Thinking Through Your Channel Relationships
Robert Faletra

Depending on where you, as a vendor, are on the totem pole of significance, should determine how you evaluate the importance of solution provider relationships.

Top tier vendors are in a much different position than those that sit in the second and third tier of the market, and there are even variances within those tiers.

Microsoft, for some of what it sells, has no real competition and can evaluate and deal with its partners in a more demanding manner than most vendors.

Partner Buzz
"I think that traditional IT vendors have good IoT programs catering to developers, but they're lacking that integration piece for the channel, for taking IoT solutions to market."

~ Luis Alvarez, president and CEO of Alvarez Technology Group, a Salinas, Calif.-based solution provider, on the support he believes his company needs from vendors selling Internet of Things solutions.

"This program is greater than anything we could have possibly imagined. To say I was surprised is an understatement. I was shocked at the amount of added profitability for an EMC partner. It is not small. It is very big."

~ Fred Traversi, president and CEO of Rolta AdvizeX Technologies, of Alpharetta, Ga., on the new unified partner program rolled out by Dell EMC that partners say puts the vendor into the same class as channel stalwarts Cisco and Hewlett Packard Enterprise.


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CompTIA IT Outlook Study 2017 Projects Global Industry Growth

Paced by anticipated customer demand for emerging technology, services and software, IT executives enter 2017 with a positive outlook, according to the IT Industry Outlook 2017. CompTIA’s consensus forecast projects global industry growth of 4.1 percent this year. “With the groundwork of cloud, mobility, data and connectivity laid, the year ahead will see evolutionary advances on many fronts,” said Tim Herbert, senior vice president of research and market intelligence at CompTIA. The report also identifies the top 12 trends to watch in 2017.
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