economic downturn


Telecom Is HOT Despite Downturn

By Troy McCracken, Founder and CEO, Spectrum Inc. I know the economy is bad and I know that sales are down and everyone you talk to is negative about this year and concerned about next year. However, I recently had the pleasure of exhibiting at the PHONE+ Channel Partners Conference & Expo in Miami and […]

Q&A with Avayas Channel Chief Carol Giles Neslund

Last fall Avaya Inc. brought in new channel leadership, tapping Carol Giles Neslund as its vice president of channels for North America. The former Seagate channel executive reports to Jeremy Butt, who was took over as Avaya’s vice president of Worldwide Channels in June 2008. Together the two are gearing up for a relaunch of […]

ZyXEL Incentive Program Pays Off

ZyXEL Communications Inc., a provider of access and security solutions, reported its revenue from partner sales increased 37 percent since instituting new sales incentives April 15. The company also noted an increase in the average order size by 17 percent. The incentive program also has helped boost recruiting. New partner signups are up 34 percent […]

Ask Steve: What Technologies Sell in a Down Economy?

Over the past several months people have been asking me about market share or penetration numbers for this-or-that technology. Being an analyst, I guess those types of questions come with the territory. Second, SMBs are asking how they can save money. This month Ask Steve will tackle both types of questions by presenting some of […]

VARs Optimistic About Economy, Poll Says

More than half (56 percent) of hardware resellers have seen their sales decline, but significantly more (87 percent) expected their year-over-year sales to remain unchanged or to increase in 2009, according to a survey conducted in March by MX Logic. In addition, the survey, which included more than 200 VARs, MSPs, IT consultants and systems […]

I Shovel Very Well

“Mystery Men” fans will recognize the immortal words of the “super hero” the Shoveler: “I shovel well. I shovel very well.” Besides being delivered perfectly dead pan by William H. Macy, I love this line because it so aptly describes someone committed to a singular purpose. We can argue all day about what he is […]

ZyXEL Jump-Starts Partner Sales

Broadband access gearmaker ZyXEL Communications wants to help its indirect partners keep more of what they sell during the economic downturn with additional discounts through its new Jumpstart Program, which runs through July 31. The new discounts are automatic. Silver Partners will receive a 50 percent increase in current discounts. Gold and Diamond Partners will […]

Q&A With Samsung BCS Channel Chief Doug Wonson

Last fall Samsung Telecommunications America LLC decided to shake things up at its Business Communications Systems division by bringing in new leadership. The company tapped a Nortel, Verizon and NEC alum, Doug Wonson, as its vice president and general manager. Since BCS is 100 percent channel focused, Wonson also is heading up the company’s channel […]

TNCI Adds Downturn Flexibility Clause

Effective April 1, TNCI added a Business Downturn Flexibility clause to its terms and conditions for providing telecommunications services to end user businesses. The clause is designed as a method for renegotiating service agreements due to a change in the customer’s business situation as a result of the recession. In addition, TNCI hopes that it […]

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