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Vendor partner business issues


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 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 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 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 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 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


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...


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