Channel Marker:

Direct reseller channel conflict

July 11, 2012  7:22 PM

Microsoft increases Office 365 partner margins

Posted by: Leah Rosin
Channel partner programs, Cloud, Direct reseller channel conflict, IT Channel, Microsoft cloud, Microsoft Office 365, WPC 2012

Microsoft has changed the Office 365 channel program to make the online productivity suite more of an opportunity -- and less of a competitor -- for partners. Under

January 29, 2009  5:50 AM

Websense gives partners more reasons to say “yes” to its program

Posted by: Heather Clancy
Authors, Channel partner programs, Direct reseller channel conflict, Heather Clancy, IT channel products and technologies, Network and application security, Reseller channel business development, Vendor partner business issues

One of the philosophies that I really appreciated out of former Intel Chairman and CEO Andrew Grove when he was still active was his staunch belief that investments in the future should not be sacrificed for the short-term good of a company's stock price. This is not something that many high-tech...

December 31, 2008  10:36 AM

Dell’s New Year’s Eve surprise

Posted by: badarrow
Barbara Darrow, Dell, Direct reseller channel conflict, IT buyer market research, IT channel products and technologies, Servers and desktop hardware, SMB, Vendor partner business issues

Dell Inc. launched a major reorg on December 31. The move "globalizes" operations around three major customer segments -- large enterprise, public sector,...

December 23, 2008  12:49 PM

Whose cloud is it anyway?

Posted by: badarrow
Authors, Barbara Darrow, Cisco, Direct reseller channel conflict, IBM, Leading technology vendors, Microsoft, News, Software as a service (SaaS), Vendor partner business issues

Raise your hand if you've heard enough about the proverbial cloud yet. Understood. The hypefest has been enormous. And the payoff? Not there yet. Continued »

December 17, 2008  3:59 PM

Dealing directly with directaphobia

Posted by: StorageSwiss
Direct reseller channel conflict, George Crump, Vendor partner business issues

In my last entry, I provided some suggestions for keeping a deal from going direct, but despite your best efforts it is going to happen and I think the temptation will be even greater next year. So what do you do? First, don't lose your cool.

October 21, 2008  6:36 PM

Dealing with large manufacturers

Posted by: StorageSwiss
Direct reseller channel conflict, George Crump, Supplier relationship management, Vendor partner business issues

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...

October 20, 2008  3:01 PM

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

Posted by: Heather Clancy
Authors, Channel partner programs, Direct reseller channel conflict, Heather Clancy, Information technology services, Vendor partner business issues

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,...

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 16, 2008  7:48 AM

CEO Thompson absent from Symantec partner show

Posted by: Bcournoyer
Colin Steele, Direct reseller channel conflict, Symantec

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.

October 13, 2008  12:03 PM

Man bites dog; VAR loves vendor

Posted by: badarrow
Barbara Darrow, Channel partner programs, Data storage management, Direct reseller channel conflict, Information technology services, IT channel products and technologies, News, Vendor partner business issues

When a VAR gives an unsolicited testimonial for a technology vendor, it's unusual enough to warrant attention. While researching a storage-related story a month or so ago, I called this VAR who answered the questions posed and then started talking about how much he loved working with

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