The 2016 summer of our discontent
This summer has seen the continuation of the rapidly evolving new business environment, and the inevitable ongoing…
Juniper reimagines its channel program
Juniper Networks has re -worked the top channel partner level of its program in new categories to…
Tech Data opens up an IoT practice
TORONTO – When you look at the scope of the Internet of Things or the Internet of…
Cisco aims for 100 per cent security
LAS VEGAS – On Day 2 of Cisco Live, the vendor focused on the issue of security,…
What happened to the Mitel/Polycom deal?
TORONTO – There is a point of no return on most transactions but in the case of…
Third step to entering a new sales territory: Set Realistic Timetables
In this series about entering new sales territory, so far we’ve talked about the importance of choosing…
Nutanix outlines its 40 from 4,000 channel approach
LAS VEGAS – Since its inception a decade ago Nutanix has positioned themselves as an unconventional vendor…
Avaya introduces digital communications experience solution
Avaya is making customer experience a top priority with the release of Oceana, a multi-touch customer engagement…
Cisco expands role of security unit lead and shuffles three other executives
Cisco Systems CEO Chuck Robbins has announced leadership changes at the company, which will expand the role…
It’s not about sales; it’s about relationships
In the spring of 1998, at the age of nineteen, I became licensed to sell life, health,…
Avaya Canada makes a big switch at channel chief
Avaya Canada, who has been struggling with leadership issues recently, just got a big shot in the…
Mitel acquires American communications provider for almost $2 billion
Mitel has agreed to acquire American unified communications (UC) company Polycom for $1.96 billion. The Wall Street…
Avoiding the networking disconnect
I was at a big networking event. More than nine hundred people were in the audience, and…
Cisco channel chief opens up on VIP and the digital transformation
In part two of CDN’s interview with Cisco channel chief Wendy Bahr, the Old Dominion University alum…
One question for Cisco channel chief Wendy Bahr
It’s the eve of the Cisco Partner Summit in San Diego, Calif., and Wendy Bahr is only…