Business Intelligence

Barracuda Firewall Release Spurs Upmarket Push (0)May 17, 2013Barracuda debuted a Web application firewall aimed at defending against DDoS attacks that takes the firm a few steps further into its upmarket journey. And it's hoping the security and storage channel will recognize its enterprise efforts.
RSA: IAM Will Require Paradigm Shift (0)May 16, 2013RSA says that the future of identity and access management solutions will be contingent on its ability to adapt to shifting technological tides and advanced threats. That means that with the infusion of analytics and security intelligence, the IAM market is far from stagnant.
Core Security Ups Ante In Security Management (0)May 15, 2013Core Security is bulking its vulnerability assessment flagship with a spate of new high-end tools that include security analytics, penetration testing and threat simulation, among other things. For the channel, that means a new springboard from which to launch unique combinations of high margin services.
HP Denies Trying to Flog Autonomy to SAP (1)May 14, 2013HP stamps on a Times article alleging the two chief executives had discussed a sale.
EMC, VMware, GE Launch Big Data Pivotal Arm (0)May 13, 2013The 'billion-dollar business in the making,' which is focused on addressing Big Data challenges, will be opened up to the channel.
RSA CEO Coviello on Future of Security (0)May 13, 2013Security bigwig Art Coviello opens up about the challenges facing the security market and how resellers are coping.
Business Intelligence Market on Upward Curve (0)May 9, 2013This fastest-growing tech sector has more room to expand, and an analyst predicts a 7 percent annual rise.
Dell Unites Channel Amid Software Push (0)April 25, 2013Dell -- calling itself a software and service company -- has come out swinging with releases around BI, mobility and productivity. But Round Rock underscores that its transformation wouldn't be complete without a unified channel.
Catbird Takes Flight in Search of UK Partners (0)April 23, 2013After quietly making a name for itself in the fledgling Software-Defined Security (SDS) space over the past few years, Catbird Networks is taking its show on the road, announcing this week it is scouting for its first partners in the U.K.
HP Looks to Shake Off Funk With Moonshot (0)April 9, 2013HP's release party for their hyperscale Moonshot servers was filled with references to HP’s desire to help save the planet. The real question for partners is whether Moonshot can help save the struggling vendor.
SAP Reaches $1B in the Channel (0)April 4, 2013The business software giant blows past internal marks for channel business, and its new North American channel chief outlines plans to keep growth going through 2013.
Dataguise Ups GRC Prowess With Big Data (0)April 3, 2013Dataguise is blending Big Data and compliance with the latest release of DG for Hadoop, a move that follows in the footsteps of IBM, HP and others looking to make a rejuvenated push into GRC markets by leveraging Big Data analytics capabilities.
Organizations Struggle To Find Big Data Value (0)April 2, 2013A Cisco survey underscored that Big Data represents a glaring opportunity for organizations. That said, few organizations are equipped to adequately process Big Data to extract business value and achieve a competitive edge, representing an imminent frontier for the channel in the not too distant future.
Critical Hadoop Data Spurs Risk, Concern (0)March 19, 2013Dataguise releases a survey indicating a critical mass of concern around protecting sensitive information in Hadoop environments. With Big Data trends on the rise, the ability to secure and protect data will represent a bigger channel opportunity, especially in light of compliance regulations.
Citrix Brings Big Data to NetScaler (0)March 19, 2013The new NetScaler Insight Center aims to increase visibility and real-time insight into data center activity and provide a 360-degree view for all mobile, Web and virtual desktop traffic.
CompTIA Aims for Peak Performance (0)March 18, 2013Companies must be committed to perpetual employee training and process upgrades. A declaration of this constant improvement should be in the business plan for any organization looking to grow sales and add clients -- and CompTIA can help.
Sage Using Big Data to Enable Partner Sales (0)March 8, 2013Sage North America is bringing the power of Big Data and business analytics to offer solution providers tools that micro-target existing customers for horizontal sales opportunities.
Dell Response Service Rounds Security Stack (0)March 7, 2013Dell SecureWorks refreshed its security services portfolio with a series of incident response offerings -- a move that rounds out its concerted and sustained effort to build out its security services stack.
Autonomy’s Lynch Lawyers Up for HP Fight (0)March 6, 2013Lynch has hired Reid Weingarten of Steptoe & Johnson, whose list of previous defendants include director Roman Polanski and Enron executive Richard Causey.
Why IBM Gets the Channel’s Future (0)March 6, 2013At last week’s PartnerWorld conference, Big Blue rolled out several initiatives around services, Big Data mobility and hardware to enable partners to build and support better smarter systems. In reality, IBM set the stage for making itself a channel platform, on which solution providers can build next-generation value-add businesses.
