Recent Articles
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Handicapping Dell’s Long Term Game Plan
Based on its recent acquisitions in the software and security space it’s pretty clear that Dell is gaining a much greater appreciation for the value of recurring revenue. While Dell’s acquisition of SonicWall adds firewall and security gateway platforms to the portfolio of products that Dell has assembled to gain more sway in the data…
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What Latest HP Reorganization Could Mean for the Channel
The good news is that as the newly-appointed CEO of Hewlett-Packard Meg Whitman’s decision to combine the PC and printer divisions shows a willingness to take on some of the company’s more intractable challenges. The bad news is that while this decision makes an imminent amount of sense from the perspective of HP, it may…
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Finding the Strategic Path to Prosperity in the Channel
The hardest thing about selling IT these days is that the money that is actually available to fund anything new is usually somewhere between five to 30 percent of their IT budget. Obviously, the size of the IT budget varies from company to company, so five percent of a large IT budget, for example, can…
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Finding the Strategic Path to Prosperity
The hardest thing about selling IT products and services these days is that the percentage of the customer’s actual budget that is available to fund anything new is usually somewhere between five to 30 percent. The size of the IT budget obviously varies from company to company. But the reality is that the preponderance of the…
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Finding Myself My Own New Adventure
So this is my last column with Channel Insider. After selling my MSP, I’ve taken a new role as the Director of Partner Community with Level Platforms, and the leap to the vendor side of the channel changes things for me. In my last article, I talked a bit about the solution provider itself, and…