Sales and Customer Management

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  • Visibility is vital

    When the first ISPs started offering services to customers, the main features were web browsing, file transfer, email and news group access. Most of the internet content came from the US and the main access platform was dial-up through modems. Often,... 

  • Generating an attractive return

    The great attraction of the accounting software market has always been its recurring revenues. Tax changes and, increasingly, compliance regulations, mean businesses are willing to pay vendors a maintenance charge of about 20 per cent of the original... 

  • Me and my digital shadow

    EMC and IDC got a lot of publicity a couple of weeks ago when they released research suggesting that the digital universe was 10 per cent bigger last year than originally estimated at 281 billion gigabytes (281 exabytes) and growing by nearly 60 per ... 

  • Connecting to a diverse market

    by Christopher Walton Once upon a time the channel for mobile communications was an entirely separate industry from the IT channel. The data market knew what it did — servers, software licences and routers — while the communications experts, and lat... 

  • Leading the way through Web 2.0

    No longer the sole preserve of savvy teenagers, Web 2.0 can now offer genuine business benefits, but how can the channel help customers to understand its potential and make it work for them? Danny Bradbury looks at the options for resellers to get in...