Lynch: HP Culture Drove Out Autonomy Talent (0)March 5, 2013former Autonomy boss claimed HP's "flip-flopping" over its hardware strategy had changed the outlook for the "trajectory" of the company he founded.
Symantec: APTs Elicit Big Data Channel Opportunities (0)February 28, 2013Advanced persistent threats have created an environment that has elicited the need for detailed forensics and Big Data threat analysis. And Symantec plans to rise to the occasion with future Big Data platforms while increasingly relying on an increasingly specialized channel to take related solutions and services to market.
IBM: Mobile is Platform of Future Opportunities (0)February 28, 2013IBM is pushing a broad agenda with its MobileFirst initiative. Going beyond mobile device management, IBM sees a tremendous need for partners to deliver integrated mobile systems. Those who delay mobile capability will miss on billions of dollars in opportunities.
Trend Micro C&C Detection Raises Market Stakes (0)February 25, 2013Trend Micro is once again raising security stakes by infusing its Custom Defense product with C&C detection capabilities -- a sign that advanced threat detection markets are rapidly filling with competitors vying for share.
Infosys Gets Analytical With BigDataEdge (0)February 21, 2013The company’s new BigDataEdge promises to help enterprises and the solution providers that serve them reduce the time taken to extract information from both structured and unstructured data by up to 40 percent and generate insights up to eight times faster.
5 Strategies for Partner Success (0)February 20, 2013Running a solution provider business is challenging and success isn’t the result of some magic formula. However, many solution providers excel when they follow just five basic go-to-market strategies.
HP Readies Formal Autonomy Partner Program (0)February 20, 2013Conceding there may have been too many logistical and financial barriers preventing resellers getting involved with selling its wares, HP officials say the new Autonomy channel scheme is very similar to HP's existing PartnerOne program.
BI Software Sales Continue Slow, Steady Growth (0)February 19, 2013The market will reach $17.1 billion by 2016, as CIO appetite for BI is complemented by more tactical buying for departmental and workgroup analysis and demand for data-as-a-service continues to grow.
Vigilant Bulks Risk Management Offering (0)February 18, 2013Vigilant has bundled its application risk management and monitoring into a comprehensive suite of services, indicating a continued trend toward risk management that parallels growth trajectories in GRC and advanced threat analytics.
Zscaler Infuses Cloud With Big Data Analytics (0)February 13, 2013Cloud security firm Zscaler is the latest to join the ranks of those adding Big Data analytics into its set of offerings. However, the cloud security firm will likely be looking over its shoulder in the not too distant future as competition stiffens and the Big Data market continues its path toward saturation.
ISACA: End Users Wrongly Fighting APTs With AV (1)February 13, 2013More than one in five firms have been stung by an APT attack, according to research from the global body.
IBM Makes Makes Big Data Security Push (0)February 4, 2013IBM is no stranger to Big Data analytics. It also has no qualms about taking its prowess to new levels. This time, the Armonk, N.Y. hardware provider is adding security intelligence to that equation. And it's launch that could bolster its already well-established security play, but pit it strongly against security players RSA, the security…
RSA Analytics Tool Makes Big Data Push (0)January 31, 2013RSA, the security division of EMC is carrying out its big data plans with the launch of a security analytics tool, a move that gives partners entry into competitive markets and pits it against IBM and other major analytics players.
EMC’s Greenplum Appliance Is Pivotal Move (0)January 30, 2013EMC launches the Greenplum Data Computing Appliance (DCA) Unified Analytics Platform (UAP), an appliance designed to conquer the most difficult Big Data tasks faster than the competition. With Big Data needs set to dominate the IT landscape in the next 3 years, this launch is highly strategic.
HP Services Target Breach Aftermath (0)January 29, 2013Hewlett Packard is taking the stance that customers are likely to get hacked and is giving them the right tools to clean up the mess.
Gartner Predicts Rising Big Data Demands (0)January 28, 2013Gartner predicts that, by 2015, many major vendors will incorporate natural language capabilities and Hadoop technology to create more viable and powerful Big Data analytical engines.
Ingram Micro Promotes Robinson to SVP (0)January 22, 2013Kirk Robinson, Ingram’s vice president and general manager for its U.S. Commercial Markets Division has been elevated to the position of senior vice president for commercial markets and global accounts in North America.
Amazon Goes All-In on In-Memory Instances (0)January 22, 2013Amazon Web Services continues its expansion of high-end cloud instances with a specialized in-memory environment featuring both solid-state storage and large amounts of RAM. With the advent of in-memory computing databases like SAP HANA, Amazon is readying for next-gen cloud computing -- the channel should take note.
