Recent Articles
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Phoenix Eyes U.S. Presence Through Channel
Phoenix Technologies Ltd. will launch an enterprise reseller program in the U.S. in coming weeks to market its endpoint security products. The company, perhaps best known for its BIOS products, has typically worked with systems builders and OEMs. But Phoenix plans to broaden its channel initiative as it rolls out products such as TrustConnector 2.…
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HP’s Decision to Clearly Define Direct Accounts Wins Points with Partners
For VAR HMP Networks, investing on a customer relationship has been tricky because company executives always feared Hewlett-Packard Co. swoop in and scavenge the account. “That fear was always there,” said Romi Randhawa, president of HPM Networks, of Fremont, Calif. That is because of the vendor’s practice of selling directly to customers, sometimes steering them…
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HP Defines Customer Engagement Rules
Hewlett-Packard Corp., this week set in stone which of its current customers were fair game for its direct sales force, and left the remainder to channel partners as part of a redefined go-to-market approach. Current customers on a list of “named accounts” will continue to be targeted by the Palo Alto, Calif.-based company’s in-house sales…
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MS Learning Tools Add Training to Partner Service Package
Microsoft Corp. rolled out a new training solution model today—alongside the release of SQL Server 2005 and Visual Studio 2005—that will allow partners to add training as part of service packages, and speed up the adoption of the applications by partners and business clients, the company said. Learning tools associated with the applications were released…
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Delivering Storage as a Managed Service
The race between providers of managed services platforms is intensifying as they rush to add remote storage and data recovery to their offerings. N-able Technologies Inc., Ottawa, Tuesday is announcing it plans to add data backup and recovery to its growing suite of services within 30 days, while Level Platforms Inc., also based in Ottawa,…
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Unisys Unwraps Services Strategy
Unisys Corp. last month said it will retool its services business to cope with declining integration revenue and problematic outsourcing contracts. On Oct. 18, the company disclosed preliminary third-quarter results showing a loss of $54.3 million. Unisys’ revenue declined 4 percent in its September quarter compared with the same period last year. To jump-start the…
