Recent Articles
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As Cloud Changes Channel Stakes, Companies Must Adjust
Much like many IT companies, solution providers don’t command as much of a premium as they once did should the owner of the company decide the time has come to sell. But the valuation of solution providers, which has been compressed for an extended period of time, is finally starting to recover, according to Brian…
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Certifications Aren’t Perfect but Should Mean Something
Much is made about certifications in the channel. Yet, for the most part, certifications are used to winnow out solution providers that don’t want to make the necessary investment to succeed with a particular product or technology. Unfortunately, certifications are fairly blunt instruments that often do more to discourage some solution providers from engaging with…
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Windows XP Deadline: Helping Customers Handle the Transition
In theory, at least, the end of life for free support for Windows XP represents a boon for solution providers as organizations rush to upgrade systems before the looming April 8 deadline. But, as is often the case with all things Microsoft, there’s a lot of nuance when it comes to understanding how big an…
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Time to Create a Big Data Practice
Big data as an opportunity for the channel has proven to be somewhat elusive, largely because of the investment required to attain the skills to build and manage big data applications. The good news is that major players such as IBM and Cloudera are moving to make big data more accessible to the channel. At…
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CA Technologies Aims to Change Its Channel Face
Change is nothing new when it comes the channel at CA Technologies. But with the naming of Alyssa Fitzpatrick as senior vice president of global partners and alliances, things related to the channel at CA Technologies may finally be changing for the better. Ever since Michael Gregoire became CEO in January 2013, the wheels of…