RSA: Big Data Will Transform Security Paradigm (0)January 18, 2013RSA released a brief indicating Big Data will transform security paradigm to one that centers around security intelligence. The data protection firm is committed to the security intelligence space, heralding a greater investment in threat intelligence and analytics-based solutions.
Core Boosts Assessment With Password Cracking (0)January 18, 2013Core Security is giving partners a few more ways to create added value in compliance niches by equipping its vulnerability assessment tool with password cracking and a host of advanced threat features.
Fast and Cheap Roiling IT Services (0)January 14, 2013Online tech talent clearinghouse OnForce is predicting a year of upheaval in IT services with radical changes in the way service providers structure their businesses and a continued crunch for skilled workers in the increasingly volatile space.
HP’s Center of Excellence Has HANA Foucs (0)January 11, 2013Hewlett-Packard accelerates its efforts to develop in-memory computing with a new Center of Excellence based on SAP HANA and real-time application testing, engineering and development. Amid the move to Big Data practices in 2013 and 2014, HP is smart to capitalize on that momentum.
SAP Brings Business Suite to HANA, Eyes Future (0)January 10, 2013SAP unveils SAP Business Suite on HANA, bringing the real-time analytical capabilities of the HANA in-memory database platform to SAP's entire suite of business applications. With real time information helping drive critical business decisions, this platform is set to be the foundation for SAP through the next 5-10 years.
Dell SecureWorks Launches Threat Service Duo (0)January 8, 2013Dell SecureWorks is staying true to its security focus with the launch of two new vulnerability scanning services, representing another brick in the wall in its comprehensive security strategy and greater services makeover.
RSA: Strategy Key in Tackling IT Disruptors (0)January 3, 2013RSA, the security division of EMC, issued a report outlining strategies for implementing security mechanisms and failsafes when assimilating emerging technology trends. While it's nothing that partners haven't heard before, the report gives solution providers some insights into where to put their energies around Big Data and threat intelligence services going forward.
Big Data, Cloud Fuel Enterprise in 2013 (0)December 31, 2012Software AG reveals the results of its customer adoption survey, showing cloud, Big Data and mobility are set for adoption and expansion into the next two years. Partners can use this as an outline on where to specialize for 2013.
Big Blue Eyes StoredIQ for Big Data (0)December 19, 2012IBM continues its Big Data push with an intent to acquire StoredIQ, a data lifecycle management company. With StoredIQ's ability to ascribe "value" to data across the corporate network, companies can shrink storage usage while meeting compliance standards.
Oracle Acquires DataRaker for Big Data (0)December 14, 2012Oracle scoops up data analytics company DataRaker as it builds out its Big Data portfolio and extends its reach into the utilities market. Oracle's appetite shows DataRaker technology will be integrated into a larger breadth of Oracle solutions soon.
Microsoft Partners Shifting to Big Data (0)December 11, 2012Microsoft introduced new cloud competencies to spur solution providers into adopting business applications and developing advanced technical capabilities. The market is leading vendors to fulfill needs around Big Data. Partners are now beginning to follow, says Microsoft.
New Site Pits Former Autonomy CEO Against HP (0)December 5, 2012Software maker Autonomy's former management have set up a Web site to counter the accusations made against them by HP.
How HP Can Salvage the Autonomy Debacle (0)November 26, 2012HP desperately needs to find a way to integrate Autonomy's data management technology into its software strategy regardless of the price tag. The channel can help.
HP Says Autonomy Stuffed the Channel (1)November 21, 2012Hewlett-Packard’s $8.8 billion writedown of its Autonomy acquisition is turning into a war of words between current HP management and former HP and Autonomy management. HP is accusing Autonomy of, in part, using the channel to embellish revenue.
ForeScout, IBM Partnership Signals NAC Uptick (0)November 20, 2012A partnership that combines ForeScout's NAC capabilities with IBM's security intelligence will let partners offer deep-dive monitoring and risk assessment services bolstered by real-time visibility and security intelligence capabilities. However, the partnership also heralds an uptick in NAC solutions to extend network visibility, which in turn strengthens security intelligence, reduces BYOD complexity and better detects…
The Channel Didn’t Sink Romney Campaign (1)November 20, 2012President Obama sailed to reelection thanks to a masterful Big Data effort that identified votes through micro-targeting. Republican rival Mitt Romney’s hopes were dashed because his campaign's IT relied on a meshing of retail equipment and channel support. But don’t be quick to blame the channel for dashing Romney’s White House bid.
