Adversity, Choices, and Redefining What’s Next: Global Partner Summit General Session Part I

Submitted by Amy Griff on July 1, 2015, 9:44 am EDT

“Only possibilities.” That’s the personal mantra of Australian athlete John Maclean, who became a paraplegic following a near-fatal accident in 1988.

Tough Times For Partners In Wi-Fi Consolidation

Submitted by Mark Haranas on June 22, 2015, 10:14 am EDT

The consolidation of the wireless industry is hurting channel partners' wallets as they struggle to find differentiation in the market and stay afloat with lower margins coming through the door, says Shane Buckley, CEO of the wireless networking vendor Xirrus.

New AirTight CEO Plans To Go 100% Channel To Beat Cisco, Aerohive

Submitted by Mark Haranas on June 19, 2015, 11:31 am EDT

The 12-year-old cloud-based wireless specialist AirTight Networks is undergoing one of its biggest transformations ever as it reorganizes its executive team and focuses on the channel like never before.

The Mountain View, Calif.-based company announced this week that it had hired its first ever channel chief, Kester Kyrie, a former Aruba Networks sales leader, as well as a new CEO, Rick Wilmer, who was previously CEO at Leyden Energy and held roles as vice president of operations at Aruba and Seagate.

Tinker On How VARs Can Help Adapt To The Mobile World

Submitted by Lindsey O'Donnell on June 4, 2015, 2:25 pm EDT

Companies are facing a drastic transformation as more mobile devices, like smartphones and tablets, appear in the workplace. Bob Tinker, CEO of MobileIron, a mobile security company based in Mountain View, California, dubs this transition the "death of the PC era."

Shmunis On 'Struggling' Vendors, Cloud Demand

Submitted by Mark Haranas on June 1, 2015, 4:21 pm EDT

Vlad Shmunis founded his cloud-based business communications company RingCentral in 1999 and has witnessed first-hand how cloud solutions have dramatically changed the IT industry.

"This cycle of disruptive innovation and change is even more significant than what we saw in the late 1990s," said CEO Shmunis. "Today, cloud solutions have dramatically changed the business models, and this is very challenging to legacy vendors."

8 Ways The Channel Can Reduce Enterprise BYOD Risk

Submitted by Jay Andersen on May 15, 2015, 3:22 pm EDT

From the unintentional opening of a malware-laced email to more serious threats like a purposeful, targeted cyber attack, risks to the enterprise posed by employee-owned mobile devices are real and growing. Companies in all sectors are seeking ways to promote worker productivity via mobile devices while also limiting the potentially catastrophic damage a data breach or loss of data can carry.

New Year, New Beginnings for Dell Channel

Submitted by Cheryl Cook on April 17, 2015, 5:27 pm EDT

Dell’s fourth quarter (November-January) included events such as Dell World where we announced new improvements to the PartnerDirect program, adding $125 million in enhanced incentives and programs, including the Dell Storage Accelerator, Windows Server 2003 Migration, and Growth Accelerators for the Client Solutions and Enterprise Solutions Groups that are all launching this year.

Five Ways Security Partners Can Sell Managed Services

Submitted by Lindsey O'Donnell on April 16, 2015, 2:05 pm EDT

While some partners may be reluctant to stray from the traditional model of selling security, Intel Security, formerly known as McAfee, and other security vendors hope to incent partners to develop a managed services model to optimize sales.

How A Small Maine VAR Won A Contract With NASCAR

Submitted by Michael Novinson on April 16, 2015, 1:30 pm EDT

A VAR with fewer than 20 employees has won a massive contract with one of America's largest professional sports organizations.

APXnet of Berwick, Maine is designing and connecting fiber-optic networks at the 27 race tracks used by NASCAR, enabling more than 40 race teams, broadcast networks and NASCAR's content production arm to manage large video and data files in real time.

Exinda's Parikh On WAN Opportunities For VARs

Submitted by Mark Haranas on April 14, 2015, 11:09 am EDT

An influx of connected devices is bombarding networks, putting a strain on bandwidth, and in some cases becoming a serious problem for companies that want run efficiently.

The need for better speed, agility and performance on wide area networks (WAN) is becoming more prevalent amid widespread consumerization and the rise of the bring-your-own-device workplace.

IT Best of Breed

Best Partnering