News, solutions, and analysis for Value-Added Reseller (VAR) & Channel Partners
  • 12 effective habits of indispensable IT pros

    Posted January 17, 2012 - 7:08 am

    Ditch the slackers, take on dirty work, do it with data -- here's how to get the inside track on a highly rewarding career in IT
  • Measuring carbon impact: IT's next Sarbanes-Oxley

    Posted October 22, 2009 - 9:53 pm

    New environmental regulations coming into favor in the United States, Europe and soon in Canada as well will require many companies to be able to measure the environmental impact and carbon emissions contributed by their business and their product. That will require technology, and SAP sees opportunity for the IT industry and the channel around measuring sustainability.
  • How distributors are helping their partners

    Posted June 24, 2009 - 1:56 pm

    The ability for distributors to offer, lend and extend credit and financing to partners is nothing new. However, because of a weakening and uncertain economy, many distributors have had to revise the ways in which they are able to, or not, in some cases, provide this out.
  • How white-box purchasing is affecting the channel

    Posted June 11, 2009 - 3:11 pm

    The overall Canadian client PC market is expected to decline this year by 13.4 percent year over year, says IDC Canada. The only area where the firm is expecting growth this year is in the consumer portable market space, which brings both good and bad news to the channel, according to the research firm.
  • Can the channel survive in a world of Selfsumers?

    Posted June 11, 2009 - 3:00 pm

    Thanks to the Internet, smartphones, social networking sites and other multimedia tools being so readily available, end-users in the consumer space have now evolved to become what PricewaterhouseCoopers calls Selfsumers. And in order for the channel to keep pace, partners will need to adapt to this new type of purchaser, says the company's David Jacobson, director of emerging technologies in Canada.
  • Keeping customers: It's not about money, but trust

    Posted April 23, 2009 - 2:37 pm

    In order for the channel to succeed in today's increasingly competitive marketplace, partners must concentrate on fostering good relationships with their customers.
  • Why the channel should get into the DLP space

    Posted April 8, 2009 - 3:37 pm

    During these tough economic times, it's essential that businesses secure their confidential information using data loss prevention (DLP) solutions to help prevent data loss or data ending up in the wrong hands, Symantec executives say. What this translates into on the channel side is a wealth of market and customer opportunities, adds one analyst.
  • How SMB partners can weather the economic storm

    Posted January 7, 2009 - 5:33 pm

    At a time when most businesses are looking to cut costs and leverage existing resources, channel partners may feel discouraged in the marketplace. But there's actually no better time than now for partners to start having conversations with their customers.
  • Ten things VARs must do to prepare for SaaS

    Posted October 8, 2008 - 9:59 pm

    You know you have to make the switch to SaaS, but where to begin. These 10 tips will get you off on the right foot.
  • The VAR Perspective: SaaS Success

    Posted October 8, 2008 - 9:58 pm

    Todd Fitzwater, Principal of Demand Solutions Group, saw the handwriting on the wall when he started the company in 2005. Although Demand Solutions describes itself as an "on-demand" business solutions provider, Todd wasn't always a SaaS evangelist, and spent years prior running a successful, but traditional, CRM consultancy. His strategy is now being emulated by VARs wanting to achieve the same level of success.
  • Why VARs don't want to accept SaaS

    Posted October 8, 2008 - 9:56 pm

    From a buyer's perspective, there is a good case to be made for SaaS. Up-front costs, as well as total cost of ownership, are lower, and there is less spending required for integration, deployment and ongoing maintenance. These however, are precisely the things from which the VAR derives profit. It would seem on the surface that the SaaS model is taking the "value-add" out of "value-added reseller".
  • Why VARs must add SaaS options

    Posted October 8, 2008 - 9:55 pm

    We won't be re-playing "Death of a Salesman" to the tune of SaaS any time soon, but traditional VARs that refuse to accept the SaaS model are in for a hard time. This is a game-changer, and will alter the very nature of what it means to be a reseller. The "sweet spot" for VARs will be the small and midsize business market, although if it is marketed right, there could even be growth potential in the Small Office/Home Office market—especially with standard productivity applications from Google and Microsoft hitting the SaaS world.
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