Editors' Picks
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HP partners ask the company for responsiveness, speed to close deals
HP partners say they're still feeling effects of organizational problems, but are pleased to hear of the company's plans to correct them.22 Feb 2013
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HP channel partners welcome new rules to avoid channel conflict
HP channel partners say the company's new rules of engagement are a good step toward overcoming channel conflict with HP's sales teams.20 Feb 2013
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Solution provider agreement issues: Protection of intellectual property
The evolving nature of relationships with customers and partners demands greater vigilance around your intellectual property.20 Feb 2013
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Product Spotlight: DR/BC offerings for the enterprise
In this Product Spotlight, learn how new DR/BC offerings from RSA and Continuum could benefit business priorities and compliance managers' strategies.18 Feb 2013
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Hindsight: The case of the faulty data quality process
The discovery of discrepancies in a telecom company's data led to a realization that more robust procedures for ensuring data quality were needed.15 Feb 2013
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ConnectWise PSA suite gains customer monitoring, prospecting tools
Client Heartbeat, a customer monitoring tool, and Klpz, for telephone prospecting, are being added to the ConnectWise PSA portfolio.14 Feb 2013
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Hadoop development: Tools just beginning to tackle higher-level chores
Standard tools exist for Hadoop management, but more work is needed around Hadoop development tools for mainstream IT.13 Feb 2013
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PartnerPath study: IT channel management strategy comes under scrutiny
Solution providers would like to see three key areas of vendors' channel management strategies improved, according to a PartnerPath survey.06 Feb 2013
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VAR agreement termination: How to avoid getting fired by your vendor
Vendors can (and sometimes do) fire their channel partners, for a variety of reasons. Find out how to avoid VAR agreement termination.05 Feb 2013
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FalconStor Software names new channel exec, reaches toward midmarket
FalconStor Software has hired Tracy Balent to oversee resellers in the Americas. Find out what she says about the company's plans for the midmarket.05 Feb 2013
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ADC market: Complexity spells opportunity for solution providers
Customers might not get excited about application delivery controllers, but there's plenty of opportunity in the ADC market for channel partners.04 Feb 2013
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VARs give good marks to sales lead management systems
VARs and integrators are finding that sales lead management tools such as CRM and marketing automation software are helping keep leads alive.30 Jan 2013
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Exploring the security risks of network management outsourcing
Is network management outsourcing the future of network security or too great a risk? Matthew Pascucci discusses the risks and rewards.29 Jan 2013
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Data as a Service opportunities for solution providers
Learn about Data as a Service, how it works, its benefits and drawbacks for customers, and the opportunities it presents to IT solution providers.25 Jan 2013
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IT engineering staff retention: 3 tips for building VAR employee loyalty
Penalizing customers for poaching your engineers may do more harm than good. Read about other, effective methods of ensuring employee loyalty.23 Jan 2013
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IT channel sales cycle: How to close a sales deal more quickly
Learn four best practices for shortening the IT channel sales cycle and close deals more quickly.18 Jan 2013
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Product Spotlight: Mobile security software for enterprise devices
In our latest Product Spotlight, learn how new mobile security offerings from Commtouch and Citrix can protect today's enterprise devices.18 Jan 2013
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Channel discovers scale-out architecture allies in SMB storage space
IT solution providers looking for an SMB-friendly scale-out architecture for their storage customers have a new group of partners to consider.17 Jan 2013
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Video: Constructing a 'normalized' corporate compliance program
In this video, learn how to build -- and maintain -- a sustainable corporate compliance program that keeps your business on the right side of the law.11 Jan 2013
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Information technology trends 2013: Five channel hot spots
Read up on the top five technology trends in 2013 to find out what will dominate solution providers' strategies in the coming year.28 Dec 2012