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5.9.2006 Opinion:With the ongoing convergence between the channel and the telco world, it’s time vendors change their channel management approaches.
5.2.2006 Opinion: The role of distribution in managed services remains an open question, but it’s clear the model is about to change.
4.24.2006 Opinion: Solution providers moving to managed services will place more importance on the quality of the technology they are using.
4.18.2006 Opinion: The certification process is broken and something needs to be done. Forming an association representing only solution providers would help.
4.10.2006 Opinion: Solution providers tend to dismiss the importance of marketing, but if done right, marketing efforts can lead to increased sales.
4.4.2006 Opinion: Channel companies and vendor partners must approach deal registration much like commanders handle intelligence during a war.
3.28.2006 Opinion: With Gates and Ellison now endorsing the software-as-a-service model, solution providers need to figure out how to participate.
3.20.2006 Opinion: Business executives and IT managers have different IT priorities, so it is up to solution providers to bridge these differences.
3.13.2006 Opinion: With its Ecosystem of Innovation, IBM and its partners have a chance to narrow the long-standing gap between new products and market acceptance.
3.6.2006 Opinion: As we move closer to the release of Microsoft Vista, client provisioning and password management are likely to become a major channel opportunity.
2.27.2006 Opinion: Based on results from a recent CIO Insight survey, it appears now is the time for VARs to encourage enterprise customers to upgrade client systems.
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