Recent Articles
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Applying Analytics to Drive Channel Sales
Most channel providers are happy to sell analytics applications. But very few of them benefit directly from applying analytics to their own operations. With that issue in mind, the enterprise application vendor Sage Software has been leveraging big data analytics to help channel partners identify new sales opportunities. Now Sage plans to make that capability…
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HP Expands Just Right IT Portfolio of Prepackaged Offerings
As part of an effort to help channel partners better address the needs of small- and midsize-business (SMB) customers, Hewlett-Packard extended its Just Right IT portfolio of prepackaged solutions for the channel. At the same time, HP is making the terms and conditions through which those offerings can be acquired much more flexible. Rather than…
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3D Printing Shapes Significant Channel Opportunities
As a technology, 3D printing has already captured popular imagination; everyone tinkering with one idea or another wants one for their basement or garage. But from a business perspective, 3D printers represent a major innovation that helps make organizations significantly more competitive on a global scale. Instead of having to manually build prototypes of everything…
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Ricoh Deal for mindShift to Bolster White-Label IT Services
With the planned purchase of mindShift Technologies from Best Buy, Ricoh aims to expand the IT services that mindShift currently allows other providers to sell under their own brands. The acquisition of mindShift—expected to close in February—represents an opportunity to bolster a fledgling part of Ricoh’s services portfolio. Known primarily for printers, Ricoh provides managed…
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Intel Aims to Improve Big Data Economics
Intel’s broad strategy to increase significantly the utilization rate of x86 servers is part of a sweeping effort to make enterprise computing more efficient—an effort that could have far-reaching implications for the channel. Given all the cores that Intel is adding with each successive wave of new processors, the challenge now is finding ways to…
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Symantec Revamps Its Channel Strategy
As part of the Symantec 4.0 restructuring initiative launched last year by CEO Steve Bennett, the company is gearing up to revamp its channel program in 2014. Having consolidated more than 150 separate products into 10 sets of offerings around which Symantec is concentrating its sales and marketing efforts, John Eldh, vice president of North…
