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The “aggressive” move is designed to put pressure on competitors’ systems that run on Intel’s Xeon processors.

A single sales unit will be responsible for success both in and out of the channel, with equal compensation, under SAP’s new hybrid sales model. The company also announced 14 new or enhanced partner programs for 2006.

The network diagnostics vendor brings its enterprise-level technology to the midmarket and calls on channel partners to reach customers.

VARs have about 12 months to position themselves to sell to small and midsize businesses before awareness and competition make the market a free for all, analysts say.

SMBs may not be tech-savvy, but they’re savvy about their business and ready to buy these solutions—VOIP, Business Management, Security and Data Availability and Distributed Workplace technology.

Microsoft’s Small Business + site is the latest step in the software maker’s strategy to engage SMBs on the Web and connect them to partners.

Microsoft enhances its Partner Events program with the addition of a Readiness Center to walk partners through planning.

Collaboration will be key for VARs as they enter thinner verticals to meet customer demand for deeper business process knowledge, according to analyst predictions released by IDC.

CDW’s short-term sales will dip as the nationwide reseller makes significant investments in its distribution system and reorganizes its sales force, analysts said.

Agilysys expects its new demonstration center it has opened with IBM’s help to push sales closures to 85 percent from 50 percent.

Sony is offering $500 for Dell-to-Sony trade-ins made through resellers to boost channel presence on the back of Dell’s own market share.

Bruce Dahlgren, former head of solutions and services at Lexmark, will chase imaging and document management solutions to drive printer and imaging sales at HP’s 1,500 largest customers.

Clients and vendors alike can benefit from training, but convincing clients to purchase education programs part of an already expensive solution can prove difficult; one key is selling early.

With the release of the Viiv entertainment computers this week, Intel will rely on its channel partners to deliver a market they’ve never served: home users.

NASBA, an organization of 14,000 system builders and VARs, and the Consumer Electronics Association inked a pact to help VARs bring consumer electronics into the business space.

Intermedia.NET is turning to one-time commissions instead of monthly margins to compensate VARs for selling its Web site and Exchange hosting services.

IT distribution through the channel continued growing at 6.9 percent in the last three months of 2005 and distribution worldwide slowed to 2.2 percent growth; distributors and VARs should expect to see similar numbers throughout 2006, analysts say.

The networking vendor launched a web portal for partner with sales tips, best practices guides and other support tools.

The companies are marketing VARStreet’s e-commerce platform to Synnex partners.

The company is encouraging channel sales by offering commercial sales reps equal commission for direct and indirect sales, the company said.

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