HP Inks Vertica Big Data Deal With Capgemini (0)November 15, 2012After several months of getting its Big Data analytics message and strategy solidified, HP is leveraging its Vertica analytics platform in a new deal with French IT services firm Capgemini for a series of cooperative Big Data services offerings.
TITUS Releases SharePoint Security Suite (0)November 12, 2012Data governance and compliance firm TITUS is launching a security suite specifically dedicated to protecting Microsoft SharePoint data. For partners, that means the ability to expand focused security and compliance niches accelerated by mounting concerns around social collaboration and Big Data.
Dell Launches Threat Service Trio (0)November 8, 2012Dell SecureWorks is cementing its credibility in the security intelligence space with three threat surveillance services, leveraging intelligence and analytics to combat APTs and other malware. This sets the stage for solution providers to bulk up their own specialized forensic services, offered at a premium.
Asigra Rolls Out Cloud Backup (0)November 7, 2012Asigra is attempting to make its mark in the rapidly filling cloud backup space with the launch of a cloud-based data recovery suite. But the Toronto-based firm is hoping to make new dents in this space with features such as cloud application support, mobile endpoint support and virtual disaster recovery for VMware environments, which promises…
RSA, FireEye Partner in Threat Monitoring (0)November 2, 2012RSA and FireEye are teaming to provide a new threat monitoring service, leveraging a combination of security analytics and threat detection capabilities garnered from both of their offerings. Among other things, the new service represents RSA's continued investment into the security analytics and monitoring space, which sets the stage for the channel to comfortably expand…
Updated Splunk Big Data Tools Speed App Dev (0)October 31, 2012The Big Data tools vendor this week rolled out a new version of its eponymous flagship product giving developers a faster, more resilient and easier to use applications platform.
John Chen Steps Down From SAP’s Sybase Post (0)October 30, 2012With his organization now fully folded into SAP, well known technology executive John Chen, who ran Sybase for the better part of two decades, is stepping down from his chief executive’s post.
FireMon Embeds Security in SDN (0)October 30, 2012FireMon has its sights set on the software-defined networking space with the vision of embedding security into the SDN controller. While still on the drawing board, the security and risk management firm's ambitions open management and services opportunities for partners, while setting the stage for a paradigm shift that could take the networking security market…
New Relic Rolls Out Channel Program (0)October 26, 2012SaaS-based cloud application performance management firm New Relic, Inc launched a new channel program, which aims to bolster partners' capabilities and value by combining New Relic's solutions with their own. Meanwhile, the new partner program is a testament to the expansion of performance management niches, which will likely only continue to grow as organizations bump…
Ingram Micro Names Top Vendor Partners (0)October 23, 2012Ingram Micro Inc. recently gave props to the vendors who supply the gear and the tools that make IT services happen.
Avnet’s Latest Buy Continues IBM Services Focus (0)October 22, 2012The acquisition late last week of business analytics and performance management consultancy BrightStar Partners is the latest in a series of buys to bolster professional services capacity at the distributor.
Seculert Service Adds Big Data Forensics (0)October 18, 2012Cloud security firm Seculert has launched a new cloud service, which applies a Big Data analytics to detect Advanced Persistent Threats. For now, that gives partners a competitive advantage in tackling sophisticated malware for customers. But increasingly evasive and complex threats will likely make analytics turn into a security necessity in the not-too-distant future.
The Death of Big Data As We Know It (3)October 17, 2012Big Data is its final days, a victim of its own white-hot fame. Enjoy it while it lasts.
Rising Cyber Attacks, Costs Drive SIEM (0)October 8, 2012A study conducted by Hewlett Packard and the Ponemon Institute indicate that cyber attacks have more than doubled while the financial impact has increased by almost 40 percent during the last three years. That means the real opportunity partners will be in deploying solutions and services that provide insight into those threats and create a…
Behind Whitman’s Sober Assessment of HP (1)October 4, 2012Meg Whitman gave analysts and partners what they wanted yesterday; a cold, sober and hard assessment of the state of Hewlett-Packard today and its long-term challenges. The backhanded rewards were a plunging stock value and skepticism of the company’s future. Here’s why critics are only half right.
Synnex Weathers Earnings Drop, Inks SAP Deal (0)September 26, 2012The distributor offset some tepid earnings news with a new deal to join forces with SAP to resell select business intelligence, AppDev and MDM tools.
