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 >>>
Access TechTarget
Premium Content for Free.
What's Inside
Features
-
-
Resellers tap iPads for business
by John Moore, Contributor
Channel players can access ticketing, remote monitoring apps on media tablets.
-
Resellers tap iPads for business
by John Moore, Contributor
-
-
News
-
Navigating the vendor merger and acquisition binge
by Barbara Darrow, Senior News Director
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 Barbara Darrow, Senior News Director
More Premium Content Accessible For Free
Channel health IT e-book: Network security concerns for health care
E-Book
Access this resource for expert insight into how health IT leaders can face the network security challenges of today – and use these challenges as an...
Breaking into new channel markets in 2012
E-Zine
How are you expanding your business in the channel in 2012? What areas of specialization are your customers clamoring for? What are you doing to ...
Actionable information on technologies and sales tactics
E-Zine
This expert E-Zine from SearchITChannel.com follows the evolution of virtualization and explains how it gave way to virtual appliances. Get advice to...