CRN Learning Centers

  • CRN Exclusive: Riverbed Redesigns Channel Strategy, Launches Services Attack At Partner Summit

    Riverbed Technology is investing more in the channel and looking to stir some excitement by unveiling three new opportunities for partners to sell more end-to-end Riverbed solutions.

    "Riverbed had a very large partner base, and in terms of loyalty and relevance, that just didn't add up," explained Karl Meulema, Riverbed's channel chief and senior vice president of global channels. "If you spread yourself too thin over too many partners – doing one or two transactions a year with a partner – why would they care about you?

  • New Multi-Brand Dealers Flock to Xerox Due To Open Platform, Broad Portfolio, Active Recruitment

    Norwalk, Conn.-based Xerox said it wants to grow its U.S. print-focused partners by 25 percent as it aims to penetrate the small to midsized business (SMB) market. The plan? Convince partners who are representing multiple brands to consider Xerox's broad portfolio and new open platform.

    "Our coverage for our brand isn't enough," Darren Cassidy, president of Xerox's U.S. channel unit, told CRN. "We are spending a lot more money driving demand into the channel."

  • AT&T Sold 1M Fewer Phones During Q1 And Is On The Clock To Compete For 5G Spectrum Holder Straight Path

    AT&T said on Tuesday evening that it has five days to respond to a new bid to acquire Straight Path Communications. 

    "We have the right to negotiate … to match or exceed the bid. We will evaluate the situation and make an evaluation within that time frame," said John Stephens, AT&T's senior executive vice president and CFO said during the carrier's Q1 2017 earnings call.