The Final Cut

  • For partners that are willing to make an investment in the SAP model, the payoff is going to be astronomical.

  • For 20 years, CRN's Channel Champions awards have been the gold standard pointing solution providers to who truly is walking the channel walk rather than just talking the channel talk. This year, once again, there simply is no vendor that has more channel breadth, depth and commitment than HP, which walked away with more than twice as many top honors and subcategory awards than IBM or Cisco.

  • More often than not, giving back leads to bigger sales -- particularly in the social networking age where professional and personal lives are blended together.

  • One of the secrets to fast-growing national solution provider NWN's success is its triple-threat focus on the customer, cutting-edge technology solutions and sales growth.

  • There's been a lot of talk about the payback from energy and power-consumption savings. But there have been few solution providers, vendors or distributors that have made the leap from plain talk to a no-holds-barred green sales strategy. That is until now.

  • All you have to do to realize that Apple blew it big time with its new 27-inch iMac displays is read the long list of complaints about the product on Apple's own forum.

  • There are few products that can in one fell swoop drive a high-margin services business for solution providers and huge ROI for customers. But that's just what EMC has done with its SourceOne compliance product offering, which was launched earlier this year and has shattered sales records for EMC and its partners.

  • How to prosper from the cloud computing revolution dominated the discussion at Everything Channel's Tech Innovator's 2009 in Las Vegas this week.

  • Solution providers could be the big losers in the HP vs. Cisco networking battle.

  • 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.