[November 15, 2011] Andres Sintes, Cisco Systems Inc. global director, Worldwide Learning Partner Channel, explains that the most successful companies use training to capture market opportunities, increase profitable growth and ensure relevance to their customers.
[November 16, 2010] Even in todays Internet-dominated world, in-person business connections still make strong impressions. But face-to-face marketers must be aware of cultural disconnects, explains AMDs Gerald Youngblood.
[October 18, 2010] Greater China today represents The Next Big Deal in the eyes of many multi-national corporations. AMD's Gerald Youngblood explains why the ability to scale is a necessity to successfully market in the region.
[October 07, 2010] Are the channel's concerns about the cloud legitimate? Perhaps, but they can be overcome with education and a willingness to embrace cloud technologies, says Erik Walczak, Ingram's cloud technical specialist.
[September 24, 2010] Competitive advantage will shift to companies that capture, analyze, share and use information to make smarter decisions, says Andy Monshaw, IBM's Global Midmarket GM.
[September 14, 2010] Gerald Youngblood, AMD Manager of Worldwide Component Channel Marketing, says marketing must be nuanced to fit a geographic region's communication culture. Second installment in a four-part series.
[August 03, 2010] Gerald Youngblood, AMD Manager of Worldwide Component Channel Marketing, says solution providers can profit by learning from business innovations worldwide. First in a four-part series.
[May 17, 2010] Sandy Carter, vice president, IBM Software Group, Business Partners, says the channel is headed in the right direction.
[March 28, 2010] Ram Manchi, president of the Alliance for Gray Market and Counterfeit Abatement & Peter Hlavnicka, Treasurer AGMA, explain how warranty and service abuse hurts sales and what can be done about it.
[December 01, 2009] IBM knows that its Business Partners must deliver high-margin, high value services to flourish. But it now recognizes that IBM-branded services can be just a piece of the solution. Cyndi Privett, Vice President of Research and co-founder at Viewpoint Research Inc., explains how the vendor is adapting.
[October 27, 2009] Helping mid-sized businesses to put their mountains of data to good use is a tremendous business opportunity for channel partners. Marc Dupaquier, IBM Corp.'s general manager for the Global Midmarket organization, explains how partners can leverage advances in business intelligence.
[December 22, 2008] Alternatives to traditional invoicing systems provide a lucrative opportunity for channel partners. Mitch Baxter executive vice president, business development for Transcepta, explains what pitfalls to avoid when evaluating the proper solution.
[November 05, 2008] Samuel Tam, CEO of Vicom Systems, explains how VARs can capitalize on the growing revenue opportunity in helping businesses migrate their data.
[September 03, 2008] John Longwell,director of research for Computer Economics, finds that money isn't the only thing channel partners should use to retain their workers. Employees value training and quality-of-life issues as well.
[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.
[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.
[July 02, 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.
[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.
[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.
[May 01, 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.
[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
[April 06, 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.
[March 25, 2008] What should solution providers expect from IT distributors, and what should they do to maximize related partnerships?
[March 10, 2008] FMC has opened the mobile communications market to channel partners. Here's how to target the enterprise with a smart strategy.
[February 21, 2008] Solution providers skilled in applications development or managed services will be in greater demand during any economic slowdown. Businesses are growing more serious about outsourcing to lower costs.
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