Recent Articles
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Applying Analytics to Drive Channel Sales
Most channel providers are happy to sell analytics applications. But very few of them benefit directly from applying analytics to their own operations. With that issue in mind, the enterprise application vendor Sage Software has been leveraging big data analytics to help channel partners identify new sales opportunities. Now Sage plans to make that capability…
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Avnet’s Partner Strategy Continues to Evolve
Driving increased sales through its partner channel has been the primary strategy at Avnet Technology Solutions over the past several years. One way the global IT distributor is meeting this goal is by helping its partner channel build out their practices with new services and capabilities, particularly for the cloud, big data, social networking and…
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Pure Storage Seeks to End Maintenance-Fee Extortion
The use of increased maintenance fees to push customers into upgrading systems is a time-honored tradition. The theory is that it’s always less expensive and, thereby, more profitable to support the latest generation of any given product. But Pure Storage, a provider of solid-state storage systems, is now making the case that artificially increasing maintenance…
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FalconStor Revamps Partner Program
FalconStor Software, a data protection and migration specialist, recently relaunched its PartnerChoice Program to offer better incentives, support and training for its solution providers, service providers, distributors and alliance partners to help expand their businesses into new markets. The revamped partner program is one piece of FalconStor’s new vision for 2014 that will be rolled…
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Time to Create a Big Data Practice
Big data as an opportunity for the channel has proven to be somewhat elusive, largely because of the investment required to attain the skills to build and manage big data applications. The good news is that major players such as IBM and Cloudera are moving to make big data more accessible to the channel. At…
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HP Expands Just Right IT Portfolio of Prepackaged Offerings
As part of an effort to help channel partners better address the needs of small- and midsize-business (SMB) customers, Hewlett-Packard extended its Just Right IT portfolio of prepackaged solutions for the channel. At the same time, HP is making the terms and conditions through which those offerings can be acquired much more flexible. Rather than…
