The Final Cut

  • Hewlett-Packard Americas Channel Chief Adrian Jones' tight relationship with HP CEO Mark Hurd made him an outstanding advocate for solution provider partners. It also meant he was under Hurd's constant scrutiny, being pushed and prodded every step of the way to make sure the channel was delivering.

  • One of the eye-opening moments from our recent XChange '09 conference was a solution provider complaining that Dell Direct is, in some cases, quoting prices that are 10 percent to 15 percent below the channel price on low-quantity servers or PCs.

  • Best Buy made its name selling technology products at the lowest possible prices. Of course, the best prices don't always mean the best service.

  • Many solution providers are missing out on products and vendors that could effectively help them pull out of a tailspin with some groundbreaking solutions

  • It's a question worth asking: What makes retail so dramatically different from e-tail?

  • Solution providers, like Pat Walsh of Computer Station of Orlando, who move to a recurring revenue model are driving higher profits and sales than those who are stuck in the 'ole sell-the-next-IT-project paradigm.

  • There are a lot of lessons to be learned from NWN, the top winner on CRN's Fast Growth 100.

  • Choices we make in times of crises ultimately determine our success or failure. Remember, the Chinese symbols for crises encompass both danger and opportunity. That's something that every vendor and solution provider should think long and hard about as they refine their 2009 sales plan.