HP Says EDS Deal Won't Impact Channel Commitment
[May 13, 2008] Hewlett-Packard's $13.9 billion purchase of systems integrator EDS will more than double the size of HP's services business and could pose a potential challenge to the company's current channel-oriented sales model in the enterprise services space. However, Mark Hurd, HP's CEO, said in a media briefing shortly after the deal was announced that HP remains strongly committed to its channel partners.

Adtran Focuses Networking Partners on Mid-Tier
[May 13, 2008] The provider of networking and communications services and equipment, wants a bigger piece of the SMB and mid-size enterprise markets and is bringing out a revamped channel program heavy on specialization, certification and incentives to urge its partners in that direction.

New SaaS Tool Allows VARs to Customize Database Applications
[May 12, 2008] Built on a scalable J2EE platform, SaaSWizard can be installed on Linux or Windows servers and lets users build database applications with MySQL or Microsoft SQL Servers using just their browsers. The result can either be served up in SaaS mode or installed on-premise behind the enterprise firewall.

VARs Optimistic About Intel Exchange Plan
[May 9, 2008] Intel's recently announced plan to help VARs better serve the SMB market by launching an online exchange is gaining positive traction with some channel partners who believe it will foster collaboration and grow business.

VARs Gain Another Tool to Crack VoIP Market
[May 7, 2008] VarPhonex, a Miami-based VoIP provider, has unveiled its Create-a-Plan and Custom Dial Plan solutions for channel partners. The plans enable VARs to easily customize VoIP services for customers and offer their own branded VoIP service using VarPhonex as the host.

Channel Vendor ClearCube Spins Off Software Business
[May 7, 2008] PC blade vendor ClearCube, which has evolved its business heavily toward the channel during the last two years, is spinning off its software business as a separate company called VDIworks. The move means the highly competitive virtualization market, which is attracting growing numbers of VARs, now has a new player.

Systems Integrator Carves Out Industrial Automation Niche
[May 6, 2008] Maverick Technologies wins acclaim from Frost & Sullivan for its business growth and a unique approach to IT services that includes providing customers with industrial automation expertise.

All Eyes On Surveillance Opportunity
[May 5, 2008] Distributor Tech Data's recent expansion of its video surveillance product offerings to include network test solutions underscores the growing importance of the physical security market to channel partners.

Intel Launches Exchange to Help VARs with SMB Sales
[May 2, 2008] Intel has started a program called Intel Business Exchange (BX) that should make it easier for channel partners to sell SMB solutions. The plan brings together a number of software and service vendors to offer small-business customers complete solutions, not just hardware.

New Channel Program Targets Ruggedized Computer Market
[May 1, 2008] Itronix expects 50 percent growth in its channel business as federal and public safety markets boom and demand for ruggedized systems grows.

Revamped Xerox Channel Program Proves Successful
[April 30, 2008] By expanding its channel rebate and reimbursement program, Xerox Corp. believes it is better equipping channel partners to counter the economy’s downswing and customers’ reluctance to spend a portion of their often shrinking IT budgets.

AMD Targets SMB Market with New Initiative
[April 29, 2008] In a move that could impact channel vendors and white-box manufacturers, chipmaker AMD has launched an effort to bring hardware into the SMB market.

Elite Channel Program Highlights Enterprise Data Security Solutions
[April 27, 2008] Credant Technologies moves to expand channel business by launching premier program targeting high-end partners

Sun Launches SaaS Program for Software Partners
[April 25, 2008] ISVs now able to convert products without having to rewrite code

Intel And NaviSite Join in Managed Services Offering
[April 24, 2008] New hosted services program targets channel partners active in growing SMB market

CSC Lands $915 Million in Federal Contracts
[April 23, 2008] Giant systems integrator also expands worldwide business with launch of new global healthcare unit

Channel Consolidation Ahead As Blue Coat Plucks Packeteer
[April 21, 2008] Growth in WAN optimization market, expected to exceed $1.2 billion in two years, fuels takeover move

IBM Expands Incentive Program to Worldwide Partners
[April 21, 2008] Vendor aims to reward resellers who identify early sales opportunities

Novell Seeks Partners for Linux Appliances
[April 17, 2008] Vendor to Utilize Channel Developers in Open-Source Push

Ingram Expands SaaS Solutions
[April 15, 2008] Distributor Broadens Managed Service Offerings with Three Microsoft-based Hosted Software-as-a-Service Solutions for VARs.

Intel Sees 'Good Start' to 2008
[April 16, 2008] North American Sales Growth of 17 Percent Reassures Channel

Subscription Renewal Plan Resonates With Channel
[April 15, 2008] SonicWall's Program Streamlines Customer Service and Yields 30 Percent Renewal Rate For Partners

A Mobile Companion Built for The Channel
[April 11, 2008] Celio's Redfly Aims To Create A Mobile Platform That Channel Partners Provide To Enterprise Customers

Cisco Targets Data Center Transformation
[April 9, 2008] Vendor Prods Partners Toward What It Identifies As A $14 Billion Opportunity

The ambitious plan by Sprint, Clearwire, Google and several others to build a fast WiMAX network in the United States could end up having a tremendous impact on the channel, as well as being the last-gasp opportunity for WiMAX itself.

Vendors and reseller organizations are relatively well-run, rational businesses. Charles Watson, senior vice president of marketing and sales of Blueroads, explores why so many complications arise when these two groups start working together.