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Sink or swim: emergent technology as the channel differentiator
Embracing emerging technology can reap the channel some rewards says Steve Torbe, head of reseller sales at Epson Opinion
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Did Xerox just start a price war?
After Xerox launched a new line of remanufactured cartridges designed to work in its rivals' hardware, Billy MacInnes wonders if it has fired the opening shot in a price war Opinion
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Whitman's latest report makes grim reading
Meg Whitman might have provided analysts and investors with a great deal of honesty about the time it's taking to turn the business around but as Billy MacInnes discovers the bad news has been coming for quite a while now out of HP Opinion
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Thoughts on HP's MPS Confessions campaign: what kind of people have 'beloved' print devices?
In case you missed it, HP has just launched its "MPS Confessions" campaign - no, not MPs Confessions (now that might be diverting) but MPS. For those of you who have been living in a desert outpost somewhere miles away from an internet... Opinion
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Xerox covers all the bases with SME strategy
Xerox has an interesting approach to the SME market which, at first sight, seems to be ever so slightly contradictory. Last week Douraid Zaghouani, president of indirect channels group at Xerox, revealed that it wanted to recruit partners that were s... Opinion
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Does privatisation plan for police IT cross the thin blue line?
This has got to be one of the most bizarre ideas I've seen when it comes to a public service. We have become accustomed to the notion of private businesses being contracted to provide IT systems for public bodies but the suggestion that those compani... Opinion
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Success in the SME market is harder than it looks
MicroScope reports that Xerox is seeking to recruit more resellers that sell rival products in a bid to boost its presence in the SME market. Nothing new in that. Vendors have always had to go out and try and get resellers on board if they want to ma... Opinion
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Are resellers reluctant to sell managed print services?
How come resellers are taking so long to switch on to the benefits of managed print services and to sell them to their customers? I ask because Oki has just appointedGavin Castelyn, previously at Konica, to drivedemand for managed print services. Th... Opinion
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Location, location, location: 28 years of MicroScope funnies (12)
Last week we recounted the story about the poor people working at Wang's offices in Cologne who had to answer the phone with the following words: "Wang - Cologne." But Wang wasn't the only company with a name that suffered from unfortun... Opinion
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Money can't buy you love, but it can buy you a channel
Xerox has a very simple strategy when it comes to the channel. If the company decides it needs a particular presence in a country it doesn't get bogged down in appointing distributors and setting up partner accreditations, it just goes out and buys s... Opinion