• Identity-based security tools give customers control of users, not just ports
• Sun reverses itself on fire sale, gives channel its due
• IBM tries to reenergize storage with host of midmarket products, focus on channel
• Managed storage services: Maximizing your data storage sales
• iSCSI vendor EqualLogic takes on Fibre Channel over Ethernet (FCoE)
• Brocade, EqualLogic tussle over Fibre Channel and iSCSI supremacy
• Salesforce.com offers Apex-only edition for customers who don't need CRM
• Data storage systems integration worth paying more, customers say
• Unmonitored net links are open doors ignored by security apps
• Open source may be next big seller in security apps
• IBM's storage systems sales decline has partners talking
• Symantec SaaS push will force channel to change
• iSCSI vendors: Fibre Channel over Ethernet (FCoE) purely defensive
• Locking down an iSCSI or Fibre Channel SAN
• Wireless network security upgrade offers additional sales opportunities
• Email archiving drives storage sales in the channel
• How to sell offsite storage
• Selling storage management services to SMBs: Overcome storage outsourcing fears
• One good deal nets another when selling offsite storage
• Security outsourcing a growing trend, but few channel opportunities exist
• Q&A: IBM channel exec wants VARs to line up with her go-to-market strategy
• Antivirus vendor Sophos to sell 100% through VARs
• Cisco SMB partner drive will bypass all but smallest resellers
• Cisco Smart Services pricing
• Security integration could mean sales opportunities for VARs
• How to sell email archiving services
• Cisco service price list, potential for competition troubles VARs
• How to sell VoIP
• StoreVault signs deal with reseller CDW, VARs question move
• Virtualization, multi-core will cut server sales, force changes on channel
• Microsoft Exchange client concerns
• How to sell voice over IP for service providers: closing the deal
• HP channel chief wants more efficient supply chain to raise VAR profits
• SAP resellers and integrators should beware Oracle suit
• HP tweaks partner program to boost storage, printer sales
• The downside of offering MSS
• Technology trends in processors and servers
• Distributor storage services outweigh drawbacks for VARs
• Cisco rebates, tools promise higher channel revenues
• Cisco aims to reinvigorate service, networking business for VARs
• Novell steers partners toward SMB market -- not all are thrilled
• SaaS may change business for Microsoft CRM resellers
• Shoring up storage security
• Storage security needs to consider storage media
• Keeping storage secure on mobile devices
• Changing threats on the Internet -- Symantec's Threat Report
• Partners call Microsoft program unusually responsive to channel concerns
• Smaller vendors aim at digital archiving as growth market
• Data Security Services Guide: Technology overview
• Organized Internet crime puts pressure on security providers
• Microsoft partners still want channel program improvements
• CommVault outsources channel support with the support of its channel
• Blades servers and virtualization channel opportunities: Q&A with Barb Goldworm
• CSO group assembles real-world security performance benchmarks
• No disk encryption on the horizon for SMBs looking for more security
• Ingram quick-quote helps automate service-contract renewals and repeatable revenue
• VARs offer tips on selling iSCSI
• Microsoft/Cisco VoIP deal presages "bloody" battle for network turf
• Archiving, backup and EDD hot storage technologies
• Clustered storage is changing SMB channel conversations
• Managed network gives edge to outdoor clothing maker
• HP appoints new channel chief
• SAP, Oracle may strive in vain for SMBs seeking smaller, more vertical apps
• Oracle/Hyperion acquisition probably won't affect channel, analysts said
• VARs cash in on iSCSI momentum
• Five ways to gain customer loyalty
• Storage security client concerns
• Massachusetts VAR charged with defrauding Cisco of millions
• RSA still improving channel communication
• RSA continues to improve channel program despite EMC acquisition
• Nexsan product brings content-addressable storage (CAS) to midmarket
• Performance, bad planning slow VoIP sales more than security, VARs say
• Vista migration tools "unlikely to boost sales"
• Integration demands drive storage security offerings
• Hot channel opportunities in power and cooling
• Business process management (BPM) channel opportunities Q&A with Andre Truong
• VARs offer tips on selling into SMB market
• Virtual partners provide national service coverage, without the headcount
• EMC expands CLARiiON line to midsized businesses
• Service-oriented management in the channel
• EMC struggles with fragmented channel, bitter VARs
• EMC's revamped channel has a lot of fans, but not everyone is happy
• EMC to clamp down on direct sales, clear way for channel with SMBs
• MSP industry is growing, but customer satisfaction may be falling behind
• Customer assessment helps VARs land bigger deals, close quicker, build longer relationships
• Real-life expertise: How to negotiate
• IBM answers VAR requests for midsized company tape storage
• Disaster recovery channel opportunities Q&A with Greg Schulz
• Oracle launches partner program for SMB package
• Build your firm as a model for customer success
• Novell, Microsoft lay out virtualization roadmap
• Symantec channel overhaul makes all VARs equal
• Customers vague on what "managed service provider" actually means
• Despite turmoil, CRM leaders maintain position
• Symantec preps new channel program, reorients toward 'holistic' approach to security
• Variel Technology meets SMB needs with IP storage
• What to do when a strategic manufacturer is acquired
• VARs, systems integrators speak candidly about SMB woes
• Oracle set to announce SMB versions of core apps; benefits for the channel
• RFID market is prime for VARs
• More