Why a role-based sales approach is required for complex IT sales The message coming from technology buyers is clear — …
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 …
“We are a supply chain services provider in the emerging markets” Raj Shankar, Managing Director, Redington Gulf
Shankar heads the largest IT distribution business in the region. At close to Dollar Two billion, Redington Gulf has the …
“The last thing we want to do is create uncertainty for our customers,” Charl Snyman
Charl Snyman, Vice-President and General Manager, HP Personal Systems Group, Europe, Middle East and Africa is responsible for product management, …
“It is better to work with one distributor having a channel network within a country,” Mathis Lai
EMPA distributes the Philips brand of monitors in UAE, Bahrain, Qatar, Kuwait and Saudi Arabia. However Hong Kong based TPV …
“As a services business group our focus is to listen closely to our customers needs,” Xia Chaojie
A discussion with Xia Chaojie, Vice President Middle East, Huawei, on the dynamics and business model of Huawei?s professional services …
“We are trying to have one VAD structure for both hardware and software,” Alfonso Di Ianni
Alfonso Di Ianni, Senior Vice President, Eastern Europe, CIS, Middle East, Africa, Oracle Corporation, manages growth and profitability across 86 …
Computing while commuting
Guy Whitcroft tells us how a light-weight iPad can replace a notebook, making commuting and general meetings more productive Sometime …
What happens to Samsung, LG, HTC after Google’s acquisition of Motorola?
While Google’s acquistion of Motorola Mobility is huge news, it draws the bigger question as to what it means for …
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 …
Top five Android smartphones this DSS
Jacky’s Ashish Panjabi takes a look at Android smartphones Over the last couple of months, we’ve seen a definite uptick …
First salvo is out
Last month we mentioned about the Avatars of 2011. The first salvo has been launched! Anybody who has tried out …