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September 17, 2012  11:51 AM

IT devaluation an opportunity for the channel



Posted by: Eric Slack
Eric Slack, reseller channel business development, Storage Channel, Storage Channel Pipeline

I read an article by Gartner recently that talked about the "devaluation of IT." It discussed how over the past 10 years budgets have remained flat but the expectations of management on IT and the requirements to understand and implement solutions involving the cloud, virtualization, mobile...

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July 23, 2012  9:00 AM

VARs, the cloud’s here to stay; now get on with it



Posted by: Eric Slack
cloud storage services, Eric Slack, reseller channel business development, Storage Channel Pipeline

I’m hearing a lot these days about VARs who are afraid of the cloud, expecting it to kill their businesses. For those who are simply looking for new products to run through their sales process, the changes cloud brings are a little disconcerting. But for those VARs who are paying attention to...

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June 26, 2012  11:10 AM

Sweet spots and flat spots: When do VARs look for new products to sell?



Posted by: Eric Slack
disk arrays, Eric Slack, reseller channel business development, SSD, Storage Channel Pipeline, vendor partner business issues

I had lunch with a storage integrator recently. I asked him what made his company look for new products to sell and what drove it to add vendors to its line card. He said the company is...

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April 16, 2012  10:04 AM

VARs need to remind customers of the value they provide



Posted by: Eric Slack
Eric Slack, reseller channel business development, Storage Channel

When I worked for a VAR, I had a customer who used to call what we did “nonrecurring engineering.” I thought it was just the standard presales work that most good integrators do, but...

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April 2, 2012  10:32 AM

Why VARs need to stay rooted in the ‘hear and now’



Posted by: Eric Slack
automated storage tiering, data loss prevention (DLP), Eric Slack, reseller channel business development, SSD, Storage Channel

As analysts we have a tendency to get ahead of the market. We talk about topics typically months or even years before real-world users actually start buying them in earnest. I was...

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March 26, 2012  10:50 AM

Storage product value: You had me at why



Posted by: Eric Slack
cloud storage, Eric Slack, reseller channel business development, SSD, Storage Channel

All VARs have to provide value to their customers and make sure the customer understands that value. Assuming that a prospective client “gets it” is a classic rookie mistake that’s...

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March 19, 2012  10:13 AM

IT consumerization bringing VARs to (crocodile) tears



Posted by: Eric Slack
Eric Slack, IT consumerization, reseller channel business development, Storage Channel

Don’t you just love it when you’re in a discussion with a customer or prospect and they start complaining about their problems? I always did. In fact, sometimes it was difficult to...

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February 27, 2012  10:54 AM

Cloud storage doesn’t change VARs’ front-end sales process



Posted by: Eric Slack
cloud storage, Eric Slack, reseller channel business development, Storage Channel

Cloud storage is still a hot topic. Judging by the amount of traffic we continue to see for

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February 13, 2012  3:37 PM

Three things vendors need to do for success with VARs



Posted by: Eric Slack
channel partner programs, Eric Slack, reseller channel business development, Storage Channel, vendor partner business issues

This blog is written primarily for VAR management, sales and technical people, but vendors interested in understanding their channel partners are also in our group of regular readers....

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February 6, 2012  10:20 AM

Four things VARs want their vendors to do



Posted by: Eric Slack
channel partner programs, Eric Slack, reseller channel business development, Storage Channel, vendor partner business issues

This blog is written primarily for VAR management, sales and technical people, but vendors interested in understanding their channel partners are also in our group of regular readers. While many VARs know most...

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