Vendor stories

"No one is immune, but it's harder to get in [to big business and enterprise]. So they're moving down the stack and we're seeing more attacks on small businesses."More

Hamish Soper, Check Point Software Technologies New Zealand country manager looks at strategies to create real value for customers when selling security.More

Only 16% of partners earned 100% of their revenue from their own services, from their own products, or through resale, according to a recent IDC survey. More

IDC claims vendors that provide the most compelling and useful enablement for their partners will gain channel dominance.More

New Zealand businesses need to 'rebalance' their security portfolio to counter the changing threat landscape according to three security focused companies who were pitching a three-pronged – and three vendor – approach.More

This results in every budget being an IT budget; every company being a technology company; every business becoming a digital leader; and every person More

Following an eight year partnership with Juniper Networks, Westcon Group's sole distribution deal across New Zealand represents a natural progression for the company.More

Decreasing profitability is a big concern for distributors who feel the growing adoption of cloud and mobility – and the proliferation of smart devices – will continue to increase pressure on them a report from Forrester Research says.More

Last year may have ended on a low note for many Asia Pacific distributors, but expectations were high for the first half of 2013, with 63% of distributors surveyed gearing up for a brighter future.More

The future is looking brighter for Asia Pacific distributors, but they were still reeling from poor business performance at the close of 2012, according to a survey from Forrester Research.More

Legendary for its pace of change, the technology industry continues to transform as powerful forces including cloud and ever better connectivity continue to take hold.More

Legendary for its pace of change, the technology industry continues to transform as powerful forces including cloud and ever better connectivity continue to take hold.More

The vendor-reseller channel partnership requires teamwork. Greg Wyman, StorageCraft vice president, Asia Pacific outlines the teamwork approach.More

Partner programmes are moving from broad tier-based communication and support to more targeted, value-based segmentation and support. David Borg, Fuji Xerox Printers AU & NZ general manager, looks at the changes from the vendor’s perspectiveMore

Five top tips for resellers/system integrators wanting to improve/measure channel partner effectiveness More

Maximising profit potential from partner programmes requires wise choices, says Mario Hilmi, Polycom ANZ director, service providers and channels. More

A strong channel network has helped Avaya to top spot as Frost & Sullivan’s 2011 Asia Pacific Contact Center Applications Inbound Systems Vendor of the Year.More

Auckland-based IT company comes out on top after rigorous selection process.More

Naverisk Founder and CEO Jon Kalaugher has been included in the 2010 MSPmentor Top 250 report.More

This article looks at some common partnering models, and what customers should be considering in this regard, when negotiating their supply arrangements.More