RSA: Big Data Will Transform SIEM (0)September 24, 2012RSA, the security division of EMC, released a brief contending that Security Information and Event Management systems will be required to rely on security intelligence and big data analytics in order to remain a viable solution in detecting increasingly sophisticated multi-platform threats. That means an opportunity to beef up channel portfolios with a brand new…
Gartner Predicts $109 Billion Cloud Market (3)September 21, 2012Gartner predicts the cloud services marketplace will grow nearly 20 percent by the end of 2012, making it a $109 billion worldwide industry. But where's the real opportunity? Solution providers may be surprised to find out what services are leading the cloud world.
M&A Not Seen as a Channel Growth Mechanism (0)September 17, 2012While the channel often seems obsessed with mergers and acquisitions, they’re not seeing buyout deals as means for growing their business, according to preliminary results of the latest 2112 Group research.
HDS Buy Shows Health Care IT Not Easy (0)September 14, 2012Athenahealth’s acquisition of Health Data Systems is a good example of the kinds of combined skills increasingly required from partners looking to crack the lucrative health care IT vertical.
Few Worries as HP Layoff Tally Climbs to 29,000 (0)September 11, 2012Hewlett-Packard amended its restructuring plans, with the total number of employees scheduled to lose their jobs climbing to 29,000 over the next two years. Here’s why solution providers shouldn’t fret over the bad news.
E-discovery May Offer Cloud-less Opportunities (0)September 10, 2012Solution providers unwilling to jump on the cloud bandwagon might find an alternative route to revenues by specializing in the e-discovery space.
Sourcefire, nPulse Add Analytics to IPS (0)September 5, 2012A Sourcefire and nPulse partnership adds fine-tuned analytics services to IPS, giving partners a way to differentiate in explosive Big Data trends against networking security competitors.
Splunk Bringing Big Data to the Masses (0)September 4, 2012The vendor is one of the few pure-play players in the Big Data space and has found significant success of late with its hyper-focus on tools to corral and analyze streams of machine data from servers, networks, Web transactions, mobile devices and the like.
If Big Data Is So Great, Why Aren’t We Using It? (0)August 29, 2012Few solution providers, particularly those hoping to capitalize on the Big Data trend, have their own initiatives in place. Perhaps it’s time to start. Here's how.
IBM’s HR Venture Portents Back Office Future (0)August 28, 2012IBM is the latest vendor to either buy or develop new back office software applications through its $1.3 billion acquisition of human resources software specialist Kenexa. The deal is among the many omens of the software future, in which back office automation and outcome-based IT sales will transform the market and channel.
SAP Seeks Innovative, Disruptive Tech Partners (0)August 17, 2012German software giant SAP is trotting around the world in search of nimble, innovative startups and technology developers that are taking novel approaches to solving business problems in select industries. The idea: Provide more value to customers and leapfrog competition.
Symantec Add-On Eases Big Data Woes (0)August 13, 2012A partnership between Symantec Corp. and Hadoop support and services firm Hortonworks took a few more steps in the Big Data space with an add-on that allows customers to run Hadoop from existing cloud and virtualization infrastructure. Among other things, the solution could allow partners to play the ROI card in the increasingly competitive Big…
5 Big Data Trends Transforming the Channel (0)August 13, 2012Big Data is about taking nonproductive data and refining it into actionable, revenue-generating intelligence. The Big Data evolution has profound implications for the channel. Here are five Big Data trends that will open new opportunities for solution providers over the next decade.
NCR Branches into Channel-Driven SaaS (0)August 7, 2012NCR, the company best known for bank ATMs and airport kiosks, introduces new marketing and retailing software-as-a-service offerings, which offer solution provider partners recurring revenue opportunities while opening a new class of technology to smaller businesses.
Five Ways to NOT Be Like the Postal Service (0)August 1, 2012In some ways, the post office is the original channel partner. Here's a look at the lessons solution providers can take away from the storied service's looming demise.
Big Data Challenges, Opportunities Growing (1)July 30, 2012Making sense of the massive mix of structured and unstructured data bombarding modern businesses is an engine of competitive advantage and innovation.
Data Governance to Data Transparency (0)July 23, 2012Access to operational data reveals tremendous insights into a business’s operational efficiency and effectiveness. Solution providers that can supply the tools to provide greater control over data flows can also disperse the information fog to provide greater transparency that leads to improved productivity.
Dell Release Deepens Big Data Push (0)July 23, 2012Dell is pushing further into the Big Data space with the launch of a comprehensive tool that puts it more on par with competitors and paves the way for partners to address customers' data-inundation woes with a slew of high-dollar analytics and management services.
Confidence Wanes Among IT Execs (0)July 20, 2012The dismal results of CompTIA's latest Industry Business Confidence Index point to fiscal pessimism and continued sluggishness in the IT business world.
