Recent Articles
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Sophos Rewards Partners for Online Marketplace Sales
The proliferation of app stores and online marketplaces has created a significant challenge for solution providers across the channel. With increased regularity, organizations are now purchasing both software and hardware in a way that bypasses the indirect channel. Sophos, a provider of endpoint management software, is now providing a way for solution providers to recoup…
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Kodak Alaris Revamps Its Partner Program
With more than 90 percent of Kodak Alaris’ Information Management (IM) division sales conducted via its reseller and distributor partners, the company’s success is tightly tied to the channel, prompting a revamp of its partner program. In addition, distributors, value-added resellers (VARs) and solution providers are always looking for new ways to deal with increased…
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Low-Code Platforms Can Take Channel to a Higher Place
Solution providers are being continuously told to expand the scope of their services by adding or extending their application development capabilities. Only then will they be in a commanding position that will enable them to pull in the other technologies needed to deploy that application in the form of a complete solution. The only problem…
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D-Link Shows Faith in the Channel
There was a time when a channel partner was as good as his or her handshake. Before IT vendors started requiring justification for every single dollar invested in the channel, it was assumed that vendors and partners alike would operate in a fashion that was beneficial to their mutual self-interest. D-Link has launched a revamp…
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HP Says It’s Time to Reinvent the Channel
After posting some impressive growth numbers over the past year, HP is now informing partners that they need to start shifting their business models toward establishing contractual relationships with customers, rather than merely facilitating transactions. At the 2017 HP Reinvent World Partner Forum, HP channel executives stressed the need for partners to embrace emerging technology…
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VMware Channel Chief Aims to Convert Deals Into Sales
Newly appointed VMware channel chief Brandon Sweeney said the most important thing for him to accomplish is to not screw things up as he takes over for former VMware channel chief Ross Brown. Brown has been named senior vice president for strategic corporate alliances as part of an effort to encourage VMware partners to develop…
