Storage Channel Pipeline:

vendor partner business issues


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...

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....


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...


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...


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...


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....


July 18, 2011  8:53 AM

VAR/vendor disconnect



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

What, are you NEW here?

 

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September 7, 2010  11:24 AM

Alternatives for VARs that feel unloved by their current storage vendors



Posted by: Eric Slack
Eric Slack, Storage Channel, Storage vendors, vendor partner business issues

I was talking with a storage VAR at VMworld last week and realized how little has changed even in the midst of so much change. First the change: Technology marches on, and that march is...


October 13, 2009  10:16 AM

Cloud storage services: Startup costs, revenue potential



Posted by: Sue Troy
cloud storage, Storage Channel, Sue Troy, vendor partner business issues

We know there’s a lot of interest out there in the idea of cloud storage services, but what...


September 21, 2009  9:29 PM

Vendors selling services, Part 2



Posted by: Eric Slack
Eric Slack, services, Storage Channel, vendor partner business issues

As I mentioned in my previous entry,   Bookmark and Share     0 Comments     RSS Feed     Email a friend


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