SAP’s Big Data Puts Intelligence Everywhere (0)July 18, 2012SAP launches BusinessObjects 4.0, complete with five key "pillars" of business intelligence, designed to make big data information accessible and collaborative for the SME environment.
Report: Companies Drowning in Data (0)July 17, 2012An Oracle report indicates the vast majority of organizations are overwhelmed with data and have little idea how to turn it into profit, representing opportunities for the channel to swoop in with industry-specific business intelligence and analytics solutions.
Performance is Paramount in EMC NetWorker 8.0 (0)July 10, 2012EMC launches NetWorker 8.0, a robust upgrade to EMC's backup software, featuring up to 50 percent faster backup performance, new Microsoft software integration capabilities and enhanced cloud service delivery capabilities.
SAP HANA Gets Channel Bump (0)July 10, 2012SAP looks to expand its partner presence by introducing three partner program opportunities under a new SAP HANA program that will give partners access to the entire portfolio of HANA solutions.
Motorola Envisions Integrated Retail Systems (0)June 22, 2012Motorola Solutions released its vision for the retail IT system of the future, in which retailers and merchants use integrated mobility, wireless and business analytics to create more efficient operations and better consumer experiences. The channel opportunities in hardware, software and services are boundless.
The Big Deal Behind Big Data (1)June 21, 2012Business intelligence, data warehouses and deep analytics were once reserved exclusive for large enterprises. The proliferation of cloud computing and the lowering of costs for business intelligence applications is making Big Data more accessible to all. And it’s a trend few companies can afford to miss.
Cisco To Acquire Data Analytics Firm Truviso (0)May 4, 2012Cisco revealed plans to acquire data analytics and business intelligence firm Truviso, which will give channel partners a few new analysis and reporting tools to add to their professional services tool belt.
Tealeaf Steeps in IBM’s Smarter Commerce (0)May 3, 2012IBM picks up yet another analytics-based company with Tealeaf Technologies. IBM plans on using Tealeaf to augment its existing Smarter Commerce business with an advanced commerce analytics engine.
IBM’s Big Appetite For Big Data (0)April 27, 2012IBM is buying up all the big data technology it can in an effort to become an arbiter of all things big data.
NetSuite Touts Growing Midmarket Channel (0)April 26, 2012The cloud-based ERP market leader announced the addition of four major midmarket solution providers to its channel program, reflecting the growing market demand for cloud resources. It may really be an indication of the market’s desire for cloud options.
QlikTech Partners Build On Business Intelligence (0)April 23, 2012QlikTech brings business intelligence to the market with QlikView, uniquely offered through specialized software integration with OEM channel partners.
SAP Recruiting Partners To Expand Reach (0)April 23, 2012SAP is focused heavily on expanding its partner program into key areas like mobility and data analytics as it looks to decrease direct sales involvement and expand market reach.
Sage Pricing Changes Concern Partners (2)March 7, 2012The ERP and CRM software vendor is changing its licensing scheme to user-based pricing and giving customers the option to pay on a recurring monthly plan. Sage says this will increase partner yields, while solution providers see it eating into their profitability. The conflict is a reflection of the cloud transition challenges facing the channel.
VMware Rounds Up Cloud Security Partners (0)March 5, 2012VMware continues to expand its arsenal of vendor partnerships. This round focuses on integrated security and compliance solutions aimed at delivering secure infrastructures for the cloud to a variety of solutions providers to help spur adoption.
Big Data’s Big Channel Opportunity (0)March 2, 2012Stephen Colbert recently noted how big data is giving retailers the ability to peer into our private lives. He’s right, and there’s more opportunity for solution providers who can deploy and support systems that collect and analyze copious volumes of innocuous data.
IBM Partners in a Cloud State of Mind (0)February 29, 2012IBM has a lot to talk about this week, and much of it relates to Big Blue’s promise of cloud computing. Partnerships with interesting results, more focused partner resources and targeted incentives expand and better organize IBM’s increasingly comprehensive cloud infrastructure.
Verizon, Motorola Team on Mobile Enablement (0)February 24, 2012Verizon Wireless announced a new alliance with Motorola Solutions to provide more reliable data and voice transport services for enterprise-class mobile devices and machine-to-machine solutions. Motorola partners will provide the field sales, implementation and support for these mobile solutions.
Microsoft Using Mobile to Gain in CRM (0)February 9, 2012Microsoft is releasing an update to Dynamics CRM to extend accessibility to virtually any mobile device via the cloud and enhance productivity through social communications features. The update is part of a long-running push to bolster its CRM market share against Oracle and Salesforce.com.
IT Buyers No Longer Looking at Tech in Isolation (0)January 23, 2012Business analytics is the technology most on the minds of CIOs recently surveyed by Gartner. Along with mobility, cloud and social business, the survey reveals a shift in IT organizations newly focused on combining these forces to change the way a business interacts externally.
Oracle Building Channel Empire on HP Talent (0)January 6, 2012Tom LaRocca is the latest high-profile Hewlett-Packard channel executive to defect to Oracle. It’s a significant loss, but may speak more about Oracle’s long-term market and channel ambitions. The lawsuits should start any minute.
MSP M&A Surge Driven by Taxes, Not Market (1)January 4, 2012Several managed services mergers and acquisitions have heralded in the new year, perhaps signaling a surge in deals and buyouts. The reality is these deals were signed in December and are part of an annual rite of cashing out and buying up before the end of the tax year.
Top Tech CEOs of 2011 (1)January 2, 2012Tons have been discussed and written about everyone on the Channelnomics’ list of Top CEOs for 2011, which we offer in no particular order. From Tim Cook taking the helm at Apple following the death of Steve Jobs to former eBay chief Meg Whitman stepping in as chief executive at HP, it’s been a busy…
Dell Aims Low to Battle Cisco in Data Centers (0)December 21, 2011A new report suggests Dell’s key weapon in its battle plan for war with Cisco in the data center is low pricing and attached sales. The idea: Attack with servers and drag low-cost networking gear to undercut Cisco’s premium advantage. This battle will have significant cost implications for solution providers, too.
Sourcefire Releases Next-Next-Gen Firewall (1)December 7, 2011The company better known for its open-source cousin, Snort sensors, and intrusion detection systems is entering the next-generation firewall fray with a next-next-generation firewall that includes a next-generation IPS. The release raises questions on technology consolidation and nomenclature.
Gartner’s IT Predictions Hold Channel Promise (1)December 2, 2011It’s December, so it’s time for the prognosticators at Gartner to publish their annual list of things-to-come in IT. This year’s forecast is heavy in predictions for cloud computing, mobility, security and managed services. While some of the list may seem daunting, it’s full of great possibilities for the channel.
IBM Looks to Redefine ‘Managed Services’ (0)November 2, 2011Big Blue is finding traction in the midmarket through “next-generation business partners” who not only deliver conventional managed services but also application and business services. Midmarket general manager Andy Monshaw believes it’s the next stage in channel evolution.
Oracle Goes Small with Database Appliance (0)September 23, 2011The new Oracle Database Appliance comes prepackaged with Oracle Database 11g and an ‘pay-as-you-grow’ model, a combination of technology and sales designed to make it easier for the channel to sell and small enterprises to buy. It’s also a reflection of the growing interest in future-proofing customer bases.
IBM Offers SMBs $1 Billion in IT Financing (0)September 8, 2011Big Blue unveiled an ambitious and large $1 billion financing pool to help small and midsized businesses adopt advanced technologies such as analytics and cloud services. It’s yet another IBM push beyond enterprise. Will this time be different?
IBM Brings Business Analytics to Partners (0)August 24, 2011Big Blue launched a new initiative to enable partners to sell and support its Netezza business analytics and intelligence appliances. The program includes training, marketing support and financing. Can IBM catch the business intelligence wave with Netezza?
How Data Dispels Faulty Sales Assumptions (0)August 16, 2011Solution providers often assume they have a special relationship with their customers. They’re often right, as many have been selling into accounts for years. But, according to Ingram Micro’s Kirk Robinson, many solution providers fail to see who else is selling into those accounts.
What’s Your Cloud ARPU? (0)July 19, 2011Cloud computing promises solution providers predictable and profitable recurring revenue. True financial return only comes when customers are engaged and expanding their service utilization – and the measurement for that is ‘average revenue per user.’
HP Targets SMBs with Raft of Products, Services (0)June 22, 2011Hewlett-Packard sees a $234 billion opportunity in the SMB marketplace, and intends to capitalize on it through a series of new hardware, software and service programs designed to make technology easier for solution providers to sell and small businesses adopt.
Intacct Credits Channel for Growth (0)April 29, 2011The cloud-based financial intelligence platform added 20 new reseller partners in the first quarter, which helped push channel-driven business to a tenfold increase over the previous year. Is there a secret ingredient to this success?
Standardized IT Services: As IBM Goes, So Goes the World (0)March 24, 2011Technologies such as virtualization and cloud computing are making standardized platforms acceptable... even preferable. Enter IBM with new, pre-engineered delivery of like servers, storage, service-desk assets and more as a way to speed deployment and lower cost. Are you ready for this shift?
Nobody Is Going to Tweet You a Paycheck (5)March 21, 2011The ties in social media are too weak and superficial to contribute much to everyday business, at least right now. So, stop worrying about Twitter and Facebook.
NetSuite ‘SuiteStart’ Reflects Channel Power (0)March 9, 2011Solution providers may think they're in danger of being rendered obsolete by the cloud, but NetSuite is clearly thinking differently. The Web-based ERP vendor is adding rich incentives to attract partners, showing the need for the channel to maintain cloud momentum.
IBM: 2011 is the Year of Business Intelligence (0)January 24, 2011Former GE chief Jack Welch’s business axiom is well known but rarely practiced among small and midsized companies: “It can’t be managed if it can’t be managed.” But there’s growing evidence that midmarket companies are looking to business analytics and applications as critical tools for improving and growing their businesses.
New IBM Programs Enable Total IT Solutions (0)November 22, 2010IBM is joining the chorus of vendors urging their partners to specialize in technology and vertical domains with the recent launch of its “IBM Software Value Plus Security Authorization” program. But Big Blue is putting a twist on its specialization initiatives by creating different tiers of specialization for different contributors to the value chain.
OnForce Addresses Project Management Gap (2)November 18, 2010Bandwidth has two definitions among vendors and solution providers: One refers to the traffic capacity of networks and Internet connections; the second is their capacity to address and fulfill IT projects for customers. OnForce is taking on the services bandwidth issue with two new programs designed to provide solution providers with access to project management…
Is Darwinism Narrowing the Tech Channel? (0)November 16, 2010Forrester Research analyst Tim Harmon recently wrote in his blog that 12 to 15 percent of the channel will “wash out” as a result of the murky and unchartered migration to cloud computing services. That means 18,750 solution provider and reseller businesses will go under in North America alone. Is this a bad thing, or…
Autotask Provides Users with Introspective Ratings (1)November 10, 2010We often hear about user and community rating systems as a measure of customer satisfaction. Stars, diamonds, smiley faces all serve as marks of excellence – or shame, depending on the experience – for users to gauge potential engagements with a service provider. But shouldn’t these same rating systems matter to managers and salespeople inside…
5 Tips for Dealing with Difficult Purchasing Managers (1)November 1, 2010You work on a deal for weeks. You cajole the CIO or IT manager into seeing your products and services as the best in the market. You make repeated presentations to IT and executive teams to sell them on how your proposal will meet their business’s need. And when the finish line is finally in…
A Good Time to Consider Raising Prices? (1)October 28, 2010Times are tough. Sales are sluggish. The economy is limping along and nobody seems willing to commit a lot of capital to any long-term project. What’s a solution provider to do?
IBM Loves the Midmarket; This Is Not a Repeat (0)October 25, 2010This headline on CRN caught my eye, last week: “IBM To Make Mid-market Channel Push.” Man, that sounds familiar. Where have I seen it before? Oh yeah, right here in my RSS reader. Every year. For the past seven years. At least.
Consumerization’s Changing Meaning and Impact (0)October 5, 2010While I was reading the newspaper in my Los Angeles hotel room yesterday morning, I spied an interesting little tidbit: Target is now selling the Apple iPad and hopes the new addition to its electronics section will be enough to draw more foot traffic into its stores. It’
Fear and Loving in Telecom Channel (0)September 28, 2010Somewhere on the other side of the hill that flanks the IT channel reside our cousins – those strange people in the tribe known as the “telecom channel.” Oh, they are an exotic people, indeed, with all kinds of crazy notions of bandwidth, circuits and telephony services. But there are strange trends brewing in their…
Creative Disruption: An Absolute Necessity (1)September 15, 2010No doubt the Verizon launch of an SMB cloud service is causing consternation among solution providers and hosted services rivals. Not only is another major competitor entering the marketplace, but it’s also changing the dynamics of the cloud computing model.
The Secret Tommy Wald Uncovered (2)August 24, 2010Disruption is often a tremendous catalyst for change. Unfortunately, most businesses don’t recognize they’re being hit with a disruptive wave until it’s already passed. Tommy Wald isn’t one of those people.
Risk Acceptance vs. Risk Aversion in the Channel (3)August 16, 2010One topic that drives me mad is when solution providers say they cannot grow. Many even feign they will never be more than several million dollars in revenue. The reasons vary from the cost of growth to the difficulty in growing a business to a general malaise about an inability to penetrate new markets. One…