Channel Insight


Maximize ROI Through Training: Three Things Every Company Should Know


[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.

Solutions in a Small World (Latin America): Sealed with a Kiss


[November 16, 2010] Even in today’s Internet-dominated world, in-person business connections still make strong impressions. But face-to-face marketers must be aware of cultural disconnects, explains AMD’s Gerald Youngblood.

Solutions in a Small World (Greater China): When Opportunity Knocks


[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.

The Cloud Benefits Us All But Still Confuses Many


[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.

Smarter Midsize Companies are Uncovering Insights Buried in Their Information


[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.

Solutions in a Small World: The Words Have Meaning


[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.

Solutions in a Small World: Customization for Every Demographic


[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.

IBM Predicts Smarter' Channel Plays


[May 17, 2010] Sandy Carter, vice president, IBM Software Group, Business Partners, says the channel is headed in the right direction.

Waging War Against Service Abuse


[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.

IBM Adapts Services Approach to Channel Partners


[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.

Smarter Ways to Manage Information


[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.

Electronic Invoicing: New Channel Opportunity


[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.

Data Migration Is A Channel Opportunty


[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.

Channel Faces Workforce Retention Challenge


[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.

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 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.

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 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.

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 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.

Key Questions Emerge from Distribution's Evolution


[March 25, 2008] What should solution providers expect from IT distributors, and what should they do to maximize related partnerships?

Enterprise Fixed-Mobile Convergence Can Be Lucrative for Channel


[March 10, 2008] FMC has opened the mobile communications market to channel partners. Here's how to target the enterprise with a smart strategy.

Channel to Benefit from Spending Constraints


[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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