Channel Marker

October 21, 2008  6:36 PM

Dealing with large manufacturers

StorageSwiss George Crump Profile: StorageSwiss

How many salespeople and sales engineers do you want your manufacturer partners to have? Before everyone yells ZERO, let’s think about that for a minute. Different manufacturers have different levels of resources in the field. We’re beginning a series of blog entries on which level makes the most sense for you, and that will vary based on the size and ability of your organization.

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October 20, 2008  3:01 PM

Call it what you want, recommending green tech thing takes more than a superficial interest

Heather Clancy Heather Clancy Profile: Heather Clancy

The whole idea of green IT or sustainability isn’t something new to Patrick Ciccarelli, CEO of San Francisco-based Varsity Technologies. But what IS new(er) is Ciccarelli’s broader commitment to what he calls “the triple bottom line.” That is, Varsity is focused on delivering solid economic performance combined WITH environmental performance and social performance. They three are inextricably entwined.

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October 18, 2008  7:15 PM

Could hosted services spur tension between distributor and partner?

rivkalittle Rivka Little Profile: rivkalittle

San Diego — Ingram Micro CEO Greg Spierkel faced a funny question from partners at the VentureTech Network (VTN) conference here Thursday morning: “What do we do that drives you crazy?”

Spierkel’s answer?

“Buying from my competitors.” Continued »

October 17, 2008  1:41 PM

Don’t go cheap on me

StorageSwiss George Crump Profile: StorageSwiss

After three days at SNW, 37 briefings and more than a few meetings with your reseller peers, I can tell you that this is a great time to be in the channel. The resellers I spoke to all indicated that business was good if not great. While they all said it quietly so as to not jinx themselves, they feel that Q4 will be OK, not a barnburner but certainly the wheels are not coming off.

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October 16, 2008  12:41 PM

Symantec may not replace Julie Parrish

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

WASHINGTON, D.C. — COO Enrique Salem said just now that Symantec may restructure its worldwide channel group and not replace outgoing vice president Julie Parrish.

He made the comment here at Partner Engage 2008, during a question-and-answer luncheon with the media. As Parrish prepares to leave for NetApp, Salem said he can now ask, “Is there a more efficient way to run the organization?”

“I’m not 100% sure that the best structure is to just do what we’ve been doing,” he said.

Salem said there is no timetable for deciding whether or not to name a new worldwide channel vice president. In the meantime, Symantec’s three regional channel vice presidents — including North American channel chief Randy Cochran — will take on added responsibilities.

October 16, 2008  9:32 AM

Symantec launches training, SaaS programs

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

WASHINGTON, D.C. — Symantec kicked off Partner Engage 2008 today by announcing two new partner programs: Symantec University for Partners and the Symantec Protection Network (SPN) Partner Program.

Symantec University for Partners offers new training and accreditations in both the sales and technical sides. The SPN Partner Program creates two specializations for partners that sell Software as a Service (SaaS), and partners that qualify for the higher Premier specialization can earn higher commissions.

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October 16, 2008  8:41 AM

Laurus Technologies: Symantec’s rookie of the year

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

WASHINGTON, D.C. — Laurus Technologies, an Itasca, Ill.-based solution provider, won the rookie partner of the year award this morning at Symantec Partner Engage 2008.

Laurus started leading with Symantec products last year and saw its annual Symantec sales increase from $70,000 to $1.5 million. The partner also moved its Wisconsin office into a new building, where Symantec is one of its neighbors.

Symantec COO Enrique Salem presented the award to Todd Wilson, Laurus’ sales director, at the beginning of his keynote address this morning.

October 16, 2008  7:48 AM

CEO Thompson absent from Symantec partner show

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

WASHINGTON, D.C. — By now you know that outgoing channel chief Julie Parrish isn’t here at Symantec Partner Engage 2008, but there’s an even more notable executive absence.

CEO John W. Thompson isn’t here either. Word around the conference is that he had another meeting to attend.

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October 14, 2008  8:46 AM

The official Windows 7 name: Windows 7

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

Microsoft is going retro with its operating system naming conventions. The company announced yesterday that Windows Vista’s successor will be called Windows 7.

Windows 7 has been the project’s code name for a while now, so from that perspective, the name makes sense. But as TechCrunch’s Jason Kinkaid points out, “I can’t wait for hordes of customers to start asking if they somehow missed Windows 1 through 6.”

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October 14, 2008  7:22 AM

Finding the right products to bet on in a tough economy

StorageSwiss George Crump Profile: StorageSwiss

In my days as a storage reseller CTO, one of my goals was to find three great new products and add them to our portfolio every year, replacing products that weren’t doing well or where the relationship with the supplier had gone south. To find these needles in the haystack, I had to interview more than 100 prospective suppliers. Then we would do hands-on testing of the most promising 30 or 40 products; the top five of those would get a detailed examination and would be brought to sales and engineering leadership.

During this process, we were always cognizant of the economic environment. Obviously, the current one that you face is changing the buying behaviors of your customers; you should expect this environment to persist for the next three years.

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