On The Record


  • The channel has changed quite a bit in the last decade. Here are three key elements to examine when evaluating potential vendor partners.

  • Dell's recent news that it's driving toward a potential private equity deal sounds like a good thing.

  • Microsoft may not be any competition for Apple in the tablet market, but in the enterprise, Windows-based tablets will do well.

  • Direct market resellers are going to be an extinct species in five years.

  • Microsoft should put a plan in place to drive its tablet through solution providers in the business marketplace.

  • Microsoft's decision to build its own tablet and sell it directly marks a sea change in IT and an admission that the market has shifted.

  • For solution partners young and old, there is a unique opportunity to gauge the new supplier base and capitalize on the need by those vendors to build channel relationships and sales.

  • Position marketing will become more prevalent due to the loss of brand identity to the end user as a result of the cloud.

  • The future of computing is increasingly going to experience a bigger effort to transfer costs up the sales chain.

  • Less than four months on the job, HP CEO Meg Whitman has brought stability and solid management to a company enormously important to the channel, but her job is far from over.

  • For today's channel chiefs, the scrutiny and grind of it all is comparable to a presidential campaign that never ends.

  • VCE, the joint cloud effort of Cisco and EMC, with investments from VMware and Intel, can be described as a 'vendorgrater.'

  • Partner portals are not dead, but they should be reconstructed from the ground up with the user in mind.

  • We are seeing some common attributes among solution providers that fall into the three categories as they relate to the move to cloud computing: vintage, progressive and transformational partners.

  • The HP decision to spin off its PC business could have proved to be healthy for HP, its competitors and the partner community.

  • The adoption of cloud computing, while not yet universal, is growing and a path to a new channel will require extensive work by the partner community to remain successful.

  • The Best of Breed concept is not the same old, but a conference with a partner-built agenda that's poised to tee up the IT business model issues and allow partners to learn from each other.

  • As we increasingly move toward desktop virtualization and cloud computing, the potential market for mobile devices and tablets is going to be huge.

  • Can distribution find a role in the world of cloud computing where most of the world buys computing power much like it does electrical power?

  • The trouble with the cloud is there's no one to call when you have an issue, and that's an opportunity for solution providers.

  • Leo Apotheker, HP's CEO of just a few months stepped into the spotlight recently in an interview with CRN and in a separate presentation to investors where he began to set forth what the future of HP will look like.

  • The cloud change is real, and for solution providers there are some things you need to know if you are going to be able to run a successful company for the long term.

  • Some IT departments are resisting the tablet, but the fact is as more of us buy personal iPads, we are going to pressure CIOs to make them functional as a work device.

  • When someone he hung out with at a football game over the weekend already has him tagged in a photo on Facebook by Monday morning, Robert Faletra feels a little like he's being stalked by social media sites.

  • Everything Channel CEO Robert Faletra offers up Five Core Principles for Channel Success.

  • Everything Channel CEO Robert Faletra gives HP's new CEO Leo Apotheker a few tips about the indirect sales channel.

  • Larry Ellison has not exactly been a channel champion, but Robert Faletra is betting that flanked by Mark Hurd, Ellison might consider taking Oracle's sales indirect in the not-too-distant future.

  • Robert Faletra lays out a list of must-haves for the next person Hewlett-Packard expects to be its next CEO.

  • Robert Faletra thinks Ingram Micro made a smart move in its announcement to expand its in-house V7 product line to include eight-port and five-port unmanaged 10/100/1000 Ethernet and Gigabit switches.

  • When you talk to a large number of top-tier VARs and CIOs as we did at our recent VAR500/CIO 50 event, you realize there still is, and always will be, a business in selling, deploying and managing infrastructure.

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