Opinion: Channel beware: Google’s greedy ways are an indication of how it is likely to treat partners.
Opinion: Once the hype dies down, Apple will remain a niche player unless it changes its ways and at last embraces the channel.
Opinion: Buying CSC would help HP on the services end, but it could cause channel conflict.
Opinion: VARs have a big role to play in comprehensive security threat management in the new year.
Opinion: Manhattan VAR CGS has truly embraced the solution provider model by offering services that even vendors are using.
Opinion: Don’t sound the death knell yet, but things aren’t looking as bright for Dell as they have been in the past, which may indicate channel-focused vendors are getting a leg up.
Opinion: After some missteps earlier in the year, HP now seems to be getting the right message to partners about its channel commitment.
Opinion: Not surprisingly, VARs aren’t tripping over themselves to join Google’s nascent channel program.
By targeting affordable at the small end of the SMB market, Microsoft is on the right track to giving customers what they need.
Google wants the channel to help it get into corporate accounts, but the company is limiting marketing support for partners. Something is amiss here.
Opinion: HP could learn a thing or two about how to treat the channel from Peregrine, a company it has decided to acquire.
Opinion: Oracle may become king of the CRM mountain with its purchase of Siebel, but the real winners in the SMB market will be SAP and Microsoft VARs.
Opinion: HP VAR partners have not heard what they wanted to hear from the company’s recently appointed CEO, and their collective patience is running short.
Opinion: Business Continuity is a critical component in any company’s IT strategy. Katrina has reinforced this point in a very tragic way.
Let your competitors laze in the sun. During the last days of summer you can prep your company for a quick takeoff when business speeds up again in September.
Opinion: Managed services is more than just an upsell for VARs. It’s a way to become more a part of your clients’ business, and specialize in a market with great growth potential in both service and client base.
Opinion: Just like you can tell what type of character someone really has by the way he or she treats a waiter or waitress, you can also tell what type of channel partner a big-time manufacturer will be if you look at the way it treats its ISV partners.
Opinion: No VAR can offer every service or cover every geographic area a customer can want, so partnering with other VARs is a requirement for growth, if not survival.
The role of consultants is becoming more important as both companies large and small wrestle with complex problems, including compliance, business-process automation, global e-commerce and supply chains and other high-demand projects.
Opinion: Channel companies usually have something to complain about when it comes to vendor relations, but that is not the case with SAP’s channel strategy.