Channel Marker:

Vendor partner business issues


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.


December 11, 2008  10:58 PM

Stopping directaphobia



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

There's no worse feeling: You find out that an opportunity you were working on with a manufacturer was just taken direct. You found the opportunity and yet somehow control was lost and the customer placed the order directly with your supplier. How did this happen -- and maybe more importantly --...


December 8, 2008  2:57 PM

Will Cisco sit out an appeal in the Infra-Comm case?



Posted by: rivkalittle
Channel partner programs, Cisco, Rivka Little, VAR training, certification, Vendor partner business issues

Cisco Systems hasn’t yet filed for an appeal in the Infra-Comm case and it only has about six weeks left to do so. Continued »


November 24, 2008  10:13 AM

CDW awards partners of the year



Posted by: Bcournoyer
Cisco, Colin Steele, News, Supplier relationship management

CDW has named five companies its 2008 Partner of the Year award winners. They are:

  • Cisco Systems (networking)
  • Ingram Micro (distribution)
  • Lefthand Networks (storage)
  • Tripp Lite (power protection and distribution)
  • Wasp Barcode (data capturing and...


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 21, 2008  2:16 PM

What ‘net new’ kemosabe?



Posted by: badarrow
Authors, Barbara Darrow, Google, Leading technology vendors, Microsoft, News, Oracle, Software as a service (SaaS), Sun, Vendor partner business issues

The dirty little secret of software, is the tectonic shift of the whole business from selling new licenses to selling upgrades. There just aren't that many green field opportunities left.

"Well, duh," you might say. "What's the big deal?" For resellers or for solution providers who sell...


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 18, 2008  11:37 AM

Vista-capable suit highlights PC power rifts



Posted by: badarrow
Authors, Barbara Darrow, Hewlett-Packard, Intel, Microprocessors, Microsoft, Servers and desktop hardware, Vendor partner business issues

The class action suit filed over Microsoft's discredited "Vista Capable" hardware claims has brought to light quite the sordid saga. Continued »


November 17, 2008  1:20 PM

Microsoft-hosted ERP: Still a mystery



Posted by: badarrow
Barbara Darrow, Collaboration software, Email -- Exchange, Outlook, Enterprise applications, IT channel products and technologies, Microsoft, Software as a service (SaaS), Vendor partner business issues

Microsoft has been all over the map about whether it will offer self-hosted ERP. Company CEO Steve Ballmer some years ago told solution provider partners that the vendor would offer...


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