Recent Articles
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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…
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SAP Makes a Bigger Line-of-Business Bet
With line-of-business executives exercising more influence over the acquisition of applications than ever, there is a clear need to alter the way many vendors take their products to market. With a heavy focus on the way IT professionals think about applications, many app vendors and their solution provider partners are finding it challenging to market…
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IT Automation Emerges as a New Channel Opportunity
One of the hottest emerging trends in IT these days is the shift toward increased reliance on automation. While the idea has been around, thanks to the rise of open-source tools from companies such as Chef and Puppet Labs, the adoption of IT automation tools has increased markedly. Driving this trend is nothing short of…
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Dell Reshapes Its Channel Strategy
Michael Dell is having more fun running his eponymous company now that it is private, and he and his executive team have more time to spend with customers. Dollars that previously went toward servicing Wall Street obligations are now going back into innovation—to customers’ benefit, the Dell CEO added. Working through the channel to sell…
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SAP Pursues New Channel Paths to the Cloud
As part of an effort to significantly expand its reach into small and midsize enterprises (SMEs), SAP plans to explore alternative channels that will rely more on telecommunications and cloud service providers. As the way software is acquired in the age of the cloud continues to fundamentally change, solution providers in the channel will need…
