Channel Marker:

Reseller channel business development


November 21, 2008  2:44 PM

EPEAT makes it easier for resellers to be green



Posted by: Heather Clancy
Authors, Channel partner programs, Heather Clancy, Information technology services, IT channel products and technologies, Reseller channel business development, Servers and desktop hardware, SMB, VAR training, certification, Vendor partner business issues

Anyone who has any interest in representing green technology is familiar with the EPEAT rating system (EPEAT stands for Electronic Product Environmental Assessment Tool). At least I hope you are, since the government uses this information to guide procurement...

November 18, 2008  9:38 PM

Cisco VARs consolidate: INX acquires NetTeks



Posted by: rivkalittle
Channel partner programs, Cisco, Collaboration software, Enterprise applications, Reseller channel business development, Rivka Little, Vendor partner business issues, VoIP over IP (VoIP)

INX Inc. snapped up Cisco VAR NetTeks Technology Consultants this week, continuing a trend in VAR consolidation. The acquisition...


November 13, 2008  12:23 PM

Tata starts Web 2.0 business practice



Posted by: Heather Clancy
Authors, Channel partner programs, Heather Clancy, Information technology services, Managed services providers, Reseller channel business development, Vendor partner business issues

Taking a break from writing a couple of presentations for next week's distributor Synnex's Varnex community event to write about an interesting announcement I saw yesterday from Tata Consultancy Services and


November 13, 2008  12:21 PM

Top 3 emerging company success factors



Posted by: StorageSwiss
George Crump, IT channel products and technologies, Reseller channel business development, Supplier relationship management, Vendor partner business issues

In my last entry we discussed becoming the emerging technology experts in your field, the guys that can fully vet and recommend the right technology to clients. While you can...


November 11, 2008  1:29 PM

Reseller ROI: Becoming an emerging technologies expert



Posted by: StorageSwiss
George Crump, Reseller channel business development, Vendor partner business issues

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...


November 9, 2008  4:43 PM

Why financing or leasing can be a deal-maker



Posted by: Heather Clancy
Authors, Heather Clancy, Information technology services, Reseller channel business development, Vendor partner business issues

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...


November 6, 2008  3:56 PM

Are you leverageable?



Posted by: StorageSwiss
George Crump, Reseller channel business development, Supplier relationship management, Vendor partner business issues

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:...


November 4, 2008  10:37 AM

Reseller ROI: Eliminating evaluations



Posted by: StorageSwiss
George Crump, IT channel products and technologies, Reseller channel business development, Vendor partner business issues

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...


October 31, 2008  8:07 AM

VARs: What’s your ROI?



Posted by: StorageSwiss
George Crump, Reseller channel business development, Vendor partner business issues

Over the next few months, you're going to see a dramatic shift in marketing from your supplier partners. The theme of their marketing will shift from all the cool stuff they can do to how much money they can save customers. Rapid ROI, or ROI now, is going to be the drumbeat. But what about you? Are...


October 28, 2008  8:53 AM

Microsoft fills in some cloudware bits with Azure



Posted by: badarrow
Application development, Barbara Darrow, Collaboration software, Enterprise applications, Information technology services, IT channel products and technologies, Microsoft, Networking technology, News, Reseller channel business development, Software as a service (SaaS), Vendor partner business issues

As expected, Microsoft started to talk up some details of its cloud computing strategy Monday at its Professional Developers Conference.

Amidst all the cloud talk, there were a few deliverables...


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