Opinion:With the ongoing convergence between the channel and the telco world, it’s time vendors change their channel management approaches.
Opinion: The role of distribution in managed services remains an open question, but it’s clear the model is about to change.
Opinion: Solution providers moving to managed services will place more importance on the quality of the technology they are using.
Opinion: The certification process is broken and something needs to be done. Forming an association representing only solution providers would help.
Opinion: Solution providers tend to dismiss the importance of marketing, but if done right, marketing efforts can lead to increased sales.
Opinion: Channel companies and vendor partners must approach deal registration much like commanders handle intelligence during a war.
Opinion: With Gates and Ellison now endorsing the software-as-a-service model, solution providers need to figure out how to participate.
Opinion: Business executives and IT managers have different IT priorities, so it is up to solution providers to bridge these differences.
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.
Opinion: As we move closer to the release of Microsoft Vista, client provisioning and password management are likely to become a major channel opportunity.
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.