Recent Articles
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SAP Makes a Bigger Line-of-Business Bet
With line-of-business executives exercising more influence over the acquisition of applications than ever, there is a clear need to alter the way many vendors take their products to market. With a heavy focus on the way IT professionals think about applications, many app vendors and their solution provider partners are finding it challenging to market…
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IT Automation Emerges as a New Channel Opportunity
One of the hottest emerging trends in IT these days is the shift toward increased reliance on automation. While the idea has been around, thanks to the rise of open-source tools from companies such as Chef and Puppet Labs, the adoption of IT automation tools has increased markedly. Driving this trend is nothing short of…
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Dell Reshapes Its Channel Strategy
Michael Dell is having more fun running his eponymous company now that it is private, and he and his executive team have more time to spend with customers. Dollars that previously went toward servicing Wall Street obligations are now going back into innovation—to customers’ benefit, the Dell CEO added. Working through the channel to sell…
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SAP Pursues New Channel Paths to the Cloud
As part of an effort to significantly expand its reach into small and midsize enterprises (SMEs), SAP plans to explore alternative channels that will rely more on telecommunications and cloud service providers. As the way software is acquired in the age of the cloud continues to fundamentally change, solution providers in the channel will need…
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Splunk Expanding Analytics Platform with Channel Help
While Splunk search technology is widely used within IT organizations to analyze machine data generated by IT infrastructure, the company’s core technology hasn’t been applied that much outside the IT department. Now, with the help of channel partners, Splunk aims to expand its presence across the enterprise via a series of analytics offerings that deliver…
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McAfee Aims to Rally the Channel
McAfee has a broad range of security products in its portfolio, but it is best known for selling anti-virus software. At the recent McAfee Focus 2013 conference, the company rallied channel partners to increase the number of McAfee products they sell into any account to at least three while at the same time promising to…
