Tag Archive for Channel Conflict

Information Builders unveils first-ever partner program – in 43 years

Information Builders is looking to expand beyond the enterprise by engaging more closely with their partners, rather than with the transactional model they used before, and have designed their first partner program to achieve this.

Epicor VP of Americas pledges significant channel changes coming

Lisa Pope, Epicor’s new VP of Sales for the Americas, wants to recruit some top partners away from their competition, but also knows that for that to happen, more things need to change in how Epicor manages its channel.

Avaya introduces new global channel chief – and new partnering philosophy

Walter Denk, who has a distribution background and has been working for Avaya in Germany, is the company’s new global channel chief. Even more importantly, he says that the job has been redefined and that the channel will benefit.

Dell vet Tara Fine sees more impact in new role as VMware Canada channel chief

VMware Canada channel chief Tara Fine

Fine also acknowledged some VMware partner concern over the company’s new relationship with Dell, which does much more of its business direct than VMware has historically, and indicated her commitment to standing behind the partner community.

New Microsoft Channel Chief Says Surface Strategy Still Evolving

Phil Sorgen, new worldwide channel chief at Microsoft

Phil Sorgen says the reason the Surface tablet isn’t broadly available to solution providers for resale is because Microsoft lacked a distribution strategy.

Vendors, Partners Give Mediocre Grades on Channel Performance

2112 Channel Perceptions Report Cover

The new Channel Perceptions Report reveals how vendors and solution providers perceive each other on critical channel operations and performance issues.

As Microsoft Aspires to Apple Model, Channel Changes

Microsoft partners face a fork in the road

Success in buying Nokia could look something like Apple’s juggernaut complete-stack model, but failure could make Microsoft the next BlackBerry.

VMware Chief: Virtualization Has a Decade of Runway

VMware CEO Pat Gelsinger

As VMware broadens its borders beyond its sweet spot in server virtualization, does it risk coming into increased conflict with allies and channel partners?

Partners: We’ll Make Vendors Pay for Channel Conflict

Channel Conflict Report Cover

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