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October, 2006

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October 25, 2006  1:48 PM

Looking ahead: Economic uncertainty and the channel



Posted by: Brein Matturro
Email -- Exchange, Outlook, Reseller channel business development

Forget the scandals, the trash-talking, and the rhetoric of this electoral campaign season. The big issue for the coming year is going to be economic uncertainty--and that uncertainty is distinctly non-partisan. Regardless of who wins, 2007 promises to be dicey for small and medium-sized...

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October 18, 2006  4:18 PM

IT Managers = Influencers? I think not



Posted by: Brein Matturro
Channel

How many times have you "made the sale" with IT managers at small and midsized companies, only to find out that they couldn't follow through? Well, now there's research that supports the anectdotal evidence that winning the hearts and minds of the IT staff at smaller companies, while not...

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October 3, 2006  1:24 PM

Hunger and Loathing



Posted by: Brein Matturro
Channel partner programs, Direct reseller channel conflict, Microsoft, Supplier relationship management, VAR training, certification

As we prepared to launch SearchITChannel and its daughter sites over the past few months, I spent a lot of time listening to people who labor in the IT channel, and to the people who run the channel programs at a number of major information technology companies. And I took away two major...

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