SMB/Midmarket Opportunities


  • Small Security Feat
    McAfee Security this week plans to unveil new SMB offerings that bundle its antivirus software with its ePolicy Orchestrator management tool.
  • Microsoft Reaches Out To SMB Partners
    Microsoft last week formally apologized to its bread-and-butter solution providers for direct-mail pieces it sent out in conjunction with CDW Computer Centers and PC Connection.
  • Big Fortune Awaits In SMB Market
    Understanding small and midsize business (SMB) spending strategies could be the critical driving force on the road back to fiscal health. The SMB market comprises more than 80 percent of the nation's annual revenue, according to TEC, a San Diego-based international organization that represents more than 7,000 SMB CEOs. So, the key to the channel's success should seemingly begin with this audience, which does business in the range of $1 million to $1 billion in annual revenue.
  • Expertcity Gears Up
    Expertcity plans to launch a three-tiered channel program for solution providers interested in selling GoToMyPC, its Internet-hosted remote-access service.
  • Pricing Paranoia Hits
    Computer product vendors are wreaking havoc on their own distribution channels with pricing models that are prompting solution providers to switch their customers to competing product lines.
  • Channel Chief: Steve Laubenstein
    > LOCATION: Atlanta> TIME WITH THE COMPANY: Two months> AGE: 42> QUOTE: "The ability to attack a customer base through a direct model these days is very difficult. You need to leverage a secondary channel. There's no secret about that. ISS' products have become much more mainstream. it's prime time to leverage the channel."
  • ClearPath Preps Managed VPN
    ClearPath Networks this week plans to unveil a managed VPN service that can serve as an affordable data connectivity solution for the SMB market.
  • Full Color, No Waiting
    Laser printers are the technology of choice for high-volume printing for monochrome and color uses. Though color-laser printing tasks usually take much longer than monochrome jobs, Xerox's new single-pass Phaser 6200, due out this week, eliminates the extra wait, the CRN Test Center found.
  • NaviSite Focuses On Solution Sales
    NaviSite this week plans to unveil a new channel program with a midmarket focus that solution providers say could be what it needs to turn the corner.
  • IBM Program Links ISVs, Solution Providers
    At its developerWorks Live 2002 show here, IBM on Thursday unveiled an extension to its Start Now program enabling ISVs to use IBM's channel partners to deliver SMB solutions.
  • Intel Counting On partners To Open Door To SMBs
    Intel executives said the chip maker is readying an initiative for the SMB space, hoping to spark double-digit sales growth in its North America solution provider channel for that market.
  • SMB Battleground
    Direct marketers are building services capabilities, a trend that could alter the business model for the entire SMB channel, said channel executives and analysts.
  • Partnering Key To New Sun SMB Strategy
    Sun Microsystems plans to dig deeper into the SMB space in a move that could either open the company to working with smaller solution providers or increase opportunities for its larger partners,or a combination of both.
  • VARs Cash In On SOHO Market
    More manufacturers of consumer electronics are turning to the reseller channel to reach the SMB/SOHO space,and they're bringing high margins with them.
  • Lexmark Moves Into SMB Space
    As part of a companywide push to increase market share in the SMB space, Lexmark is tapping its expertise in the enterprise to drive sales through solution providers.
  • CallTower Fits The Bill For SMBs Needing PBXes
    Small businesses looking for a fully featured voice network often face sticker shock at the initial investment required for a PBX and the phones. But a start-up service provider aims to change that.

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