Recent Articles
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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…
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Is There A Chink In Dell’s Armor?
The company that has been giving the resellers, VARs and every PC manufacturing company fits and starts for the last 20 years appears to have a chink in its armor after all. Dell has made a living out of being more of a box pusher and highly efficient distribution machine than a cutting-edge technology company.…
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HP’s PartnerOne Is Growing Up and Changing Less
During its first year as a formal channel program, Hewlett-Packard Co.’s PartnerOne was rolling out significant program updates and revisions almost quarterly. In its second year, the company limited major announcements to the change of the fiscal calendar. As the program enters its fourth year this month, PartnerOne executives are confident the system in place…
