As discussed in an earlier blog post, the next few years are going to be all about making sure your customers know that spending dollars with you is a wiser investment than spending dollars with another reseller or, more likely, with a manufacturer. I’ve also discussed how to eliminate evaluations and thereby improve your ROI; in this entry let’s discuss becoming an emerging technologies expert.
Why is this an important service to your clients? Won’t they want to make safe bets throughout the next few years? Yes, they will want to, but they might not be able to.
The big trend in the security market these days is the “integrated security suite” — a packaged software offering that promises to “reduce complexity, make for easier deployments and give customers comprehensive, end-to-end protection,” or some marketing mumbo-jumbo like that.
But a new Forrester Research report says, by and large, these integrated suites are neither integrated nor sweet. And that’s good news for security solutions providers.
I attended a partner conference last week hosted by distributor Westcon, where I was honored to facilitate their opening industry panel. I’m not allowed to report on who exactly said what, but I can tell you that one sleeper topic (actually, not-so-sleeper but not-so-talked-about) among the five VARs on stage was leasing and financing. This theme also popped up a few weeks back during the Ingram Micro VentureTech Network Invitational, and it was also the recent focus of a videocast that I recorded for another client.
Should anything be read into the fact that Google CEO Eric Schmidt is among president-elect Barack Obama’s economic advisors? Schmidt was listed among the luminaries present at the big economic confab in Chicago today along with former Harvard prez (and world champ gaffe artist) Lawrence Summers, Time Inc.’s Richard Parsons, Xerox’s Anne Mulcahey and others. A quick scan of the stage didn’t reveal Schmidt, but he’s on all the lists.
Not a Microsoft nor HP nor IBM person in sight or listed Interesting.
I spend much of the week speaking with suppliers about their solutions, and as you can imagine in almost every conversation the subject of the channel comes up. I’m surprised how little manufacturers understand about the channel and how to properly leverage the channel. So the first question is: Are you leverageable? Continued »
Cisco CEO John Chambers said Wednesday afternoon during a Q1 earnings call that he expects sales to fall 5 to 10% in the second quarter and that the company will go on a $1 billion cost cutting campaign, halting hiring as one of many maneuvers. The good news is that Chambers didn’t lower long term growth predictions of 12 to 17%. Continued »
Anecdotal evidence is that Microsoft ERP sales are in the tank this year, although it’s hard to tell how much of that is Microsoft-specific vs. the overall ERP category sucking wind of late.
In my last blog entry, I talked about how critical it is to communicate your ROI to customers. But how can you improve upon your ROI? Well, one way is to eliminate — or at least shrink — the evaluation process. Continued »
More bad news: Circuit City is shuttering 155 of its 760 stores and laying off their staffs. The cuts will affect thousands of employees and end Circuit City’s presence in 55 markets. The stores will close on Election Day with liquidation sales to follow.
Okay, this is hilarious. Check it out. It’s got everything: Sun CEO Jonathan Schwartz, open source, and Schwartz’s ponytail. Don’t mock, you cynics. Faux Schwartz has a point: You don’t see Steve Ballmer open sourcing HIS ponytail.