Selling security to C-Suite buyers

LAS VEGAS – Historically security selling strategies were predominantly based on the FUD factor – fear, uncertainty and doubt. Channel partners along with security vendors propagated this FUD strategy, which led to not

Published on: October 28th, 2014 Paolo Del Nibletto

CDN: Selling to the Line of Business

IT budgets controlled by the Line of Business decision marker are rapidly increasing, while traditional IT department spend is flat. This trend means channel partners will need a new approach to take advantage

Published on: October 20th, 2014 CDN Staff

Dell and NetSuite form alliance for mid-market SaaS

Dell and born-in the cloud software vendor NetSuite have forged a strategic alliance that will involve Dell Services acting as a global reseller of NetSuite’s ERP cloud platform. This partnership will see NetSuite

Published on: February 25th, 2014 Paolo Del Nibletto

Latest c-suite opportunity for the IT channel: the CFO

LAS VEGAS – In recent years IBM Corp. has been encouraging its partners look beyond the IT department and develop relationships with line of business leaders such as the chief marketing officer (CMO)

Published on: February 13th, 2014 Jeff Jedras