Recent Articles
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CA Embraces Business Solution Sales
Throughout the meeting rooms, exhibition halls and lunch tables at CA World 2005 in Las Vegas, one phrase has had a special resonance with channel partners: Business solution. This phrase is a new focus of Computer Associates International Inc., and channel partners are encouraged that the Islandia, N.Y. software maker has embraced a concept they…
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Vernier Networks Steps Up Partner Recruitment
Sankar Venkatraman is seeking partners that place a premium on consulting. As director of worldwide channel marketing at Vernier Networks Inc., Venkatraman has embarked on a campaign to recruit 38 partners over the next six months. Vernier develops network infrastructure security products such as EdgeWall, a security appliance that screens users and devices and restricts…
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Tech Data Plays Matchmaker to the VARs
Distributor Tech Data Corp. is collaborating with ComputerRepair.com to help members of its TechSelect reseller group extend their geographic reach. ComputerRepair, New York, is a web-based matchmaking service for VARs and integrators to borrow each other’s technicians. A VAR with a customer with a branch outside of the VAR’s geographic reach can tap another VAR…
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Dumpster Diving for Microsoft Software
Disclic Ltd, a software reseller based in Staffordshire, England, last week began selling secondhand Microsoft Corp. software licenses in the British Isles and its description of itself on its Web site says it all: “The lowest-cost legal supplier of Microsoft Licensing.” Given this unexpected development, Microsoft’s U.S. Partners are wondering if it could happen here.…
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AMD’s Market Gains Help Its Channel Push
Success builds on itself, and that is what Advanced Micro Devices Inc. is counting on as the chip maker aggressively pushes its new channel strategy and fights for market share against Intel Inc. AMD’s technology has momentum. And that should prove beneficial as the Sunnyvale, Calif., vendor sets about laying a channel infrastructure for its…
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VARs Take Notice: Vendors Are Customers Too
I know I have been guilty of this in the past: dividing the technology universe into three oversimplified buckets of vendors, channel partners and end-user customers. I never identify an end-user organization, the ultimate stop on the technology bus, as just a customer because to me, the channel of VARs, integrators, VADs and solution providers,…
