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Karl Meleuma, Riverbed Technology (Matthew Burbidge)

Time for the channel to reinvent itself

BY Matthew Burbidge
Close and deep relationships between vendors and resellers are becoming more critical as products become more complex and different

Unravelling the DNA of strategic partnerships

Vendor-partner relationships have the potential to shift the innovation dynamic for the channel.

BY Tamsin Oxford
There will be increasing demand for immediate intelligent service and seamless customer exerience. (123RF)

To millennials and beyond

BY Tracy Burrows
The channel can leverage the need for staff to seek shadow IT as a way of driving new business.

Four considerations on shadow IT

Should you embrace or oppose shadow IT in your clients to benefit yourself? Here’s four things to think about before taking the leap.

BY Rodney Weidemann
'They can be reluctant to implement something that’s not part of traditional best practices, international standards and how things worked in the past' (123RF)

Selling to enterprise architects

BY Tracy Burrows