Access "Navigating the vendor merger and acquisition binge"
This article is part of the June 2011, Vol. 2 No. 2 issue of How VARs can prepare for vendor mergers and acquisitions
A common pitfall for many VARs is to get too cozy with one vendor and rely on that single relationship for way too much of their business. But if there’s one thing IT solution providers cannot be, it’s fat, dumb and happy—at least not if they expect to survive. It’s fine to be a “preferred” reseller for Vendor A, until Vendor A gets acquired or gets new leadership that does not see the value in the value-added channel. Just ask any number of VARs that made their living selling Sun Microsystems hardware, support and maintenance. There are a heck of a lot fewer of them today than there were a year ago. Why? Because of Oracle Corp., that’s why. Oracle completed its $7 billion-plus acquisition of Sun in January 2010, more than a year after it announced its intention to buy. Oracle is famous for its complicated relationships with channel partners. The company is well known for its direct sales preference and for the fact that all maintenance and updates after the first year flow directly through Oracle, not via partners. “There were some partners who leveraged ... Access >>>
Premium Content for Free.
Resellers tap iPads for business
by John Moore
Channel players can access ticketing, remote monitoring apps on media tablets.
- Resellers tap iPads for business by John Moore
Navigating the vendor merger and acquisition binge
by Barb Darrow
VARs need to prepare themselves in case their primary vendor gets bought or disappears.
Microsoft BPOS suite: Creating business opportunities
by David Strom, Contributor
Microsoft Business Productivity Online Standard suite can offer new revenue opportunities for solution providers, but the suite also has its fair share of downfalls.
- Navigating the vendor merger and acquisition binge by Barb Darrow
More Premium Content Accessible For Free
Building a big data practice
For IT solution providers, there's big money in big data. That's because data volumes are growing at staggering rates, and SMBs are discovering use ...
Channel appraises social media platforms for business
Industry pundits have identified social media as one of the pillars of the next age of computing. And like another pillar of the next age, mobile ...
Channel eyes enterprise mobility market potential
The enterprise mobility market is poised for big growth for the foreseeable future, and IT organizations are facing a multitude of challenges related...