Opinion

Opinion

Channel Business Management

  • The road to virtualisation

    One of the questions resellers often ask is where some of the account managers and sales directors that they enjoyed dealing with in distribution have moved to.  Continue Reading

  • 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 elses products.  Continue Reading

  • IBM finds CEOs keen to collaborate and partner

    The findings of a global CEO study carried out by IBMindicate that expectations of significant change in the future with a greaterrole for the internet is not just limited to those operating in the channel. Big Blue went out and asked senior ...  Continue Reading

  • 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.  Continue Reading

  • 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 ...  Continue Reading

  • 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...  Continue Reading

  • Connecting to a diverse market

    Once upon a time the channel for mobile communications was an entirely separate industry from the IT channel.  Continue Reading

  • Leading the way through Web 2.0

    No longer can the sole preserve of savvy teenagers, Web 2.0 now offer genuine business benefits, but how can the channel help customers to understand its potential and make it work for them?  Continue Reading

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