The VAR Guy » Events http://www.thevarguy.com Channel News, Reseller News and Channel Partner Programs Thu, 09 Feb 2012 14:18:02 +0000 en hourly 1 http://wordpress.org/?v=3.3.1 Copyright © The VAR Guy 2010 joe@ninelivesmediainc.com (The VAR Guy) joe@ninelivesmediainc.com (The VAR Guy) 1440 http://www.thevarguy.com/wp-content/plugins/podpress/images/powered_by_podpress.jpg The VAR Guy http://www.thevarguy.com 144 144 Channel Partner Program News. With Attitude The VAR Guy The VAR Guy joe@ninelivesmediainc.com no no Can HP CEO Meg Whitman Impress Hewlett-Packard Partners? http://www.thevarguy.com/2012/02/09/can-hp-ceo-meg-whitman-impress-hewlett-packard-partners/ http://www.thevarguy.com/2012/02/09/can-hp-ceo-meg-whitman-impress-hewlett-packard-partners/#comments Thu, 09 Feb 2012 05:41:53 +0000 The VAR Guy http://www.thevarguy.com/?p=34757 At the HP Global Partner Conference next week, Hewlett-Packard CEO Meg Whitman will have the opportunity to engage and energize partners. But the event will also serve as a proving ground for Whitman and HP. Indeed, some partners want further assurances that HP is back on track after the company lost its way in 2011. Here's a preview from The VAR Guy. ]]> At the HP Global Partner Conference next week, Hewlett-Packard CEO Meg Whitman will have the opportunity to engage and energize partners. But the event will also serve as a proving ground for Whitman and HP. Indeed, some partners want further assurances that HP is back on track after the company lost its way in 2011. Here’s a preview from The VAR Guy.

Whitman is scheduled to address the HP Global Partner Conference audience in Las Vegas on Wednesday, Feb. 15. Rumor has it The VAR Guy will be in the house for the HP event — one of the Top 100 Channel Partner Conferences of 2012. The VAR Guy will be listening closely for updates on HP’s channel partner strategy. But our resident blogger also wants big-picture updates from Whitman. Among the elephants in the room from 2011 that Whitman must restore partner faith in…

1. HP Leadership: Former HP CEO Leo Apotheker was in place only from November 2010 to September 2011. HP’s board ousted Apotheker after the company’s WebOS strategy imploded and HP’s commitment to the PC market came into question. Apotheker’s tenure was the latest in a long list of CEO hirings and firings in the past decade.

Whitman arrived in September 2011 to restore HP’s credibility with Wall Street, customers and partners. But can she prove to partners that she’s made a long-term commitment to getting HP back on track?

2. HP Hardware: For several weeks in 2011, HP considered spinning off  its PC business (the HP Personal Systems Group). The debate was leaked to the media during former CEO Apotheker’s tenure.

  • On one side of the debate, many partners wanted HP to retain its PC business to offer customers total IT solutions.
  • On the other side of the debate, some investors wanted HP to shed its PC business in order to improve margins and to focus on growth markets.

HP ultimately decided to hold onto its PC business. Now, Whitman must prove that the hardware debate has ended — explaining why PCs remain core to the HP portfolio.

3. HP Software: Hewlett-Packard has never been a software powerhouse. The much-hyped WebOS strategy was supposed to help HP compete with Apple iOS and Google Android. Former CEO Leo Apotheker promised to make WebOS run on all HP devices — tablets, smartphones, PCs, printers, etc. Instead, HP pushed Apotheker out the door and pulled the plug on WebOS hardware. These days, WebOS is shifting to the world of open source but there are no guarantees for success.

After HP’s WebOS debacle, Whitman must prove to partners that HP’s recent buyout of Autonomy — for $10 billion — was worth the price and offers partner opportunities.

4. The Cloud: At the 2011 HP Americas Partner Conference (HP APC), former CEO Apotheker made rambling statements about HP’s cloud strategy — claiming the company was preparing to compete with Apple iTunes, Amazon Web Services and other big cloud services. Apotheker failed to offer any real details … and he didn’t say how channel partners would fit into the HP cloud strategy.

Whitman has an opportunity to right those wrongs. The VAR Guy will listen closely to determine if Whitman delivers the goods.

