Distribution


  • How To: Customer Advice On Closing The Sale
    The best way to win over end user companies, and keep them as customers, is to understand the business problem and have a ready-made solution, according to a panel of five end-user executives that shared a panel at Tech Data's TechSelect conference.
  • More or Lease: Tech Data, IBM Offer Financing Alternative
    Less than 1 percent of all orders from Tech Data are leased to customers, but a new partnership between the distributor and IBM Global Financing hopes to change that. IBM says financing deals can often be cheaper than puchasing equipment outright.
  • The Tech Data Blues
    The big question looming over the channel right now is: What is wrong at Tech Data and who will fix it?
  • D&H VARs Size Up SMB Market, Vista, Competition
    D&H Distributing's solution providers know SMB end users inside and out. CRN Editor/News Steve Burke and CRN Distribution Editor Scott Campbell recently spoke with several D&H solution providers at the Harrisburg, Pa., distributor's annual New England Reseller show to get their take on all things SMB. The following are excerpts from the conversation:
  • Emerging Profits
    The channel has discovered an underground economy, and it's booming. Even while solution providers lament single-digit traditional hardware margins, they quietly report that their storage, security or wireless projects are yielding healthy double-digit product margins often north of 20 points.
  • ShadowRAM: August 28, 2006
    The Friday commute on the Long Island Expressway stinks. And now, driving past CA's headquarters between exits 57 and 58 in Islandia, the occasional sight of a big, white helicopter floating down onto CA's front lawn will make the blood pressure of local drivers climb even higher.
  • Tech Data Partners Wary
    Some Tech Data solution providers are concerned that the distributor's financial struggles in Europe and impending management changes soon could impact their own businesses.
  • Distributors Aim To Be Trusted Advisers
    Just like solution providers, distributors are positioning themselves to become trusted advisers to their customers. To that end, here are five big issues that distributors are spending a lot of time thinking about.
  • Tech Data Aims To Wake A Sleeping Client
    Solution providers have spent years trying to lessen their reliance on desktop and notebook PC sales. Now Tech Data wants them to come back under a plan to launch a client computing community for VARs.
  • CRN Channel Benchmarks, Week of August 14
    In this week's CRN Channel Benchmarks, IT direct marketers saw strong revenue growth and margins. Several product categories performed poorly, including IT management software.
  • System Builder B3 Leaves Michigan High And Dry
    Officials in Michigan were aware that system builder B3PC had run up debt in California prior to extending $650,000 in loans that helped restart the company's operations to the state in March 2004, a Marquette County, Mich., official said.
  • Diamond's Sound Gets Xtreme
    For about $60, the Diamond Multimedia Xtreme Sound card is quickly becoming more attractive than its competitors. With a 7.1 channel surround with Dolby Digital Live, Diamond's latest is able to provide video gaming and DVD theater surround sound experiences just as good as, if not better than, those of more expensive competitors.

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