Biography
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Accenture’s Consulting Rebound Could Help Integrators
If Accenture’s recent financial results prove an accurate barometer, integrators may be in for a shifting business climate. Global management consulting, technology services and outsourcing…
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Kicking Partner Relationship Management Up a Notch
Time was, PRM (partner relationship management) was just a new way to deliver old information: product information, collateral material and the like. Most distributors can…
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Some NT Customers Are Willing to Make Big Upgrades
If you’ve got to migrate, make it worth the trouble. That’s the attitude some Windows NT 4.0 users have in light of Microsoft Corp.’s plan…
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Westcon Marries VOIP Product, Sales Training
Solution selling has long been touted as the way to greater reseller profitability. Sell an integrated product and service bundle that targets a specific customer…
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IM Security: One VAR’s Story
Last week, I examined instant messaging security from 40,000 feet, discussing the segment’s potential from the broadest possible view. This time, I’ll take a look…
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Resellers May Carve Niche in IM Security Wares
Security software vendors are rolling out instant messaging solutions, and they believe resellers can help move their new wares. Enterprise-class deals involving IM security appear…
