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.”
Many Hewlett-Packard VARs are not enamored of the company’s new CEO and have been vocal—if not attributable—in their view that he is not “the” guy to run HP. Most of those VARs were fans of the previous CEO, Mark Hurd.
Depending on your point of view, Hurd managed the company—or Wall Street’s perceptions of the company—magnificently. Those are two very different accomplishments. Continued »
Apple is worth ten times more than Dell. Think about that.
That must be sweet for Apple CEO Steve Jobs, especially since Michael Dell once famously said if he ran Apple, he’d shut it down and return what was left of its value to shareholders. That was in 1997 when Jobs returned to lead a struggling Apple and Dell, with his direct sales PC behemoth, was on top of the world. Now that the roles have reversed, some say Mr. Dell should eat his words.
Stock blogger Cody Willard points out that not only does Apple blow Dell out of the water in current market cap ($310 billion to $30 billion), but Apple and Jobs are much more popular than Dell on Google as well—a very important metric. Simply put, stockholders view Apple as the cool, sleek company that they want to hitch their wagon to while Dell has videos like this floating around.
So, Dell over the past few years of struggles has regrouped. Rather than try to spar with Jobs for the consumer market, it looks like Dell has done what would have been unthinkable years ago (until recently) resource: The channel. Dell has invested a lot into its PartnerDirect program since 2007 and made a lot of partners happy with higher margins and new incentives.
This may be part of the puzzle for Dell to get back into the game against Apple, which has had its own troubled relationship with the channel.
Time to watch your back. There is a new survey out from Lieberman Software Corp., an identity software and security applications player, that suggests up to 77 percent of IT professionals believe that their outsourcing partners have “made up” work in order to stick them with extra bills. Ouch. Continued »
GREEN BAY, WI. — Rick Chernick sure knows how to throw a good expo.
Chernick, the CEO of Camera Corner / Connecting Point, brought several hundred of his best friends–customers AND vendors–here to hear about the latest and greatest in technology.
CCCP’s Super Show of Technology Expo XXXVI combines two great attributes. First, there was pertinent information — sessions on desktop virtualization, IP telephony, converged infrastructure — that customers need. Second, it was fun which, face it, everyone needs.
Here are the top five takeaways from this event–there’s a lot of stuff here that useful to any business owner.
Microsoft is starting to talk more about Office 365 partner opportunities
“The Office 365 beta now enables partners to sign up customers for the beta and register themselves as the Partner of Record. This feature allows you to get your customers up and running on the Office 365 beta, and to continue to build relationships with them as they move to trial and purchase. A partner of record designation also provides initial advisor fees for each purchase, and perpetual fees for each seat continuing to run Office 365.” Continued »
VARs want to know what’s up with Cisco Systems.
Cisco’s decision to axe its Flip digital video camera business two years after spending $600 million on it strikes many VARs, including those on the SearchITChannel.com channel advisory board, as an indication of big problems. Continued »
Market research firm Gartner figures that IT services spending reached $793 billion in 2010, which represents a 3.1 percent increase from 2009 numbers. While this certainly couldn’t be classified as a huge growth, it sure beats the 5.1 percent decline that was posted between 2008 and 2009. Continued »
I’ve had my head in cloud business practices on the brain lately, because of a project that I’m in the process of finishing up this week. If you’re in the process of evaluating your own options, you should definitely check out some new data Forrester Research in the form of a report called “Hosting Service Providers — Cloud Partners or Competitors?” Continued »