value add
The price of everything
If you want to sell more, you must realise that selling on price alone no longer works, says Antony Byford
Exploding the value-added myth
The term value-added is often bandied about this industry, but APSL's head of channel Rob Wiles argues that it is dangerous to use it so generically
Altimate pairs up with Celestix
Partnership will see distributor forge new markets for two-factor authentication vendor
Arrow eyes services and UC boost after robust Q1
Distributor's CEO outlines plans to widen value-add portfolio after 23 per cent Q1 sales spike
HP shares nosedive after sub-par Q1
New chief executive Apotheker under the cosh as consumer PC and services sales dry up
Microsoft moves VAD focus to UC
Software monolith tenders for unified comms specialists as part of value-add distribution programme
Sony tempts VARs with VAT-back scheme
Vendor looks to maximise sales through the channel in the run up to Christmas
Spoiled for choice
In an increasingly aggressive market, distributors have to stand out to win custom. Sam Trendall investigates what motivates the choice of partners for VARs
UK sets the pace in fine Q3 for Ingram
Broadliner enjoys healthy top- and bottom-line boost as it targets more value-add business
Wick Hill invests in growth in successful FY10
Sales and profit increase by almost a fifth during impressive year for security and comms VAD
Moving targets in loyalty marketing
The channel has changed—and will keep doing so-- so how can vendors create partner programmes that help profits and sales on both sides?
Outstanding in the field
Huddersfield FC to benefit from deal with CBC Computers
Hungry Azlan pursues value-add success
Distributor eyes up services move after sealing Avaya deal in the UK
Channel Awards entries close TODAY
Please have your entry in by 5pm today
Think green, think data
Gary Price critiques the transition of the green IT agenda into procurement
VADs lose ground in UK distribution race
ChannelWeb research shows the big got bigger during the recession, while the chasing pack of specialists endured sales and profit declines
Software development should focus on quality
Martin Rice believes people are measuring the wrong metric in software projects
Readers' lives: Darting all around
Once Neil Hillier he was flown first class to Hong Kong for a five-minute fix
Bell chimes with D-Link's business push
Networking vendor adds distribution muscle with appointment of storage-focused broadliner
Steljes revamps delivery charges
Delivery charges cut by distributor in ongoing war on shrinking hardware margins
Falconstor VARs given virtualisation incentive
Vendor to knock £350 off product price for VARs using VMware offering in virtualisation projects
VADition ambition fuels Riverbed addition
Distributor keen to grow UK partner base for new vendor partner
Fabric Technologies aims for the sky with Tower 42
VAR clinches IT support contract at City of London's tallest building
Arrow ECS points partners to customer care line
Distributor launches phone line offering IT support for customers' datacentre problems
