Recent Articles
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MailFrontier Moves Toward Channel-Only Model
E-mail security vendor MailFrontier Inc. plans to shift 100 percent of its sales to the channel within a year. The company is well on its way, having already moved three quarters of sales to channel partners as of its last quarter, said MailFrontier CEO Anne Bonaparte. The channel-only approach is the most cost-effective way to…
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Google’s Channel Scheme Irks VARs
Sometimes even editors need confirmation. Every once in a while I have an initial harsh opinion, or a positive one, on a vendor’s channel strategy and I always try to run my thoughts by a handful of trusted VARs to keep myself in check. Such was the case when I first heard about Google’s grand…
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Channel Plays Dual Role For BSM Vendors
The label “two-faced” is normally seen as pejorative. But that’s not the view of business service management vendors that have found allies in the integration and outsourcing sector. BSM makers now target those service providers as end customers and as a sales channel for their products. This dual role has sparked numerous conversations between software…
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Digest: News from InfoNow, Edge Dynamics
InfoNow’s new market data appliance was applauded by Gartner as one of a kind in its field; Edge Dynamics’ Version 3.0 provides an analytics tool for channel commerce management. InfoNow Appliance Allows Vendors to Track Partner and Customer Market Dynamics InfoNow Corp., a channel data and consultant firm for vendors and manufacturers, was applauded by…
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Why Bother Being an Apple VAR?
When shopping for a PowerBook last spring I visited an Apple VAR who couldn’t stop singing the praises of the Mac OS, which he considered far superior to Microsoft Windows. He had no PowerBooks in stock, and as I looked around his cramped quarters I realized most of the machines being serviced were Windows-based, a…
