Recent Articles
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The Channel Sales Commission Conundrum
Here’s a trick question: What do salespeople do? What is their role in a solution provider’s organization? Ah, you’re right. They sell. They sell your products. They sell your services. They sell your expertise. They sell your brand. They sell your reputation. Now, what’s the role of a sales engineer? If you say to consult…
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Cisco’s Chambers: Partners Crucial to Success of Tandberg Deal
On the heels of announcing plans to acquire video conferencing stalwart Tandberg for $3 billion, Cisco‘s CEO John Chambers along with Tandberg CEO Fredrik Halvorsen put out a video blog meant to assure partners of their critical role in selling the combined technologies and solutions. Check it out.
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Windows Mobile 7: Do Delays Impact Your Business?
If we’ve learned one thing about Twitter, it’s to watch what you say out loud, in any forum, or your words might become fodder for tweeters everywhere. Even closed door meetings with no journalists present aren’t safe. Just ask Microsoft CEO Steve Ballmer. Now Ballmer’s pretty candid even when reporters are around, but he probably…
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Xerox Fires Back on Managed Print Services
Xerox says just because HP has created a big hoopla around managed print services with its host of product, alliance and MPS announcements this week doesn’t mean they are the best choice for all customers or maybe even any customers. It’s not surprising to hear Xerox take such a stance. After all, Xerox is a…
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ConnectWise CEO Whiplash: Looking to Buy AutoTask or Not?
The PSA market is never dull. It’s filled with a crowded cast of players constantly flexing their muscles to show dominance in the market. Like this week, when ConnectWise acquired the PSA assets—and customers—of CoreConnex in a long-rumored deal that will allow CoreConnex to focus on its financial dashboard business. The muscle-flexing piece is not…
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Selling Google Apps: One Partner’s Story
Many solution providers are unsure if there is real opportunity to be had in partnering with Google. The answer is yes. But the ones who will benefit most from the relationship appear will be those willing to make the greatest overall commitment. Just ask Shawn Wilke, president of Sheepdog Inc., a Nova Scotia-based company that…