Channel Marker


March 30, 2015  5:51 PM

Train and transform: New classes from CompTIA

Lynn Haber Lynn Haber Profile: Lynn Haber
CompTIA, CompTIA certifications, IT training and certifications

Training courses geared to keep IT channel partners skilled and current have been a staple offering from CompTIA since 2011, and the recently released IT Channel Training Guide for Spring 2015 continues that tradition with the addition of three new courses that focus on business transformation.

The new courses are the Quick Start Session to Business Agility, the Quick Start Session to Understanding Your Balance Sheet, and the CompTIA Executive Certificate in Financial Management. These offerings are just a few of more than a dozen training options that focus on the theme of business transformation. The addition of new material for partners doesn’t stop there. CompTIA also added new content in its managed services and vertical markets tracks.

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March 25, 2015  12:00 AM

Citrix specializations, differentiation for partners

Lynn Haber Lynn Haber Profile: Lynn Haber
Citrix, IT training, IT training and certifications

Just a couple of months after Citrix introduced four new specializations designed to demonstrate a high level of technical competency, 15 partner organizations have earned one or more specialization and one partner reported winning new business because it earned the credential. Hundreds of partners are in the pipeline to attain the new certifications, according to Citrix.

For LPS Integration in Nashville, Tenn., a Citrix Platinum Partner that earned three of the new specializations, pointing out that fact to a potential customer helped to differentiate the firm from competitors and win the business. The project involved Citrix NetScaler.

“This was a customer that we had done business with before, but they were shopping around,” said said Frank Pulliza, chief operating officer and one of the company’s founders. “So we were in a competitive situation, not just from a price perspective, but there was the threat of someone else coming in and working with our client. Continued »


March 20, 2015  5:06 PM

HP recommits to PPS partners

Lynn Haber Lynn Haber Profile: Lynn Haber
Hewlett-Packard

LAS VEGAS — The doors have closed on Hewlett-Packard Co.’s Global Partner Conference (HP GPC) 2015 – and next year’s event will be different following the split of HP into two companies. But as Printer and Personal Systems (PPS) partners move ahead with what will be called HP Inc. (HPI), they can expect to see a continuation of the partner-focused approach rooted in PPS, according to Jos Brenkel, senior vice president of worldwide strategy and project management office, printing and personal systems at HP.

Today, about 85% of PPS revenue goes through the channel.

The split of HP into two companies makes sense to Paul Kaminski, director of document storage solutions at Innovative Office Solutions, which is based in Burnsville, Minn. Innovative Office Solutions is focused primarily on the PPS side of HP’s business

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March 11, 2015  11:35 PM

Advice for channel partners on going vertical

Lynn Haber Lynn Haber Profile: Lynn Haber
Ingram Micro, Microsoft, Tech Data

It’s mid-March and if you haven’t heard the word “differentiation” used this year in conversations about channel partners and the future, you will. Differentiation is a necessity for a partner firm’s future, according to industry experts.

Creating differentiation may mean specialization around a technology practice or alignment with a vertical industry. Industry experts agree that specialization or going deep in a vertical industry is a recipe for partner success.

“Any amount of transformation is good whether a partner gets more specialized or vertical — anything is good,” said Tiffani Bova, vice president and distinguished analyst with Gartner Research, adding that partners want to be known as the go-to company for targeted expertise. Continued »


February 13, 2015  10:56 PM

Microsoft opens the door to Dynamics CRM Online through partners

Lynn Haber Lynn Haber Profile: Lynn Haber
Cloud Services, CRM, Microsoft Dynamics

At Microsoft Worldwide Partner Conference (WPC) 2014 in Washington, D.C., last July, the vendor pointed to Office 365, Azure and Dynamics CRM as the future for partners’ success with the company as it encouraged partners to build out a cloud and hybrid practice. Now, Microsoft is following through on a couple of promises specific to Dynamics CRM.

Earlier this month, on Feb. 2, Dynamics CRM Online in Open became available for partners. Microsoft’s Open program aims to make it simple and affordable for small and medium-sized businesses (SMBs) to access Microsoft software via a partner selling cloud-based services.

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January 23, 2015  10:21 PM

Channel partners will have to pay for talent

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, IT salary, jobs

Channel partners looking for new talent are facing an expensive and tough job candidates market. It’s competitive, costly  and the pickings are slim. So what do you need to know about salary expectations as you sift through resumes?

The annual tech unemployment rate is the lowest recorded since 2008, coming in at 2.7%, according to Dice, an online career hub for technology professionals.

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January 17, 2015  12:14 AM

‘Ultra-converged’ infrastructure opportunity for HP and Citrix partners

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel partners, Citrix, Converged infrastructure

The ink was barely dry on the paper when on Tuesday, Jan. 14, at Citrix Summit 2015 in Las Vegas, the vendor announced a new high-end ultra-converged infrastructure solution that leverages software-defined storage capability from recently acquired Sanbolic. Citrix completed the acquisition on Jan. 12.

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January 9, 2015  5:35 PM

Citrix Summit 2015 preview: Marketing tools, sneak peek at Citrix Solution Advisor

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel partners, Citrix, IT Marketing

With Citrix Summit 2015 just days away, the vendor launched the latest Citrix MarketingIQ platform for partners and offered partners a sneak peak at its new Citrix Solution Advisor partner program.

This year’s Summit is the second annual event where Citrix underscores its strategy to bring together its internal sales teams and channel partners from across the globe to kick off the New Year and focus on joint success. Citrix Summit 2014 consummated the new strategy.

According to the vendor, the new enhanced MarketingIQ platform is a complete overhaul of the Citrix Marketing Concierge program that the vendor has offered for the past four years. Continued »


December 22, 2014  4:13 PM

Cisco launches service provider technology specializations

Lynn Haber Lynn Haber Profile: Lynn Haber
Certification and specializations, Cisco, Internet of Things

Keeping its word to expand its Internet of Things (IoT) specializations, Cisco today announced a suite of service provider technology specializations for partners interested in expanding into new business opportunities.

The new service provider specializations are designed to position Cisco partners to monetize on the growing IoT market, projected to be worth $19 trillion in 10 years, according to Steve Benvenuto, senior director of business development for Cisco’s worldwide partner organization, at the launch of the vendor’s first IoT specializations in November.

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December 16, 2014  11:50 PM

PartnerPath maps out key partner channel trends

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, IDC, IT trends, Market trends

A recent one-hour PartnerPath webinar, titled “3 Vital Channel Trends Affecting You in 2015,” pinned down trends in three key areas: cloud, enablement and partner types. The webinar was aimed at a vendor channel audience.

Five years into cloud computing and there’s no let-up in momentum, agreed Darren Bibby, program vice president for channels and alliances at IDC, and Diane Krakora, CEO at PartnerPath.

While the day when talking about cloud simply as software isn’t here yet, the projections for public cloud (SaaS, PaaS and IaaS) and the greater cloud market (public, private and the enabling IT and services) are strong.

According to IDC, cloud adoption is up, and public cloud services and sales are expected to reach $70 billion in 2015 and $127 billion by 2018. Similarly, the greater cloud market will hit $118 billion in 2015 and reach $200 billion by 2018. These figures represent 5x the growth rate of IT spending overall.

These dollars represent across-the-board opportunities for partners. Continued »


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