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]]> http://www.thevarguy.com/2012/02/09/can-hp-ceo-meg-whitman-impress-hewlett-packard-partners/feed/ 0 Today’s Webcast: Build Profitable Cloud Backup Partnerships http://www.thevarguy.com/2012/02/08/todays-webcast-build-profitable-cloud-backup-partnerships/ http://www.thevarguy.com/2012/02/08/todays-webcast-build-profitable-cloud-backup-partnerships/#comments Wed, 08 Feb 2012 06:00:29 +0000 Joe Panettieri http://www.thevarguy.com/?p=34722 There's still time to register for today's Channel Expert Hour Webcast. Our topic: How to build cloud backup partnerships that allow MSPs and VARs to control pricing, margins and service level agreements. Two top IT service providers  — Data Storage Corp. and Bumi (Backup My Info!) — and Asigra will offer their perspectives on cloud backup. We'll cover the questions Data Storage Corp. and Bumi asked while investigating potential cloud storage partnerships.]]> There’s still time to register for today’s Channel Expert Hour Webcast. Our topic: How to build cloud backup partnerships that allow MSPs and VARs to control pricing, margins and service level agreements. Two top IT service providers  — Data Storage Corp. and Bumi (Backup My Info!) — and Asigra will offer their perspectives on cloud backup. We’ll cover the questions Data Storage Corp. and Bumi asked while investigating potential cloud storage partnerships.

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]]> http://www.thevarguy.com/2012/02/08/todays-webcast-build-profitable-cloud-backup-partnerships/feed/ 0 Juniper Networks Partner Conference: Some Final Thoughts http://www.thevarguy.com/2012/01/20/juniper-networks-partner-conference-some-final-thoughts/ http://www.thevarguy.com/2012/01/20/juniper-networks-partner-conference-some-final-thoughts/#comments Fri, 20 Jan 2012 14:03:54 +0000 Matthew Weinberger http://www.thevarguy.com/?p=33950 Juniper Networks Global Partner Conference, and while I was laid low for a day thanks to an unfortunately timed bug, I wanted to share some slightly belated final thoughts drawn from my time on the conference floor, conversations I had with Juniper executives, and just some stray observations. ]]> I’m back in my secret lair here in San Francisco after my trip to Las Vegas for the Juniper Networks Global Partner Conference, and while I was laid low for a day thanks to an unfortunately timed bug, I wanted to share some slightly belated final thoughts drawn from my time on the conference floor, conversations I had with Juniper executives, and just some stray observations.

In no particular order:

  • The conference had more than 1,050 partners in attendance, with 1,300 more tuning in for the live webcast. And befitting this event’s status as Juniper’s first-ever global partner conference, VP of Worldwide Partner Marketing Luanne Tierney estimated that 400 of the flesh-and-blood attendees were from the European sales region, with a hundred or so from APAC.
  • Former Microsoft Server and Tools Business head Bob Muglia made his Juniper partner conference debut, hyping the software side of his new employer’s business — especially mobile device security solution Junos Pulse.
  • My final experience at the conference was listening to a panel of Juniper customers as they explained where their hosts fit into their business plans. Most of it was as you’d expect — they all see meeting mobile security challenges as a major trend in 2012, and Juniper’s Junos OS provides the network foundation needed to meet them. But intriguingly, despite plenty of discussion on the subject last year, none of the panelists said that managed services were a major part of their business.
  • But on that same note, something I did hear repeated was the concept that Juniper partners are attempting to sell “solutions, not boxes.” As the margin on hardware gets harder to find, VARs and service providers are trying to find ways to boost that value for customers.
  • Finally, Juniper VP Steve Pataky said as part of the much-touted rebranding of the partner program into Juniper Partner Advantage, the Juniper Champion program will be opening up to every single engineer in its channel. Previously, he said, it was an opportunity usually reserved for the largest SI partners, but now Juniper wants to make sure that expertise is rewarded no matter where it’s found.

And that, as they say, is that. Something I have to say: while I was happy to come to Las Vegas instead of Phoenix for this year’s Juniper partner event, the message really seems to have been a repeat from 2011. It’s not that surprising, given that last year was the first time that an essentially brand-new channel management team took the stage.

But last year it was mobility, cloud and the importance of marketing. This time around, it was more of the same, but bigger and with more solid plans instead of promises. Well, that’s progress for you.

