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News, solutions, and analysis for Value-Added Reseller (VAR) & Channel Partners
  • Used IT equipment becoming a strong market

    Posted December 18, 2008 - 11:42 am

    The traditional school of thought in acquiring IT equipment is to buy brand new equipment from an authorized reseller, but lately there has been a renewed interest in used equipment.

  • IT Consultants: 7 Business-Building Secrets for 2009 (and Beyond)

    Posted December 17, 2008 - 10:08 pm

    IT consultants that own or manage their own consulting companies often face challenges when growing their profits and client base.
  • Julie Parrish turns up at NetApp

    Posted December 17, 2008 - 2:04 pm

    As a long-time veteran in the IT channel industry, Julie Parrish sent waves in the channel when she announced her departure from Symantec Corp. (NASDAQ: SYMC).
  • Cisco beefs up virtual partner empire

    Posted December 17, 2008 - 1:57 pm

    At a time when big players are talking about laying off a part of their channel ecosystem, Cisco has decided to embrace a different approach. Although the vendor is not keen on aggressively adding more partners, it has made sure that no harm befalls on its existing channel fraternity.
  • VAR peer groups a great idea

    Posted December 16, 2008 - 11:09 am

    Ingram Micro's new peer networking program lets SMB solution providers meet face-to-face and online to talk shop, schmooze and just shoot the breeze if they want.

  • Survey shows VAR optimism

    Posted December 15, 2008 - 12:27 pm

    The VARBusiness 2009 State of the Market survey shows that VARs are quite a bit more optimistic than the rest of the country when it comes to projecting their future success. And for those of you who have been in sales at one time or another, this isn't surprising.

  • Nortel gets delisting notice

    Posted December 12, 2008 - 12:03 pm

    Telecommunications is, by most analyst's accounts, one of a relative handful of industries that continue to do well during the recession, but Nortel apparently hasn't gotten the memo.
  • IT Maintenance Contract Tips Increase Your Profitability

    Posted December 11, 2008 - 2:21 pm

    Are you offering an IT maintenance contract package as part of your computer consulting business?
  • VARs get private-label opportunity from Microsoft and HP

    Posted December 11, 2008 - 12:12 pm

    Microsoft and HP have a new opportunity for VARs, and by all accounts, it's a big deal and one that deserves attention. Historically, VARs have complained that Microsoft didn't let them offer private-label services--but the new deal overcomes that.
  • VoIP and the VAR channel

    Posted December 10, 2008 - 11:49 am

    The growth of VoIP has created new opportunities, but like any new technology, it is changing the way people do business. Traditionally, telecom service providers relied on their AR channels to install CPE and lines. The service provider provided the dial tone, and the reseller made money on sales, installation and maintenance.
  • Gartner analyst predicts drop in Federal IT spending

    Posted December 9, 2008 - 11:52 am

    Gartner's public sector analyst Rishi Sood predicted recently that federal IT spending will drop by $4 billion in 2009, and that growth will not resume until 2012.

  • Be brave because it is not over yet!

    Posted December 8, 2008 - 7:38 pm

    Start out slow don’t hyperventilate or step on your own tongue. Ask the same questions of all prospective employers so you can rate their answers against each other properly. What is important to you? If you are in the USA don’t ask for a company car, if you are in England don’t ask for an American car, if you are in Fiji don’t ask for too little money, if you are in Dubai ask for more of everything, if you are in Finland don’t ask to work from home, if you are in China don’t ask for an American car, if you are in Russia don’t ask for Chinese food, if you are in India don’t ask for less than a 14% increase, if you are in Brazil don’t ask for more holidays, if you are a CCIE in prison for killing your wife don’t ask for Eman!
  • Another new entry to the Smartphone world

    Posted December 8, 2008 - 11:42 am

    Acer just confirmed that it will launch a branded smartphone in the first quarter of 2009. There has been much speculation over the last several months that Acer would take such action, and I'll go out on a limb and speculate that more companies will do the same.
  • Computer Service Business Success and the Need to Focus

    Posted December 8, 2008 - 9:16 am

    Do you own a computer service business that needs better marketing results? Many computer consultants start out thinking the home user, or B2C (Business to Consumer) market is the right place to be; but they quickly realize the difficulty of making a profit as a one-person (maybe two-person) operation catering to the needs of home users.
  • Computer Reseller Tips for Selling High-Margin Services

    Posted December 7, 2008 - 9:31 pm

    Many technology consultants decide to add being a computer reseller to their list of client solutions. This can help give consultants control over the total solution and solve very complex business problems.
  • Data storage in 2009

    Posted December 5, 2008 - 11:45 am

    Storage has always been a major issue for businesses. At least for the businesses I've worked for, anyway. In the '70s, I worked at a big company that had a huge area with rows and rows of paper file stacks (no digital data back then), and then an off-site warehouse with even more boxes of old paper files. It took days to find anything.
  • M&A activity still going strong

    Posted December 4, 2008 - 12:40 pm

    The current recession is unlike any other in recent history, and as we writers (who are always looking for a high-impact statement) like to tell everyone, "it's the biggest crisis since the depression." It's a little difficult to pinpoint how channel vendors are reacting exactly to the recession, mainly because they are all reacting differently.
  • Juniper on the prowl, looking for Nortel partners

    Posted December 3, 2008 - 4:19 pm

    Juniper Networks has a new campaign out, trying to lure Nortel channel partners over to their side.
  • Microsoft and Ingram Micro deliver new SaaS program to VARs

    Posted December 2, 2008 - 12:36 pm

    Software as a Service got another boost with a new program from Ingram Micro and Microsoft this week, to extend Microsoft's Service Provider License Agreement (SPLA) to all of Ingram's solution providers.

  • Microsoft Morro: Who Wins?

    Posted December 1, 2008 - 11:36 am

    Last week I wrote about Microsoft's new free anti-virus and anti-malware software product, code-named "Morro", which will replace the subscription-based Windows Live OneCare offering.
  • Salesforce reports confidence

    Posted November 28, 2008 - 11:55 am

    It's always educational to see who is making money when everybody else is not. In the retail business for example, dollar stores and discounters are raking it in. Bill collectors are going great guns in the down economy, and purveyors of get-rich-quick schemes are probably doing a little more business than usual these days.
  • IT Resellers: What Are Your Options?

    Posted November 26, 2008 - 4:25 pm

    If you are in the IT business, you probably know there are varying opinions about whether small business computer consultants can be successful as IT resellers. How can you weigh your options and decide what you want to offer?
  • Will there be a Microsoft smartphone?

    Posted November 26, 2008 - 11:49 am

    I certainly hope so. Why?
  • What drives loyalty in a vendor-VAR relationship?

    Posted November 25, 2008 - 12:11 pm

    The 2008 Affinity Index is now available, which rates vendors in different criteria relating to their success in the channel. The question posed is, what drives loyalty?

  • Upgrades yield small returns for VARs

    Posted November 24, 2008 - 12:30 pm

    The Channel Marker blog makes a very interesting point that I've commented on several times, commenting on the software business' "dirty little secret".

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