Robert DeMarzo's The Channel Man

Some insiders believe that Microsoft was dangerously close to cutting the channel out of the software-plus-services model altogether.

June 30, 2008

There's a powerful yet simple television announcement popularized in the '70s that implores parents to keep close tabs on their kids by using the line, "It's 10 o'clock. Do you know where your children are?" It's a great line and is hopefully effective at motivating parents to keep closer tabs on their children. Well, I would like to modify that statement for the channel right now: "It's June, do you know where your profitability is coming from?"

June 23, 2008

After Ochs left, Oracle went on an extensive search for a replacement, ultimately deciding to split her position in two. It was a bold move.

June 16, 2008

I don't hear VARs screaming about IBM Global Services. People applaud IBM for its success, so why wouldn't the same hold true for HP?

May 26, 2008

The ink wasn't even dry on this year's list of the 500 largest solution providers and vendor service arms when HP made a bold and sudden $13.9 billion bid for EDS. The move significantly changes the solution provider landscape and, if approved, will position HP Services directly behind the largest integrator in the market, IBM Global Services. More than anything, the deal also shows just how fluid our list really is.

May 19, 2008

Selling to any government sector is an acquired taste. You cannot do it on a whim.

May 09, 2008

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