Channel Marker


June 13, 2011  7:08 PM

IT channel merger activity continues apace

Heather Clancy Heather Clancy Profile: Heather Clancy

Since I wrote my article last month about the spike in channel mergers and acquisitions, two more big deals have come to my attention — one aimed at expanding the service footprint of the acquiring company and the other marking a geographic extension of the acquiring company’s sales territory. Continued »

June 9, 2011  2:18 AM

Oracle hardware: It is a mystery

badarrow Barbara Darrow Profile: badarrow

It’s really not news that Oracle sales people go into a discounting frenzy at the close of the fiscal year. And, that discounting has netted Oracle some Exadata deals in its fourth quarter ending May 31. At least one buyer was a large financial services company that had previously discontinued any future Oracle-Sun hardware purchases.

Continued »


June 7, 2011  4:57 PM

Rumor alert: Dell to buy Brocade?

PatOuellette Pat Ouellette Profile: PatOuellette


There are rumors swarming that
Dell may buy Brocade Communications Systems Inc. Brocade is respected for its high-end SAN networking gear and owns 70% of the SAN switching market, and would be a good target for Dell because of its Ethernet switching. Or at least that’s what several Wall Streeters say. Continued »


June 6, 2011  9:00 AM

Why the BYO device phenom is great service opp

Heather Clancy Heather Clancy Profile: Heather Clancy

There have been many prognostications about the bring-your-own-device movement, the phrase used to describe the phenomenon of people using their own IT equipment for work purposes. Mainly, it covers mobile devices from smartphones to notebooks. No one doubts it is happening, the question is the depths to which it will penetrate. Instead of looking at this as resale revenue lost, you might want to start thinking about this as security service revenue gained. That’s because a new member survey from ISACA, a security technology association, finds that more than half of U.S.-based IT decision makers view these non-sanctioned devices as a bigger security threat than those supplied by the company.

The 2011 ISACA IT Risk/Reward Barometer also found that 27 percent of the respondents, however, felt that the benefits of these mobile systems were worth the risks. My guess is that often the people who bring mobile devices into their workplace wouldn’t be on the list for a company-requisitioned device, which means they are probably more productive than they would be otherwise. There were approximately 2,800 people surveyed as part of the data-gathering process.

Said John Pironti, a security expert who is an advisor to ISACA and president of IP Architects:

“[BYOD] lets both employees and organizations take advantage of the latest technology innovations at limited cost to the organization. Unfortunately, it also introduces new vulnerabilities, due to the limited ability of most organizations to effectively manage and secure employee-owned devices accessing their information infrastructure. Organizations should educate their employees on their BYOD security requirements and implement a comprehensive mobile device policy that aligns with their organization’s risk profile.”

Smells like a managed service to me, everything from assessment to mobile device management. This is especially timely given another finding in the survey: That organizations believe that IT security and risk management should be embraced more closely in overall enterprise risk management strategy.

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June 5, 2011  11:55 PM

Business users buy Macs–with their own dough

badarrow Barbara Darrow Profile: badarrow

It’s not news that almost anything Apple is hot  (iTunes hate notwithstanding). What is news is who’s buying this Apple gear and for what purpose.

Continued »


May 31, 2011  7:17 PM

VCE boosts distribution

badarrow Barbara Darrow Profile: badarrow

Our good buddies at The Virtual Computing Environment Co., last week added four distributors – Arrow, Avnet, Ingram Micro and Magirus–to its channel roster. that means a VCE VAR selling Vblocks can source all the component pieces–from Cisco, from EMC, from VMware–from one source whereas in the past that order might have involved any number of those vendors or distribution partners. Continued »


May 31, 2011  6:03 PM

Research: Digital signage market could triple by 2016

Heather Clancy Heather Clancy Profile: Heather Clancy

When I first started covering the market for digital signage solutions — all those electronic displays that can deliver messages in places from retail floors to board rooms along with the software content and connectivity to deliver those messages– it was difficult to get many people to look behind the obvious margin they would get from installing the hardware. Continued »


May 26, 2011  6:19 PM

CDW study suggests cloud enthusiasm overblown

Heather Clancy Heather Clancy Profile: Heather Clancy

Here’s one for your “hmmm” files: IT solution provider CDW has just released its first Cloud Computing Tracking Poll, which is based on a survey of 1,200 IT professionals that are involved with corporate cloud computing infrastructure planning or projects. The survey suggests that despite all the hype about the cloud computing model, only 28 percent of U.S. organizations are actually Continued »


May 26, 2011  3:28 PM

Tech CEOs on the hot seat

badarrow Barbara Darrow Profile: badarrow

There are some prominent executive fannies on some very hot seats right now. And calls for change at the top of high-tech giants are getting hard to ignore.

So … which high-tech CEO should go first? A table full of VARs discussed this topic at a recent conference and the very non-scientific consensus was that the two execs in the most trouble are Cisco Systems’ John Chambers and Microsoft’s Steve Ballmer. The next question was: “who goes first?”  The still-very-unscientific consensus? Ballmer. Continued »


May 23, 2011  8:10 PM

Channelinsight data reporting can help VARs get paid quicker

PatOuellette Pat Ouellette Profile: PatOuellette

 

Channelinsight’s new channel sales management suite is for vendors, but what may be of interest to VARs is its Channelinsight DataConnect component.

 

The platform, available free to Channelinsight’s network of 5,000 partners and distributors, is comparable to electronic data interchange and tracks partner and end-user data on channel deals in the cloud while making inventory management simpler for vendors.

 

Randy Greer, network manager of Heartland Technologies, said extracting sales data and sending it to vendors in a timely and precise manner is no easy task and the suite makes it simpler for Heartland to process data.

 

“It’s time-consuming and not always accurate to send our weekly reports to HP on our own; there have been times where we missed an invoice and we wouldn’t get credit for it until the next payment period,” Greer said. “This [platform] helps us reduce labor and our accuracy has gone way up.”

 

Channelinsight CEO Mark Geene said his company is doing for channel sales what Salesforce.com’s Service Cloud does for direct sales.

 

“By keeping better track of these channel deals, vendors can calculate partner checks quicker, which allows them to get paid quicker,” Geene said. “The suite also simplifies data submission requirements by letting partners use one, standard form for each transaction.”

Let us know what you think about the story; email Pat Ouellette, Associate Editor, at pouellette@techtarget.com , or follow us on twitter.


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