Research

The Buzz...

[ April 24, 2026 ] Cisco 360, three months in: Canadian partners are responding better than expected Channel Programs
[ April 24, 2026 ] The Buzz: Acronis launches GenAI Protection, Everpure CEO warns of sustained RAMageddon pricing, and Cisco’s quantum networking milestone Podcasts
[ April 23, 2026 ] The gaps are the opportunity: Dell’s Eric Arcese on the AI Factory, VxRail’s evolution, and what’s ahead In The Channel
[ April 23, 2026 ] The Buzz: HPE expands channel software push, AvePoint highlights AI governance gap, and ESET tracks cyber insurance influence Podcasts
[ April 22, 2026 ] AI thinks, automation acts: Rewst founder Aharon Chernin on building the automated MSP In The Channel

Moving beyond hyperscale: Dell DCS looks to embrace smaller customers

June 1, 2015 Mark Cox Comments Off

Dell’s Data Center Solutions group was created to optimize Dell’s working relationship with its large hyperscale customers, but today, partly as a result of Dell going private, DCS is working with a broader range of customers to design customized solutions that meet their needs.

making deals with the new technology buyer

Are partners ready for the new technology buyer?

April 9, 2014 Chris Gonsalves (Channelnomics) Comments Off

Line-of-business leaders are the buyers most hungry for business-focused technology solutions. Can the channel deliver?

Partner exclusivity is rare and that’s good

March 12, 2014 Larry Walsh (Channelnomics) Comments Off

Few solution providers place their fate in the hands of just one vendor, and most sales involve two or more products, according to 2112 research.

tablets and other mobile devices bucked IT spending trends

IDC Lowers IT Forecast, Mobility Remains Hot

August 5, 2013 Robert Dutt Comments Off

If solution providers need evidence that mobility services are on the rise, they need look no further than revised IT spending forecast for 2013 from IDC.

Partners: We’ll Make Vendors Pay for Channel Conflict

July 31, 2013 Larry Walsh (Channelnomics) Comments Off

VARs understand that they will clash with their vendors’ sales teams. But unchecked channel conflict will cause them to take actions that cost vendors.