Tag Archives: VARs

Innovation and the Channel

In 2005, my partner and I started a VMware consultancy. Our business plan was simple: Gain a national reputation for virtualization expertise, and then sell to a big solution provider wanting to acquire a VMware practice. We cashed out just … Continue reading

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Five tips for standing on the shoulders of the channel

Selling through the channel is sometimes tough for manufactures to swallow – especially in situations where they do most of the work yet the partners still make significant margins. But the channel, when effectively managed, can dramatically scale a manufacturer’s … Continue reading

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