On The Record


  • Building and managing a successful IT channel is hard. Here are the top priorities partners should focus on to determine a vendor's commitment, and suppliers can use to assess their own programs.
  • For channel partners that represent a single vendor in the market in any technology segment, if that vendor falls into a particularly difficult situation, the partner is at risk as well.
  • For partners on the fence about the Meg Whitman era at HP, it's time to start feeling confident about the company's $112 billion commitment to solution providers.
  • When it comes to what happens in the field, solution providers need engagement with partner account managers that are focused on helping partners go to market together.

  • Because the technology market is continually changing, there is no perfect channel for very long. But there is a way to get very close to one, and it requires CEO leadership, a team of loyal executives that believe in the goal, and a commitment to take feedback from the field and build a business that is easier to work with.

  • Now comes the hard part for Michael Dell. With the yearlong battle behind him to take Dell private, the company founder now faces the biggest business challenge of his lifetime.

  • As the move to more toward managed services, off-premises private cloud and, ultimately, to public cloud continues, the criteria vendors will use to choose channel partners will change.

  • Does it make sense for solution providers to resell the Amazon cloud? Here a few important questions you have to ask in order to make the decision to put the livelihood of your customers' business on the Amazon cloud.

  • Unlike the Carly Fiorina and Leo Apotheker stewardships, current HP CEO Meg Whitman has the right attitude for driving channel growth.

  • The time is now for the channel to reap the rewards of deploying cloud services. But while the key attribute to capitalizing on past tech trends were technical skills, the future in the cloud is all about sales and marketing.

  • The channel has changed quite a bit in the last decade. Here are three key elements to examine when evaluating potential vendor partners.

  • Dell's recent news that it's driving toward a potential private equity deal sounds like a good thing.

  • Microsoft may not be any competition for Apple in the tablet market, but in the enterprise, Windows-based tablets will do well.

  • Direct market resellers are going to be an extinct species in five years.

  • Microsoft should put a plan in place to drive its tablet through solution providers in the business marketplace.

  • Microsoft's decision to build its own tablet and sell it directly marks a sea change in IT and an admission that the market has shifted.

  • For solution partners young and old, there is a unique opportunity to gauge the new supplier base and capitalize on the need by those vendors to build channel relationships and sales.

  • Position marketing will become more prevalent due to the loss of brand identity to the end user as a result of the cloud.

  • The future of computing is increasingly going to experience a bigger effort to transfer costs up the sales chain.

  • Less than four months on the job, HP CEO Meg Whitman has brought stability and solid management to a company enormously important to the channel, but her job is far from over.

  • For today's channel chiefs, the scrutiny and grind of it all is comparable to a presidential campaign that never ends.

  • VCE, the joint cloud effort of Cisco and EMC, with investments from VMware and Intel, can be described as a 'vendorgrater.'

  • Partner portals are not dead, but they should be reconstructed from the ground up with the user in mind.

  • We are seeing some common attributes among solution providers that fall into the three categories as they relate to the move to cloud computing: vintage, progressive and transformational partners.

  • The HP decision to spin off its PC business could have proved to be healthy for HP, its competitors and the partner community.

  • The adoption of cloud computing, while not yet universal, is growing and a path to a new channel will require extensive work by the partner community to remain successful.

  • The Best of Breed concept is not the same old, but a conference with a partner-built agenda that's poised to tee up the IT business model issues and allow partners to learn from each other.

  • As we increasingly move toward desktop virtualization and cloud computing, the potential market for mobile devices and tablets is going to be huge.

  • Can distribution find a role in the world of cloud computing where most of the world buys computing power much like it does electrical power?

  • The trouble with the cloud is there's no one to call when you have an issue, and that's an opportunity for solution providers.

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