Recent Articles
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New Technologies Will Fuel Channel Opportunities
New Technologies Will Fuel Channel Opportunities New Technologies Will Fuel Channel Opportunities The channel’s role is to support their customers with new tech to help them improve productivity, provide fresh insights and create new revenue opportunities. More Spending 76% of the tech companies that achieved strong EBITDA (Earnings Before Interest, Taxes, Depreciation and Amortization) over…
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How Channel Partners Can Monetize Vendor Relationships
“Who needs you?” While it may sound curt, maybe even nasty, this is an important question to ask yourself when determining which of your vendor partners you can best leverage to generate new revenue. While your instinct may be to focus on your largest vendors, you may find that your smallest vendors need you more…
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Strange Bedfellows Have Become the Microsoft Norm
For as long as anyone in IT can remember, a focus on controlling the platform on which an IT solution is delivered has influenced every action taken by every IT vendor. No vendor was more focused on that issue than Microsoft. Extending the Windows franchise drove every strategy the company employed for over three decades.…
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Microsoft Details Massive Reorganization Plan
In what amounts to one of the most ambitious efforts ever to align channel partner sales efforts with a vendor’s sales organization, Microsoft revealed how it plans to go to market in collaboration with partners in the wake of a massive corporate reorganization. At the Microsoft Inspire 2017 conference, the company took the wraps off…
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Lenovo Changes Its North American Channel Focus
As Lenovo prepares for a Lenovo TechWorld conference in China, the company’s approach to the channel is evolving in North America. Sammy Kinlaw, channel chief for Lenovo in North America, said the firm is endeavoring to focus its channel partners on higher-margin PCs, while also creating a dedicated data center channel program. Previously, Lenovo had…
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Cisco Boosts Appeal of Enterprise Licensing Agreements
Now that Cisco has extended the scope of its enterprise licensing agreement to include Cisco security technologies and collaboration software, the company’s partners are naturally excited to wield a new weapon against Cisco competitors. The minimum contract value to be eligible for a Cisco enterprise licensing agreement (ELA) is now $250,000. Previously, a Cisco One…
