 2014 conference earlier this month, the company unveiled its Riverbed-Ready Technology Alliance program, which is designed to make it simpler to integrate the company’s Application Performance Platform with other products…
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Dell Looks to Extend Cloud Marketplace to the Channel
Dell this week launched the public beta of a cloud marketplace that it expects, sometime in the next year, to involve its channel partners that specialize in building clouds. “We’d like our Cloud Builders partners to participate,” said Cheryl Cook, vice president of Dell’s Enterprise Solutions Group. “We’re working through those details now.” The Dell…
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Disruptive Power of Tech Spawns Buyouts, Spin-Offs
Disruptive Power of Tech Spawns Buyouts, Spin-Offs Big Money There were 64 IT industry deals worth more than $30 billion, combined, in the third quarter, compared with 70 deals worth $27.7 billion in the prior quarter. Sector Breakdown: IT Services The IT services sector saw nine deals worth $8 billion, combined, in the latest quarter,…
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Avnet Centralizes Its IT Lifecycle Services
Avnet has opened its largest IT services facility worldwide in the Columbus, Ohio, area, to provide complete IT services in one location for its OEM, system integrator and VAR partners. The 580,000-square-foot CenterPoint Value-Added Services Center offers an all-in-one services model that includes engineering, integration, installation, product design, IT asset disposition, logistics, fulfillment, test and…
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What Salesforce’s Growing Reach Could Mean to Channel
Salesforce.com has always had a somewhat limited relationship with the channel. It sells the vast majority of its software-as-a-service (SaaS) applications direct, but it has also come to realize it needs the channel to reach a market that continues to grow alongside its ambitions. After initially focusing primarily on CRM software, Salesforce.com has extended its…
