Channel Marker:

Reseller channel business development


December 7, 2007  11:27 AM

Dell gets partner religion (again)



Posted by: badarrow
Barbara Darrow, Data storage management, Direct reseller channel conflict, Microsoft, Reseller channel business development, Server virtualization, Servers and desktop hardware, Supplier relationship management, Systems and systems management

Well, credit Dell with putting on a  good show for solution providers with its most recent pledge...

December 6, 2007  3:59 PM

Some storage trends that may shape solution providers’ 2008 plans



Posted by: Heather Clancy
Data storage management, Heather Clancy, Reseller channel business development

I keep forgetting how hard it is to take notes about a panel that I'm moderating myself. But that doesn't stop me from trying. I picked up several compelling tidbits earlier this week during pretty much all the presentations at the


November 28, 2007  5:24 PM

Write a business plan, do some soul searching



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

So, here's the thing. Yesterday, I was reading a story in The Wall Street Journal about how plain old e-mail is becoming the next spam problem. And I had the realization: This story is SO all about me. For me, e-mail is a procrastination tool. I've been trained to justify jumping...


November 18, 2007  9:41 PM

Customer disorganization can be a big VAR margin killer



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

How closely do you manage your account size mix? There are certainly advantages to working with smaller companies—such as the chance to be a strategic IT advisor—but are you putting an inordinate amount of resources into these accounts? A conversation I had late last week with Dave Casey,...


November 14, 2007  3:54 PM

Chizen exits Adobe



Posted by: badarrow
Application development, Barbara Darrow, Reseller channel business development, Supplier relationship management

Here's  another news nugget that bears watching. Bruce Chizen is leaving his spot as Adobe next month after 13 years with the company.


November 12, 2007  5:46 PM

Cognos: Sold to IBM for $5B!



Posted by: badarrow
Barbara Darrow, Enterprise applications, IBM, Oracle, Reseller channel business development, Supplier relationship management

 IBM Software has long made a big racket about how it's an infrastructure player and would never ever, ever (again) compete with applications partners. But now it's buying Cognos for five billion big ones. That's five billion. For Cognos! So those arguments are sounding pretty flimsy. Of course,...


November 12, 2007  2:29 PM

Got an IT job opening? Maybe you should take a chance on a vet



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

When I talk to solution providers about their biggest day-to-day operational challenges, hiring skilled technical personnel invariably comes up as urgent priority one or two. So it seemed appropriate to put on my patriotic cap for a moment on Veteran’s Day to mention a new program started by the...


November 2, 2007  5:13 PM

Who are the real tech buyers/decision makers?



Posted by: Heather Clancy
Heather Clancy, Networking technology, Reseller channel business development, SMB, VoIP over IP (VoIP)

Want to sell some a unified communications solution, skip the tech guys and start with the sales department. Yes, yes, the idea that business executives will wield a larger decision over technology purchases has been kicking around the channel for several years now. But Mike Thompson, president...


October 30, 2007  6:43 AM

Time to recalibrate your thinking about printing and imaging



Posted by: Heather Clancy
Authors, Data storage management, Heather Clancy, IT buyer market research, Managed services providers, Network and application security, Reseller channel business development, SMB

Been prepping this week for a presentation I'm giving on behalf of my colleagues at channel consulting firm SWOT Management Group to Oki Data's solution provider advisory council (full disclosure on where my head is right...


October 29, 2007  9:33 AM

Big personnel change in biz-apps world



Posted by: badarrow
Barbara Darrow, Channel partner programs, Enterprise applications, Microsoft, Reseller channel business development, SMB, Supplier relationship management

It's been an active autumn among top-level business applications execs. First, in a shake-up, Sage Software nuked a big part of its Americas leadership. Ron Verni and channel-and-strategy chief   Taylor MacDonald were gone as first reported  


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