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]]> http://www.thevarguy.com/2012/01/20/juniper-networks-partner-conference-some-final-thoughts/feed/ 0 Juniper Rebrands Channel Program Juniper Partner Advantage http://www.thevarguy.com/2012/01/18/juniper-rebrands-channel-program-juniper-partner-advantage/ http://www.thevarguy.com/2012/01/18/juniper-rebrands-channel-program-juniper-partner-advantage/#comments Wed, 18 Jan 2012 14:11:17 +0000 Matthew Weinberger http://www.thevarguy.com/?p=33817 Juniper Networks Global Partner Conference here at the Mandalay Bay hotel and casino in Las Vegas, where the networking company is laying out its channel strategies for the next year. The biggest announcement: the rebranding of the company's partner play to the Juniper Partner Advantage program, a so-called "pivoting" of its channel strategy aimed at helping VARs stay relevant in a changing market. ]]> I’m at the first-ever Juniper Networks Global Partner Conference here at the Mandalay Bay hotel and casino in Las Vegas, where the networking company is laying out its channel strategies for the next year. The biggest announcement: the rebranding of the company’s partner play to the Juniper Partner Advantage program, a so-called “pivoting” of its channel strategy aimed at helping VARs stay relevant in a changing market.

Juniper’s Partner Advantage program has three pillars:

  • Reach – Juniper’s channel team will be helping partners master the skills required for the so-called “new network” — the company’s name for the new market created by enhanced mobility, the cloud and other modern IT trends. That includes sales and technical education through Juniper’s Learning Academy portal, new accreditations and hands-on training.
  • Accelerate – Juniper plans on enhancing its ability to generate leads for partners, generate marketing collateral and communicate with its VAR base. And as a nice side-benefit to that, the second quarter of this year will see the launch of the Partner Enablement App for the iPad.
  • Reward - Probably the biggest new feature of this part of Partner Advantage is the introduction of deal registration. But it also includes a revamped reward schedule for partners, new catalogs, back-end rebates and more.

I spoke to Juniper VP of Worldwide Channel Development and Programs Steve Pataky here at the conference, who noted this complete rebranding has been in the works for months. Between the rise of the cloud, the boost in mobility and BYOD and so on, partners really need to develop their skills and their sales pitch if they’re going to stay relevant. Juniper wants to be the company that helps them get there, he said.

“The market trends are real — customers have to figure this out,” Pataky said.

Interestingly, Pataky noted these changes don’t signify a major channel recruitment drive. One statistic mentioned a lot at the conference is Juniper’s partner program has “only” grown 10 percent since last year — but business has accelerated out of that proportion. Of course, no one mentioned Juniper’s profit warning, and I didn’t get a chance to chat with anyone who could discuss it authoritatively.

Pataky said that statistic backs up the notion that Partner Advantage is the deepest investment into its channel strategy since the launch of the original Juniper Networks Partner Program. Every aspect of the channel was examined (and changed if it was felt to be lacking). Fewer partners doing more sales across various vertical segments is preferable to a market flooded with Juniper partners fighting each other for deals.

I’m hoping for more perspective on Partner Accelerate before I hop my plane back to California tomorrow, so stay tuned.

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]]> http://www.thevarguy.com/2012/01/18/juniper-rebrands-channel-program-juniper-partner-advantage/feed/ 0 Juniper Message to VARs: Time to Invest in Social Media http://www.thevarguy.com/2012/01/18/juniper-message-to-vars-time-to-invest-in-social-media/ http://www.thevarguy.com/2012/01/18/juniper-message-to-vars-time-to-invest-in-social-media/#comments Wed, 18 Jan 2012 14:05:43 +0000 Matthew Weinberger http://www.thevarguy.com/?p=33833 One of the most intriguing things about this week's Juniper Networks inaugural Global Partner Conference in Las Vegas is that the focus was largely taken off the technology side of things (not to say that it was absent), with much of the discussion given over to the new marketing strategies that the changing IT marketplace requires. And to that end, Juniper took the opportunity of having the undivided attention of more than a thousand partners to announce the Marketing Concierge platform and InnoVAR training tools. ]]> One of the most intriguing things about this week’s Juniper Networks inaugural Global Partner Conference in Las Vegas is that the focus was largely taken off the technology side of things (not to say that it was absent), with much of the discussion given over to the new marketing strategies that the changing IT marketplace requires. And to that end, Juniper took the opportunity of having the undivided attention of more than a thousand partners to announce the Marketing Concierge platform and InnoVAR training tools.

