Storage Channel Pipeline:

reseller channel business development


January 23, 2012  10:17 AM

How vendors make the jump to the channel



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

In any sales situation, from consumer products to large capital equipment, making a sale requires the buyer to understand what they’re getting for their money. In the tech space this...

January 16, 2012  12:57 PM

Smart VARs pay attention to small operational efficiencies, as well as the big ones



Posted by: Eric Slack
data backup, Eric Slack, reseller channel business development, Storage Channel, storage efficiency

I recently had lunch with a good friend I used to work in the VAR space. He was my head SE and currently works at another storage VAR. I asked him something about backup, and he commented...


November 21, 2011  12:13 PM

Helping customers manage their time budgets



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

I had lunch recently with a friend and former customer, from my days as a VAR, who manages the storage and virtualization infrastructure at a medium-sized company in the telecom space....


October 31, 2011  12:51 PM

The IT red zone



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

In football, the “red zone” is the area inside the 20-yard line. Getting into it is a good thing. In IT, what I’m calling the red zone has a different connotation, one that would be...


November 30, 2009  11:56 AM

Large IT organizations think globally but often act locally



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

It seems like in every product briefing we attend these days, the manufacturer says they’re interested in the SMB/SME market -- meaning they’re avoiding larger enterprises. A lot of...


October 27, 2009  8:07 PM

Need a ‘secret weapon’ in your next disk deal?



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

As a VAR, don’t you hate it when you uncover a great prospect for a primary disk solution that you sell, only to find out one of the other (many) authorized VARs in your geographic region already has...


October 8, 2009  10:38 AM

Beating the recession: Sell services



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

 A down economy...


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