Sales and Customer Management

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  • Tools for BYOD success

    Billy MacInnes considers the reseller role in helping organisations develop and deliver bring-your-own-device programmes that meet the requirements of employer and employee 

  • Big data: Big problem, big opportunity or big hype?

    As the requirement for data management grows, Linda Endersby investigates the channel's role in helping firms understand how big data can match business strategies. 

  • Storage products to boost business

    Resellers pitching the right storage products and services can boost their bottom line and achieve long-term success as organisations seek new ways to manage an explosion of data. 

  • Clearing the fog of cloud

    Amro Gebreel looks at how to make a clear pitch with cloud technology amid all the hype and customers' concerns. 

  • Selling the cloud to SMEs

    We investigate which areas of business are best for SMEs to move to the cloud and what role the channel can play in implementing and delivering those services. 

  • Interview: ACEs lifetime achievement winner Steve Raymund

    Interview with this year's ACEs lifetime achievement award winner Steve Raymund, chairman of Tech Data 

  • In-depth: Selling BI in the context of other market trends

    Business intelligence vendors and their solutions need to be more agile and adaptive than ever, says Amro Gebreel. The need for business intelligence (BI) has never been greater. Data volumes continue to multiply and the requirement for real-time inf... 

  • In-depth: You don't have to be big to want to be smart

    Business intelligence isn't the preserve of the corporate, and the emergence of analytics software specifically designed for SMEs is helping the technology penetrate much smaller businesses too, as Billy MacInnes reports. There's no doubting the fact... 

  • In-depth: Pitch cuts in cost and complexity

    Resellers must be sensitive to budget-strapped businesses facing sophisticated threats, writes Amro Gebreel. It will come perhaps as little surprise that, when you ask security vendors how their reseller partners should be pitching to customers, the ... 

  • In-depth: Potential personal exposure of directors

    The recent case at the end of 2011 involving Langreen Limited (in Liquidation) revisits the question of the potential personal exposure of directors if their company fails financially. For once, directors have been offered some comfort,writes Paul Ta...