I had the chance to sit down briefly with Juniper VP of Worldwide Partner Marketing Luanne Tierney, who’s just shy of her one-year mark at the company. When last we spoke, Tierney promised she was going to work on strategies to help partners differentiate themselves, and for Juniper to help them do so. These new announcements represent the culmination of that promise.

Tierney said we now live in a “SoMoGlo” world; that is, social media, mobility and global are the key trends driving modern marketing. For partners to succeed in the new marketplace, they need to succeed at all three. That’s where Juniper’s new initiatives come in, she said.

Marketing Concierge is a full-service offering to help partners co-market with Juniper and develop their sales pitch. That includes everything from refining their social media presence — which Tierney singled out as a cheap and effective way for VARs to boost their signal, even if they have to hire an intern to do it for them — to teaching more effective practices for event management. In the official literature, Juniper describes Marketing Concierge as “[providing] partners with customized content and 24×7 access to Juniper’s marketing experts.”

InnoVAR, meanwhile, is a training program that’s largely along those same lines, with partners getting access to quarterly skills sessions spearheaded by the Juniper Networks partner pros plus the attendant educational materials. And speaking of materials, a Juniper partner iPad app comes with a bevy of marketing presentations and fact sheets VARs can carry with them anywhere.

“We put fantastic things in place for our partners,” she said.

But in short, the market is changing, and the last thing Juniper wants to see are partners left behind. The market’s changing every day, Tierney said, and the savvy partner is the one who learns to master that SoMoGlo world.

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]]> http://www.thevarguy.com/2012/01/18/juniper-message-to-vars-time-to-invest-in-social-media/feed/ 0 Top 100 Channel Partner Conferences Q4 2012 http://www.thevarguy.com/2011/12/30/top-100-channel-partner-conferences-q4-2012/ http://www.thevarguy.com/2011/12/30/top-100-channel-partner-conferences-q4-2012/#comments Fri, 30 Dec 2011 14:44:28 +0000 The VAR Guy http://www.thevarguy.com/?p=33145 The VAR Guy is nearly ready to unplug for the extended New Year holiday weekend. But before our resident blogger disappears for a little rest and relaxation, here's a look at the top channel partner conferences for Q4 2012. ]]> The VAR Guy is nearly ready to unplug for the extended New Year holiday weekend. But before our resident blogger disappears for a little rest and relaxation, here’s a look at the top channel partner conferences for Q4 2012.

To see the entire lineup check out this simple bullet list, covering our Top 100 Channel Partner Conferences — 2012 edition, on a single page. Now, here’s the Q3 2012 list:

Top 100 Channel Partner Conferences of 2012, Q4

  • Oct. 3-6: Synnex National Conference, Greenville, S.C.
  • Oct. 3-7: Interop New York
  • Oct 17-18: ASCII  Success Summits, Location TBD
  • Nov. 6-8: HTG All, Orlando, Fla.
  • Nov. 6-9: Tech Data TechSelect Partner Conference, San Juan, P.R.
  • Nov. 8-10: IT Nation, hosted by ConnectWise, Orlando — typically includes multiple channel vendor events. Golf on Nov. 11.
  • Nov. 12-15: Synnex Varnex Fall, Location TBD, West Coast
  • Dec. 3-5: Tech Data Digital Signage Partner Summit, Clearwater, Fla.

That’s all for now. The VAR Guy looks forward to seeing you at many of the best channel partner conferences for VARs and MSPs in 2012.

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]]> http://www.thevarguy.com/2011/12/30/top-100-channel-partner-conferences-q4-2012/feed/ 0 Top 100 Channel Partner Conferences Q3 2012 http://www.thevarguy.com/2011/12/29/top-100-channel-partner-conferences-q3-2012/ http://www.thevarguy.com/2011/12/29/top-100-channel-partner-conferences-q3-2012/#comments Thu, 29 Dec 2011 13:00:06 +0000 The VAR Guy http://www.thevarguy.com/?p=33066 For a change The VAR Guy is not procrastinating. Our resident blogger is planning his 2012 travel schedule to a range of VAR and MSP conferences. continues to plan his travel schedule for 2012. Want to potentially meet on the road? Here's a look at the top channel partner conferences for Q1 and Q2 2012. And below, you'll find a list of the top Q3 2012 channel partner conferences. ]]> For a change The VAR Guy is not procrastinating. Our resident blogger is planning his 2012 travel schedule to a range of VAR and MSP conferences. continues to plan his travel schedule for 2012. Want to potentially meet on the road? Here’s a look at the top channel partner conferences for Q1 and Q2 2012. And below, you’ll find a list of the top Q3 2012 channel partner conferences.

