Channel Marker:

Reseller channel business development


October 24, 2008  7:58 AM

Tactics for gaining ground in big-vendor territory



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

In my last entry I wrote about large suppliers and their in-the-field resources and the problems that creates. After all, a larger supplier probably has more local resources than you do. Typically, they have you outnumbered in both engineers and salespeople. In the past, many resellers have...

October 18, 2008  7:15 PM

Could hosted services spur tension between distributor and partner?



Posted by: rivkalittle
Application development, Channel partner programs, Direct reseller channel conflict, Enterprise applications, Information technology services, IT channel products and technologies, Managed services providers, News, Reseller channel business development, Rivka Little, Software as a service (SaaS), VAR training, certification, Vendor partner business issues

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.”


October 17, 2008  1:41 PM

Don’t go cheap on me



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

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...


October 14, 2008  7:22 AM

Finding the right products to bet on in a tough economy



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

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...


October 10, 2008  6:18 AM

What will the financial services crisis mean for the IT offshore outsourcing movement?



Posted by: Heather Clancy
Authors, Heather Clancy, Reseller channel business development

Earlier this week, a rather interesting news item crossed my desk: Seems India-based IT services giant Tata Consultancy Services (TCS) will buy the business process outsourcing arm of Citigroup for $505 million. The transaction is supposed to close in the fourth quarter. Just curious, does anyone...


October 8, 2008  10:11 AM

Prospering in the recession: Preparation



Posted by: StorageSwiss
George Crump, Reseller channel business development

That's right, I'm going to talk about prospering, not just surviving. You know you have been in IT solutions too long when the current economic situation is not your first rodeo. This is the third or fourth time I've seen a downturn hit our economy in general and our industry in specific. And it...


October 6, 2008  4:40 PM

Vendors: Invest more in channel sales and less in operations, study says



Posted by: rivkalittle
Channel partner programs, Direct reseller channel conflict, Information technology services, Reseller channel business development, Rivka Little, Supplier relationship management, VAR training, certification, Vendor partner business issues

If you’ve ever felt like the last thing you need from a vendor is yet another channel web portal, and what you’d really rather have is a darn good lead, you’re probably not alone. A new report is attempting to make your point.


October 5, 2008  8:07 PM

Cisco fights channel partner over deal registration in court



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

Cisco is in Superior Court of Orange County, Calif. this week facing off against a former channel partner that claims the networking giant violated a deal registration agreement and poached a $3...


October 1, 2008  2:12 PM

Economic meltdown: What’s a reseller to do?



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

SearchITChannel.com is happy to add a new member to its Channel Marker blog roster today, with the appearance of George Crump from analyst firm Storage...

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September 24, 2008  9:06 AM

IT decision makers split on impact of impending election



Posted by: Heather Clancy
Authors, Heather Clancy, IT buyer market research, Reseller channel business development, Vendor partner business issues

I don't usually get pulled into politics in my blogs, but I couldn't resist a recent survey released by CDW with some data pertaining to how the upcoming election may or may not affect IT spending. The research is part of the solution provider's bimonthly CDW IT Monitor. The survey conducted in...


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