Recent Articles
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Distributors, CDW Adjust Market Strategies
IT distributors and online retailer CDW Corp. this week outlined a range of new moves aimed at customers in key geographic areas and vertical markets. Bell Microproducts Inc. took the opportunity during a supply chain conference in New York to reveal it is acquiring MIE, its $300 million European counterpart; CDW discussed its restructure of…
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HP’s Gilroy Joins ComputerRepair.com
Kevin Gilroy, the former channel chief at Hewlett-Packard Corp. and a popular figure among VARs, turned up this week in the New York offices of ComputerRepair.com, where he will be the company’s “face” for customers and users, ComputerRepair said yesterday. The company, which operates an online marketplace for IT services, expects Gilroy to direct the…
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The High Costs of Outsourcing
I recently led a session on IT outsourcing at the Outsourcing Institute’s Roadshow in Chicago. The daylong event included an exceptional presentation by Sara Parker Enlow from Vantage Partners about relationship management that I believe would be of great interest to solution providers. Vantage Partners, of Boston, works with firms on conflict resolution. Enlow’s presentation…
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CA’s Channel Strategy Gets on the Right Track at Last
A lot of goodwill seemed to come out of CA’s annual event in Las Vegas this week. Promises were made and partners seemed content. Executives at the Islandia, N.Y., software maker vowed during CA World to work with the channel, promising to push the company’s percentage of indirect sales to 20 percent in the immediate…
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CA Vows Commitment to Channel
CA didn’t find the channel, the channel found CA. Computer Associates International Inc.’s sales and channel leaders have decided to build an indirect channel business because the market demanded it, and they are embracing the concept full force, according to those same executives. “We are never going back [to direct-only sales],” said James Hanley, CA’s…
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Ingram, Tech Data Gear for Growth
At the IT Supply Chain Conference in New York on Tuesday, major IT distributors Tech Data Corp. and Ingram Micro touched on strategies ranging from internationalization to product area expansion as ways of growing their companies while staying true to their “core businesses” of providing services through VAR partners. Ingram Micro really “took it on…
