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Channel Strategy

Distribution executives focus on adding value

Marketing managers from the top six Canadian IT distributors met recently for the seventh annual CDN Channel Roundtable. The panel suggested ways of changing the negative mind-set that people have about the IT industry, how to increase sales margins and if they are willing to deal with the devil that is Dell.


Enterasys steps up VAR training

Enterasys Networks is completing beta testing of its Remote Access Lab (RAL), which is designed to enable resellers to continue with their training...

Climbing to the top of the VAR market

The downturn in the economy has led to slashing of training budgets. It's a mistake that may be painful in the future for resellers.

ReThinking IBM Pcs

Branding strategy consolidates PC and notebook business

When bad things happen to good data

Disaster recovery costs corporations on average between $100,000 to $1 million a year for desktop- oriented disasters alone. When you add it up, the market could grow to more than US$71 billion by 2004

Novell looks to VARs to bring Nsure to market

Having a security crisis at your company? Novell has rolled out a batch of solutions in the secure identity management space and struck deals...

NAI turns pro for VARs

Company COO says new professional services arm will not compete against VARs

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