Channel Marker

May 19, 2011  5:28 PM

Jobs, Apple crush Dell; Dell turns to partners. Coincidence?

PatOuellette Pat Ouellette Profile: PatOuellette

Apple is worth ten times more than Dell. Think about that.

That must be sweet for Apple CEO Steve Jobs, especially since Michael Dell once famously said if he ran Apple, he’d shut it down and return what was left of its value to shareholders. That was in 1997 when Jobs returned to lead a struggling Apple and Dell, with his direct sales PC behemoth, was on top of the world. Now that the roles have reversed, some say Mr. Dell should eat his words.

Stock blogger Cody Willard points out that not only does Apple blow Dell out of the water in current market cap ($310 billion to $30 billion), but Apple and Jobs are much more popular than Dell on Google as well—a very important metric. Simply put, stockholders view Apple as the cool, sleek company that they want to hitch their wagon to while Dell has videos like this floating around.

So, Dell over the past few years of struggles has regrouped. Rather than try to spar with Jobs for the consumer market, it looks like Dell has done what would have been unthinkable years ago (until recently) resource: The channel. Dell has invested a lot into its PartnerDirect program since 2007 and made a lot of partners happy with higher margins and new incentives.

This may be part of the puzzle for Dell to get back into the game against Apple, which has had its own troubled relationship with the channel.

Let us know what you think about the story; email Pat Ouellette, Associate Editor, at , or follow us on twitter.






May 18, 2011  4:45 PM

Are you charging your clients more than they expected?

Heather Clancy Heather Clancy Profile: Heather Clancy

Time to watch your back. There is a new survey out from Lieberman Software Corp., an identity software and security applications player, that suggests up to 77 percent of IT professionals believe that their outsourcing partners have “made up” work in order to stick them with extra bills. Ouch. Continued »

May 17, 2011  6:30 PM

Super Show of Technology Expo XXXVI — Top five takeaways

badarrow Barbara Darrow Profile: badarrow

GREEN BAY, WI. — Rick Chernick sure knows how to throw a good expo.

Chernick, the CEO of Camera Corner / Connecting Point, brought several hundred of his best friends–customers AND vendors–here to hear about the latest and greatest in technology.

CCCP’s Super Show of Technology Expo XXXVI combines two great attributes. First, there was pertinent information  — sessions on desktop virtualization, IP telephony, converged infrastructure — that customers need. Second, it was fun which, face it, everyone needs.

Here are the top five takeaways from this event–there’s a lot of stuff here that useful to any business owner.

  Continued »

May 12, 2011  2:10 AM

Microsoft tells partners to register Office 365 customers

badarrow Barbara Darrow Profile: badarrow

Microsoft is starting to talk more about Office 365 partner opportunities

Microsoft channel guy Jon Roskill blogged today:

“The Office 365 beta now enables partners to sign up customers for the beta and register themselves as the Partner of Record.  This feature allows you to get your customers up and running on the Office 365 beta, and to continue to build relationships with them as they move to trial and purchase. A partner of record designation also provides initial advisor fees for each purchase, and perpetual fees for each seat continuing to run Office 365.” Continued »

May 9, 2011  8:58 PM

What’s up with Cisco?

badarrow Barbara Darrow Profile: badarrow

VARs want to know what’s up with Cisco Systems.

Cisco’s decision to axe its Flip digital video camera business two years after spending $600 million on it strikes many VARs, including those on the channel advisory board, as an indication of big problems. Continued »

May 6, 2011  12:48 AM

Well, what do you know: IT services grew last year

Heather Clancy Heather Clancy Profile: Heather Clancy

Market research firm Gartner figures that IT services spending reached $793 billion in 2010, which represents a 3.1 percent increase from 2009 numbers. While this certainly couldn’t be classified as a huge growth, it sure beats the 5.1 percent decline that was posted between 2008 and 2009. Continued »

May 3, 2011  1:07 PM

Doug Burgum wants to bring Great Plains model to health care

badarrow Barbara Darrow Profile: badarrow

Doug Burgum, the guy behind Great Plains Software and who spearheaded the Microsoft Business Solutions ERP-and-CRM push, is still in software, but is attacking a new opportunity. Continued »

April 27, 2011  6:34 PM

Data reminds solution providers to think ‘private’ when developing cloud solutions

Heather Clancy Heather Clancy Profile: Heather Clancy

I’ve had my head in cloud business practices on the brain lately, because of a project that I’m in the process of finishing up this week. If you’re in the process of evaluating your own options, you should definitely check out some new data Forrester Research in the form of a report called “Hosting Service Providers — Cloud Partners or Competitors?” Continued »

April 26, 2011  3:25 PM

Ex-Oracle CFO heads for Infor?

badarrow Barbara Darrow Profile: badarrow

Little birdies say that Jeff Epstein, who yesterday resigned as Oracle CFO, is heading to Infor.

You would probably know Infor if you’re in mid-market ERP and/or follow Charles Phillips, the former Oracle president who left Oracle last summer as Mark Hurd swept in. Phillips became CEO of–you guessed it–Infor!!

Infor is known for acquiring companies–mostly in the accounting and ERP software realms– and their products, thus buying into existing revenue streams. The Infor Wikipedia entry lists nearly 30 acquisitions–of Agilisys, GEAC, MAPICs etc.– in the past nine years.

UPDATE:  GGC Software Holdings, an Infor “affiliate,” is trying to buy Lawson Software, one of the few remaining independent ERP providers. Coincidence with this Epstein-goes-to-Infor talk? Hmmmm.

Let us know what you think about the story; email Barbara Darrow, Senior News Director at

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April 25, 2011  9:48 PM

Oracle CFO resigns

badarrow Barbara Darrow Profile: badarrow

Jeff Epstein has resigned as Oracle Corp.’s CFO. Continued »

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