Deal and value based engagements

What is the difference between a deal or transaction based engagement versus a solution or value based engagement with a …

Leaders and CIOs

Channel partners are used to being part of formal vendor programmes. But CIOs today also face informal career and skill …

New breed of champions

During the Reseller conference in June 2011, two presentations got me thinking. The first was from HP’s Hemayun on vendor-partner …

Fabrics of our life

It is incredible how connected our lives are today. Increasingly sophisticated wireless devices are becoming common every day tools leading …

First salvo is out

Last month we mentioned about the Avatars of 2011. The first salvo has been launched! Anybody who has tried out …

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