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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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March 11, 2012  9:30 PM

Reliability and roadmap: Two more reasons to choose tape



Posted by: Eric Slack
Eric Slack, Storage Channel, Tape storage, tape vs. disk

“Big data” is a topic that’s getting a lot of ink these days. Even for companies not in the typical big data verticals (media and entertainment, oil and gas, genomics, scientific research, etc.), the accumulation of...

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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 20, 2012  12:14 PM

Integrated IT stacks: Why not offer your own bundle?



Posted by: Eric Slack
Eric Slack, IT stacks, Storage Channel

There’s certainly been a lot written about converged stacks, or integrated

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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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January 29, 2012  6:07 PM

Channel program features VARs don’t care about all that much



Posted by: Eric Slack
channel partner programs, Eric Slack, 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...

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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...

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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...

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