December issues of any magazine offer an opportunity to accomplish two goals. The first is to write about the year's biggest stories, the second is a chance to prognosticate. Since we have two issues this month, let me offer a perspective on the year's biggest stories and how they shaped or will shape the channel landscape in 2008.
The focus on growth. The stock market was swinging wildly and economic indicators left many bewildered, but all eyes were on the solution providers that outpaced average industry growth rates this year. Vendors were especially hungry to understand and analyze the diet of hypergrowth VARs, those growing in excess of 15 percent annually.
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| ROBERT C. DEMARZO Can be reached via e-mail at rdemarzo@cmp.com. |
The awakening of IBM. Earlier this year, we published a rather controversial story that sent shock waves through IBM. Its hardware performance in the market was coming up short, satisfaction was declining and partners felt it was out of touch with the SMB market. After the story published, IBM's top execs wanted to understand what the company could do to improve its standing. Its efforts culminated in the "Battle of the Blades" with HP at October's XChange event.
Microsoft's new voice. In mid-October, Microsoft jumped headfirst into the market for unified communications with the launch of its Office Communications Server product line and its vision for changing the way we work and conduct business. It was vintage Microsoft, but in a market ripe with opportunity. That Microsoft Chairman Bill Gates granted us an interview was evidence of just how important this launch was to Microsoft and its partners.
Dell's indirect strategy. Someone pinch me because I may still be dreaming. One of the biggest stories of the year was Michael Dell's disclosure that the company generates $9 billion in worldwide revenue from VARs, has a loose collection of 15,000 partners and is serious about launching a channel program. Thus far, the program (based on what we've seen and heard) covers the basics yet lacks the innovation one would expect from a company coming to the table so late. It needs a strong pitch as to why partners would align.
What was this year's biggest story for you?
Contact CMP Channel Vice President/Editorial Director Robert C. DeMarzo at rdemarzo@cmp.com.
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Five Companies That Dropped The Ball This Week For the week ending Feb. 10, CRN looks at five companies that were either asleep at the wheel or just didn't make good decisions. |
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Five Companies That Came To Win This Week For the week ending Feb. 10, CRN looks at five companies that brought their 'A' game and made moves to beat out competitors |
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10 Challenges That HP Wants Partners To Tackle Right Now CRN speaks with HP's business unit chiefs to get a sense of where they'd like partners to focus in the coming year, as well as how CEO Meg Whitman is making a difference. |
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