Recent Articles
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Important Facts Partners Should Know About Cisco
Cisco and the channel Important Facts Partners Should Know About Cisco The entire Cisco channel ecosystem is changing. There are apt to be plenty of bumps along the route to that transition, but there’s no turning back. Sizing the Cisco Americas Channel Over the Cisco channel for the Americas is a $20 billion organization. The…
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Now-Independent SonicWall Revamps Channel Program
SonicWall is back in the channel with a plan to build a robust portfolio of IT security products designed to fuel its re-emergence as an independent company. After being spun out of Dell prior to the tech giant’s merger of with EMC, SonicWall unveiled a revamped channel program that provides partners with additional rewards, deal…
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Cisco Transformation Requires More Time, Patience
SAN FRANCISCO—One of the largest corporate transformations in the history of the IT industry is proceeding at an uneven pace. At the Cisco Partner Summit 2016 conference held here Nov. 1 to 3, the company laid out a series of initiatives intended to accelerate a shift toward a business model based on recurring revenue derived…
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How Salesforce Is Bringing AI to the Channel
Artificial intelligence may seem like a concept that’s far removed from the channel. However, Salesforce on Nov. 3 unfurled an instance of its partner relationship management (PRM) software delivered as a service that comes infused with an Einstein AI engine that has the potential to transform how channels are managed. PRM applications are loaded with…
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Dell EMC Enacts “Zero Tolerance” Policy for Channel Conflict
Channel conflict is nothing new for either Dell or its channel partners, but following its merger with EMC, there is now a unique opportunity for the combined Dell EMC entity to address this issue. To minimize channel conflict, EMC implemented a “hard deck” that reserved access to key accounts for its sales force. It then…
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What the Channel Should Know About Dell EMC
Dell EMC What the Channel Should Know About Dell EMC In addition to unifying the Dell EMC channel, the company is implementing a raft of new initiatives that will affect channel partners. Total Number of Dell EMC Partners There are roughly 3,000 Dell partners and 800 active EMC partners. Roughly $35 billion in revenue is…
