Security Executive Commentary
Industrial Cyber Attacks Provide New Opportunities For Security VARs
4/18/2011The U.S. Center for Cyber Security says the state of cyber security in the United States has made the nation vulnerable to attacks on its entire infrastructure, from the desktop to the Internet to the national power grid. By Allison Ash, Guidance Software
The 3 Secrets Of A Successful Product Launch
The laundry list of items that can be discussed (branding, financing, competition, pricing, etc.) when determining how to bring a product to market are almost endless. That said, there are three things that really drive a successful product launch: opportunity, timing, and execution. By Mike Myatt, N2Growth
Selling Right The First Time
10/6/2010In an effort to meet the technology needs of clients across a wide spectrum of industries, many VARs juggle an exploding portfolio of products and services in an attempt to address pain points in a variety of situations across network infrastructure.
Selling Data Protection as a Service
5/3/2010By Nancy Hurley, Bocada President and CEO
Organizations that view data protection as an IT service, offered to either internal or external customers, require a standard set of operational processes in order ensure successful service delivery and drive down operational costs. The Data Protection Service Management Model (DPSM) is an ITSM-like actionable methodology targeted at enhancing the delivery of data protection services. By Nancy Hurley, Bocada President and CEO
The Forecast Is Cloudy: Making SaaS Solutions Work For VARs
3/10/2010By Jerry Jalaba, VP of channel sales, Webroot
Cloud computing, including Software as a Service (SaaS), is here to stay and continues to become a larger piece of the IT budgets of small businesses, as well as global organizations.
Keeping The Pipeline Pumped
3/9/2010By Bertha Edington, VP of marketing, Channel Chargers
It's the end of the quarter and you're slammed trying to close every last deal. Still, the next quarter is looming. You know you should start laying the groundwork for what’s coming, and filling the pipeline back up, but you just don't have a second to spare. What do you do?
Lessons From GE: How VARs Can Improve Sales Force Effectiveness
2/21/2010As the economy improves, IT VARs can’t afford to grow complacent. In order to ensure sustainable growth, they need to improve sales force effectiveness. Though the solutions will look different for each company, VARs can look to one of the world’s largest companies for workable solutions that will help improve sales results across their business. By Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer
Remote Monitoring Opens Up A New World For Video Surveillance
2/3/2010We have entered a new realm in the world of video surveillance. Gone are the days of the security guard tethered to a dedicated desktop monitor, reacting to unfolding events within a closed environment. With today’s advancements in Internet Protocol based network infrastructures, management of video surveillance can be a much more valuable endeavor. By Tim Dodge, TESSCO Technologies
Web 2.0 Security: Why Filtering and Reputation Schemes Are Not Enough
11/23/2009Enter Web 2.0. Unfortunately, as with any good technology, it can be put into the wrong hands and used negatively. Web 2.0’s power is now harnessed by malware writers providing the groundwork for a new generation of hacker collaboration and preferred means of deployment.
SMB Customer Needs Are A Matter Of Scale
11/23/2009By Dave Hunt, founder and CEO of C2C Systems
Technology vendors have come to recognize that there is profit potential in the small to midsized business (SMB) market, but often believe that the SMB customer requires fewer features and less maturity, when what they need is almost the same level of features, just easier to use, with fewer and simpler configuration options.