• Seven Steps To Increase Your Value
    Acquire, be acquired, merge, develop close ties to peers in other geographies. Larger potential clients and vendor partners will take you more seriously. More and more tier-one vendors are skewing their channel programs toward larger partners at the expense of smaller VARs.
  • Review: HP Makes Scanning A Turnkey Affair
    Integrating a scanner into a network environment can be time-consuming for VARs. Yet two new full-featured products from Hewlett-Packard, the ScanJet 7800 and the ScanJet 8350, are designed to help make scanner setup more of a one-pass process.
  • Konica Minolta Makes Play for SMB Market
    In an effort to target the small and medium business market, Konica Minolta is expanding the number of partners that sell its printing solutions in hopes of graduating from one of many alternative vendors to the alternative vendor of choice.
  • Picking The 'Ripe' Solution
    With the help of solution provider Strategic Business Systems, Bronx, N.Y.-based produce wholesaler Nathel and Nathel was able to revolutionize the way it keeps track of its fruits, vegetables and invoices by digitizing its inventory and billing systems.
  • A few years ago, Dell could have delivered a knockout punch to IBM and HP by teaming with the channel, some VARs say. But now it looks like game over.

    Does Dell Matter Anymore?
    Are Dell and its direct-sales business model still relevant? That's a question many VARs are pondering these days as the PC giant loses its pricing edge to rivals like Hewlett-Packard and Lenovo and grapples with service and technical gaffes.
  • Vendors offer discounts, new product lines and take aim at K-12, higher education sales

    HP And Rivals Get Schooled
    Eyeing growth in the K-12 and higher-education segments, Hewlett-Packard has slashed prices on some PCs, printers and support services by as much as 15 percent for students and educators.
  • With Paget as head of Technology Solutions Division, focus is on SMB space

    Synnex Steps Up With Printing Software, New Vendor Pacts
    Synnex took steps last week to further brand itself as the solution distributor for the SMB market by launching a cost-per-page printing solution and adding a spectrum of new vendor authorizations.
  • Briefs: July 10, 2006
    Advanced Micro Devices said last Thursday that its sales for the second quarter will be lower than anticipated. The chip maker said sales for the quarter ending July 2 are expected to be approximately $1.2 billion, a 9 percent decline compared to the first quarter and a 52 percent increase compared to the second quarter of 2005.
  • Difficult Questions For Dahlgren
    As Hewlett-Packard CEO Mark Hurd strode the stage at last month's Americas Partner Conference, extolling the company's ambitions in the enterprise printing and imaging market, he casually called on one of his key executives in the front row for a key statistic. "Bruce, how big is the enterprise printer market?" Hurd asked. Bruce, of course, is no less than Bruce Dahlgren, the former Lexmark vice president and general manager of North American Printing Solutions and Services who defected in January to become HP's vice president of worldwide enterprise sales.
  • Vyomesh Joshi urges partners to make the transition

    HP's Top Printing Exec: Managed Services Has Been Slow
    The future of selling printing solutions may rest in managed services, but the largest supplier of printers admits getting its partners to make the transition isn't coming easy.
  • Initiative requires no up-front investment and is hardware-agnostic

    Taking On Rivals, Oki Data Rewrites Managed Services Plan
    To seize channel market share in the managed print services arena, Oki Data Americas is relaunching its MSP strategy to boost solution provider margins and hit back at perceived weak points in rivals' efforts.