indirect channel sales


January’s Channel People on the Move

Among them: the promotion of a well-known face at Intelisys, a slew of new channel chiefs at a variety of vendors, and a quartet of former Windstream execs taking on new roles with the buyer of their hosted solutions business.

Line Systems Rolls Out Hosted PBX, SIP Trunking

Line Systems Inc. (Booth #1630) is announcing at the Channel Partners Conference & Expo that is it rolling out its Managed Business VoIP hosted PBX and SIP trunking services. Line Systems Managed Business VoIP is available immediately nationwide for sale to small and medium businesses. The pricing ranges from $30 to $100 per seat per […]

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 […]

Cisco Embraces Save to Invest Strategy

Cisco Systems Inc. (CSCO) has come up with a new way to help its solutions provider partners address selling in the economic downturn. The “save to invest” strategy calls for solutions providers to help their customers free up technology budgets by first creating efficiencies from existing infrastructure. Put another way: If they are going to […]

The One-Call Close Is Back

          Roger Thomas, CEO, TeleComp Our salespeople have found the new customer response to the cold-calling question, “What is the biggest technology challenge today in which your company is facing?” In the old days, the answer was “VoIP communications.” And then, more recently, “video conferencing,” which was the answer to the […]

Insight Focuses Its Might on Connectivity Sales

When you visit the Tempe, Ariz. headquarters of global VAR Insight Enterprises Inc. (NSIT), you know that it’s not your ordinary company. First, there aren’t any offices to speak of in the 103,000 square-foot facility. This is by design; it’s a relatively flat organization to avoid the management layers that tend to bog down decision-making. Second, it’s […]

Guest Editorial: Walking the Line Between Service and Sales

I was at the market the other day, rushing like always to pick up a few last-minute items for the big dinner I was preparing for friends the next night. We all are rushing these days it seems, so often too busy to stop even for a minute to see what’s happening around us, and […]

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