Recent Articles
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People-Readying the Channel
Microsoft is positioning itself in rhetoric and action to make a major sales push of new products to release in 2006 and 2007, according to company executives and partners. On June 29, the Redmond, Wash., software company announced a reorganization of its MBS (Midsize Business Solutions) and SMS&P (Small and Midmarket Solutions and Partners) units,…
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Microsoft: Ayala Out of Channel, SMS&P to Report to COO
Orlando Ayala is leaving Microsoft’s channel organization and the SMS&P (Small and Mid-Market Solutions and Partners) group and is moving to a position directly under COO Kevin Turner as part of a restructuring to align business units with business goals. SMS&P moves from under the Microsoft Business Solutions, led by Doug Burgum, senior vice president…
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HP to VARs: Quit Selling Printers and Start Selling Printing
Hewlett-Packard, the world’s leading printer manufacturer, wants to leave the printer business. The vendor that dominates the market, with a 45 percent share, wants to move itself and its VARs from selling printers to selling printing—pay-per-click, managed print services and document management solutions—that captures more customer wallet and speaks to the ways businesses use printing,…
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HP Should Make Doing Business Easier
As the still relatively new captain of Hewlett-Packard, Mark Hurd is definitely making his presence felt in a positive way. For the most part, HP is in dramatically better shape than it was a year ago and the significant changes that HP has made in its approach to the channel are being generally well received…
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HP to Hire ‘Hundreds’ of Salespeople to Push Demand
Hewlett-Packard is hiring “hundreds” of salespeople to increase demand across channels as part of a play for market share, CEO Mark Hurd revealed June 19 in an address to resellers at the vendor’s Americas Partners Conference in Las Vegas. The boost to the direct sales organization, while competing with VARs for business, would ultimately drive…
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HP to Fill in More Pieces of PartnerOne Puzzle
Hewlett-Packard partners are expecting to hear more about the vendor’s ongoing channel transformation at its HP Americas Partner Conference June 19-21 in Las Vegas. The company is expected to announce specifics of its remodeled PartnerOne program that were left out of the initial rollout March 27, including margin and compensation rates, partner level requirements and…
