Capitalizing on Trends in the Healthcare Vertical[August 13, 2008] Imran Khan, industry analyst, Information & Communication Technologies for Frost & Sullivan, highlights the growing opportunities in the booming healthcare market and tells channel partners how to benefit from the spending trends.
VARs Can Profit from the Security Challenge
[July 24, 2008] Dave Allison, vice president of channel sales at Kaspersky Lab Americas, explains how channel partners can capitalize on the growing need for security by evolving customers' security processes and recommending solutions specifically tailored to their needs.
A Perfect Storm Strikes VAR Channel
[July 2, 2008] Kevin Bandy, senior executive at Accenture,explains how fundamental shifts in the customer base and in buying behaviors have altered the ways channel partners must operate their businesses.
How Will Future IT Spending Impact the Channel?
[June 11, 2008] John Longwell, director of research for IT advisory firm Computer Economics, sees strong business spending ahead in such areas as server virtualization, storage management and help-desk support. But VARs will have a lot less luck trying to sell Vista.
The Hidden Costs of the Gray Market
[May 20, 2008] Peter Hlavnicka, treasurer for the Alliance for Gray Market and Counterfeit Abatement (AGMA) warns that the gray market in IT products continues to thrive to the detriment of authorized channel partners and vendors. The lower price tag of such goods can often hide poor quality and a lack of service.
The Proven Formula for Vendor and Partner Success
[May 1, 2008] 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.
Your Customers' Systems Investments Deserve to Last
[April 16, 2008] Saru Seshadri, president & CEO of Ultramatics Inc., explains how channel partners' use of SOA architecture can reduce the escalating cost of software waste
Channel Is Key In Enterprise Security Sales
[April 6, 2008] George Adams, CEO of SSH Communications Security, outlines the key obstacles channel partners face in tackling security sales and offers a roadmap to success.
