Channel Marker

May 26, 2011  6:19 PM

CDW study suggests cloud enthusiasm overblown

Heather Clancy Heather Clancy Profile: Heather Clancy

Here’s one for your “hmmm” files: IT solution provider CDW has just released its first Cloud Computing Tracking Poll, which is based on a survey of 1,200 IT professionals that are involved with corporate cloud computing infrastructure planning or projects. The survey suggests that despite all the hype about the cloud computing model, only 28 percent of U.S. organizations are actually Continued »

May 26, 2011  3:28 PM

Tech CEOs on the hot seat

badarrow Barbara Darrow Profile: badarrow

There are some prominent executive fannies on some very hot seats right now. And calls for change at the top of high-tech giants are getting hard to ignore.

So … which high-tech CEO should go first? A table full of VARs discussed this topic at a recent conference and the very non-scientific consensus was that the two execs in the most trouble are Cisco Systems’ John Chambers and Microsoft’s Steve Ballmer. The next question was: “who goes first?”  The still-very-unscientific consensus? Ballmer. Continued »

May 23, 2011  8:10 PM

Channelinsight data reporting can help VARs get paid quicker

PatOuellette Pat Ouellette Profile: PatOuellette


Channelinsight’s new channel sales management suite is for vendors, but what may be of interest to VARs is its Channelinsight DataConnect component.


The platform, available free to Channelinsight’s network of 5,000 partners and distributors, is comparable to electronic data interchange and tracks partner and end-user data on channel deals in the cloud while making inventory management simpler for vendors.


Randy Greer, network manager of Heartland Technologies, said extracting sales data and sending it to vendors in a timely and precise manner is no easy task and the suite makes it simpler for Heartland to process data.


“It’s time-consuming and not always accurate to send our weekly reports to HP on our own; there have been times where we missed an invoice and we wouldn’t get credit for it until the next payment period,” Greer said. “This [platform] helps us reduce labor and our accuracy has gone way up.”


Channelinsight CEO Mark Geene said his company is doing for channel sales what’s Service Cloud does for direct sales.


“By keeping better track of these channel deals, vendors can calculate partner checks quicker, which allows them to get paid quicker,” Geene said. “The suite also simplifies data submission requirements by letting partners use one, standard form for each transaction.”

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

May 19, 2011  5:36 PM

HP CEO forecast cuts kick up ruckus

badarrow Barbara Darrow Profile: badarrow

Many Hewlett-Packard VARs are not enamored of the company’s new CEO and have been vocal—if not attributable—in their view that he is not “the” guy to run HP. Most of those VARs were fans of the previous CEO, Mark Hurd.

Depending on your point of view, Hurd managed the company—or Wall Street’s perceptions of the company—magnificently. Those are two very different accomplishments. Continued »

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 »

Forgot Password

No problem! Submit your e-mail address below. We'll send you an e-mail containing your password.

Your password has been sent to: