Tags: channelRemove, vendorsRemove

How disties are beating the squeeze 
Focusing on basic elements of price, service and relationships.
 
Sweetening the deal with partner programs 
Vendors have all sorts of treats to tempt partners but resellers must beware of bingeing.
 
Suck it up, princess 
It’s a harsh reality, but vendors support the channel only when it serves them
 
Top 5 trends the IT channel needs to focus on in 2014 
These five core opportunities could help transform your business.
 
Dell puts 200,000 direct accounts into the hands of the channel 
 
Who were the top vendors for the 2013 Fast50? 
The brands behind these fast-growing resellers.
 
How SAP Australia learned to love the channel 
Indirect sales surge as local revenues break $600m.
 
SAP global channel boss resigns 
Channel responsibilities moved to Customer Operations.
 
"Why should I do business with you?" 
Suppliers must be able to answer the perennial question.
 
Microsoft shakes up management  
 
John Stewart: How to find a trustworthy vendor 
 
Partners must embrace change: IBM 
 
Big Blue buys Trusteer 
Said to be worth $1 billion.
 
Channel needs to embrace sales flexibility 
Customers are taking charge of the sales process.
 
IT pricing committee fingers channel 
Questions remain as to who sets prices.
 
Apple favouring Apple stores at the expense of partners 
 
Partners: HP CEO remains channel strong 
 
Symantec ex channel chief sues for unfair dismissal 
 
Microsoft Surface Pro: where’s the margin? 
 
Huawei shows US channel partners its strength 
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CRN Magazine

Issue: 325 | March 2014

CRN Magazine looks in-depth at the emerging issues and developments for the channel, and provides insight, analysis and strategic information to help resellers better run their businesses.