To see the entire lineup check out this simple bullet list, covering our Top 100 Channel Partner Conferences — 2012 edition, on a single page. Now, here’s the Q3 2012 list:

Top 100 Channel Partner Conferences of 2012, Q3

  • July 8-12: Microsoft Worldwide Partner Conference, Toronto
  • July 16-18: HostingCon, Boston, Mass.
  • July 20-21: Schnizzfest, Philadelphia, Pa. — hosted by TruMethods, the MSP-centric coaching organization.
  • July 30-Aug. 2: CompTIA Breakaway 2012, Las Vegas
  • Aug 19-20: XChange 2012, Dallas
  • Aug. 27-30: VMworld, San Francisco
  • Sept 19-20: ASCII Success Summit, Chicago
  • Sept. 19-21: Tech Data Channel Link, Orlando, Fla.
  • Sept 30-Oct. 4: Oracle OpenWorld, San Francisco — Channel partners should arrive early; Channel Chief Judson Althoff frequently holds court on Sunday.

That’s all for now. Check back tomorrow for The VAR Guy’s Q4 2012 event preview.

 

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]]> http://www.thevarguy.com/2011/12/29/top-100-channel-partner-conferences-q3-2012/feed/ 0 Top 100 Channel Partner Conferences Q2 2012 http://www.thevarguy.com/2011/12/28/top-100-channel-partner-conferences-q2-2012/ http://www.thevarguy.com/2011/12/28/top-100-channel-partner-conferences-q2-2012/#comments Wed, 28 Dec 2011 15:26:04 +0000 The VAR Guy http://www.thevarguy.com/?p=33061 The VAR Guy, continues to plan his travel schedule for 2012. And you can, too. Each day this week The VAR Guy shares his list of the Top 100 Channel Partner Conferences of 2012. Today's blog entry covers Q2 2012. ]]> The VAR Guy, continues to plan his travel schedule for 2012. And you can, too. Each day this week The VAR Guy shares his list of the Top 100 Channel Partner Conferences of 2012. Today’s blog entry covers Q2 2012.

To see the entire list simply check out this in-depth calendar of the Top 100 Channel Partner Conferences of 2012. Or look at this simple bullet list to see all of the Top 100 Channel Partner Conferences, 2012 edition, on a single page. Now, here’s a closer look at the Q2 2012 events that demand your attention…

Top 100 Channel Partner Conferences of 2012, Q2

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]]> http://www.thevarguy.com/2011/12/28/top-100-channel-partner-conferences-q2-2012/feed/ 3 Top 100 Channel Partner Conferences 2012 Q1 http://www.thevarguy.com/2011/12/27/top-100-channel-partner-conferences-of-2012-q1/ http://www.thevarguy.com/2011/12/27/top-100-channel-partner-conferences-of-2012-q1/#comments Tue, 27 Dec 2011 15:34:11 +0000 The VAR Guy http://www.thevarguy.com/?p=33011 The VAR Guy, at last, has finalized his list of the Top 100 Channel Partner Conferences of 2012. You can view the list in multiple formats. Check out the in-depth calendar, which lets you sort by month or by extended description. Or check out a simple bullet list, which lets you see all of the Top 100 Channel Partner Conferences of 2012 on a single page. Now, here's a closer look at the Q1 2012 events that demand your attention... ]]> The VAR Guy, at last, has finalized his list of the Top 100 Channel Partner Conferences of 2012. You can view the list in multiple formats. Check out the in-depth calendar, which lets you sort by month or by extended description. Or check out a simple bullet list, which lets you see all of the Top 100 Channel Partner Conferences of 2012 on a single page. Now, here’s a closer look at the Q1 2012 events that demand your attention…

