IT Channel Supplier Relationship Management

Managing Your Business

Supplier Relationships

HP partners cheer ProCurve move

Partners have applauded Hewlett-Packard's move to fold HP ProCurve into its Solution Partners Organisation.
FSC turns to train to avoid air freight

In a move that could set an example to other vendors Fujitsu Siemens Computers has completed a shipment from China to Germany by train.
How to demystify data deduplication

The fast-growing storage technology provides a great opportunity for resellers that can map solutions to users' needs
Googlegalleyslaves awash with ideas

There could be pirates ahoy as Google follows Bermuda’s lead and applies for a patent on data havens out at sea
Finding the perfect partner

Unlike the famous, 80:20 rule in direct sales, it’s estimated that approximately 95% of a vendor’s channel revenue will come through 5% of its partnerships. That means that all of those other resellers are focussed on someone else’s products.
Dell to incentivise direct team to increase channel sales

In a move that would have been unthinkable in the not-too-distant past, Dell’s direct sales force will soon be knocking on the doors of resellers when a pilot kicks in that ties part of their bonuses to channel sales.
More than a flash in the pan

Alan Moody, UK country manager at Mamut, talks to Simon Quicke about theNordic vendor's long-term commitment to its UK division and how the channelcan help it drive growth and realise its ambitions
Services market dominated by largest players

IDC has released a piece of research that will come as little surprise to channel service specialists battling for business with the larger suppliers.
Dell gives assurances over Premier Pages service

Dell has assured MicroScope that the system error that caused a disturbance to its Premier Pages online pricing system have been fixed.
The return of 3Com

Mike Ansley, general manager for EMEA at 3Com, tells Alex Scroxton how the vendor plans to challenge Cisco’s market dominance
Acer gets the message

Dedicated distribution and sales out teams will balance stock entering the channel
Ease targets, vendors urged

The channel has called for vendors to start factoring the economic slowdown into their sales forecasts, as sales are on average five to 10 per cent below expectations, according to industry sources.
Microsoft's Barclay prepares for new challenges

Working with the channel is always going to be a challenge when you are employed by one of the world's largest software vendors.
Dell investigates partner web tool calamity

Dell is investigating an error on its web-based ordering mechanism that caused the system to crash leaving reseller partners with invalid quotes for customers.
Infosecurity Europe: product preview

a look at the new products to be seen at Infosecurity 2008.
Cisco unveils plans to drive server farm programme

Cisco resellers to be rewarded for pushing SONA
Motorola addresses concerns over splits

Motorola tells partners not to worry over imminent break-up
Dell looks to get into bed with John Lewis

Dell in negotiations with high-street brand.
Public sector shuts out small firms

Many small businesses are being shut out of Government contracts because of the cost and complexity of a tendering process which favours larger companies.
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