Biography
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The Channel Will Miss Rauline Ochs
Watching channel chiefs play musical chairs is a full time job. It’s not unusual to watch senior channel executives—especially at the big vendors—trade jobs and…
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Shell Strikes Massive IT Outsourcing Deal
More than 3,000 Royal Dutch Shell IT workers are waiting to find out their fates as the European oil giant is expected to announce next…
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Consolidation: The Wave Continues
About a year ago, Logicalis chairman Mike Cox made a bold prediction: The North America channel will consolidate within the next five years to a…
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The Coming Services Channel Conflict
The booming rush of air I often hear at conferences is the sound of solution providers racing at brink speed to managed services. As an…
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Dell Is the Ultimate VAR
If you decry and defame Dell as a predatory vendor that’s still not channel-friendly, you’re missing the point. Dell is the ultimate VAR, reselling more…
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Selling Security: Forget FUD
Headlines of the security holes in Mac OS X Leopard and a Trojan targeting Mac machines once would have been enough to warrant security VARs…
