The big news in the IT world in September and what kept SearchITChannel.com readers clicking was
Hewlett-Packard naming Meg Whitman as its latest CEO. Some HP partners were concerned about the
decision, while others think she's a good fit despite the board’s recent problems with personnel
Check out the rest of the top stories from September 2011, including how Google Apps resellers
are finding their niche and how Cisco Systems’ partners are pleased with Cisco’s recent changes to
its Partner Led program.
1. What do HP partners think of Meg Whitman?
HP partners seem to be on the fence when it comes to their confidence in
2. Google Apps resellers gain traction
Some customers still have cloud security concerns, but opportunities do exist for Google Apps resellers. Services such as helping customers migrate from their existing systems can help a VAR get its foot in the door in the cloud space. VARs can also upsell unified communications when helping customers transition to the cloud space.
3. Cisco partners bank on Partner Led changes
There had been uncertainty among some Cisco partners after massive layoffs this summer, but Cisco Systems helped alleviate concerns with changes to its partner program. News that the Cisco Partner Led program will receive additional funding in the form of marketing development funds and sales training starting in January 2012 was a big deal to Cisco partners.
4. Navigating the vendor merger and acquisition binge
With all of the high-tech mergers and acquisitions that occur each year, VARs need to remember that their relationships with vendors can often be tenuous and, to be safe, they should market themselves, not their vendor. To prepare for non-channel-friendly deals (such as when Dell first bought Compellent Technologies), some VARs are using their own branding on their websites and focusing on services and not the products up front.
5. Biometrics solutions still searching for identity in channel
Though there’s a growing interest in the health care industry for biometrics technology, it remains to be seen how much VARs and systems integrators are going to profit off the solutions any time soon. Customers are still facing issues, including dealing with the potential of false positives and negatives with fingerprint scanning. Despite the lack of opportunities so far, some VARs are being trained on biometrics applications with a new partner program called PalmPartner.