… they include:

  • Jan. 11: Channel Expert Hour webcast, Your First Mobile Device Management Sales Meeting of 2012
  • Jan. 8-9: Storage Visions, Las Vegas — right down the road from CES…
  • Jan 9-13: International CES, Las Vegas — Not exactly channel, but it is the consumerization of IT
  • Jan. 15-19: Lotusphere 2012, Orlando, Fla. — IBM’s backing keeps this on The VAR Guy’s radar.
  • Jan 15-18: National Retail Federation, New York — worth watching for channel partners going vertical.
  • Jan. 15-18: Konica Minolta Business Solutions USA Inspire Customer Passion, Las Vegas — watch for managed print services updates.
  • Jan 16-18: Juniper Global Partner Conference, Las Vegas — The company’s first global partner conference.
  • Jan. 25: Channel Expert Hour webcast, Help Desk and Remote Monitoring, how to build a powerful combo.
  • Jan 29-31: CA Technologies MSP Forum, Miami, Fla.
  • Feb. 1-3: Digium AsteriskWorld, Miami, Fla — for channel partners focused on open source IP PBX. Part of larger IT Expo event.
  • Feb. 1-3: MSPWorld, Miami, Fla. — part of a bigger IT Expo event.
  • Feb. 13-15: HP Global Partner Conference, Las Vegas
  • Feb. 13-16: VMware Partner Exchange, Las Vegas
  • Feb. 14-16: Parallels Summit, Orlando — always a good source for cloud partner information.
  • Feb. 13-16: Cloud Connect, Santa Clara, Calif.
  • Feb. 21-23: Avnet Technology Solutions Partner Summit with Cisco, Phoenix, Ariz.
  • Feb. 20-24: HIMSS, Las Vegas — The place to be for health care service providers
  • Feb. 21-23, Avnet and Cisco Partner Conference, Phoenix, Ariz.
  • Feb 27-March 2: RSA Conference, San Francisco — the big IT security blow-out
  • Feb. 28-29: Cisco Partner Velocity, Las Vegas — always a great event for VARs and MSPs seeking marketing and social media guidance.
  • Feb. 29-March 1, ASCII Success Summit, Orlando, Fla.
  • March 2-3, 2012, MVP Nation 2012, Microsoft Conference Center, Redmond, Wash.
  • March 4-7: IBM Pulse 2012, Las Vegas
  • March 6-9: XChange Solution Provider, Los Angeles
  • March 21-22: ASCII Success Summit, Southern Calif.
  • March 26-29: Channel Partners Conference, Las Vegas

That’s it for Q1. The VAR Guy will be back on December 28 to share Q2 2012 channel partner conferences that demand your attention.

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]]> http://www.thevarguy.com/2011/12/27/top-100-channel-partner-conferences-of-2012-q1/feed/ 2 Dell Selects London as First Stop for 2012 Storage Forums http://www.thevarguy.com/2011/12/22/dell-selects-london-as-first-stop-for-2012-storage-forums/ http://www.thevarguy.com/2011/12/22/dell-selects-london-as-first-stop-for-2012-storage-forums/#comments Thu, 22 Dec 2011 13:46:16 +0000 The VAR Guy http://www.thevarguy.com/?p=32819 the inaugural Dell Storage Forum, which marked the first time that Dell Compellent, EqualLogic and PowerVault partners came together for one event, focused on bringing together all those technologies into a "fluid" data infrastructure. Now, Dell is ready to cross the pond and bring the fluidity to London for its European partners. ]]> Dell is crossing the pond in January to take its storage message to partners in the United Kingdom with the first of its 2012 Dell Storage Forums. You may remember in June 2011, The VAR Guy headed to sunny Orlando, Fla., for the inaugural Dell Storage Forum, which marked the first time that Dell Compellent, EqualLogic and PowerVault partners came together for one event, focused on bringing together all those technologies into a “fluid” data infrastructure. Now, Dell is ready to cross the pond and bring the fluidity to London for its European partners.

Taking place at Grange St. Paul’s Hotel Jan. 9-12, 2012, Dell Storage Forum 2012 will highlight Dell’s strategies around storage solutions that are designed to bring in new technology that is easier to manage, future-proof and scalable-ready. And much like the Dell Storage Forum in Florida, the London event will focus on Dell’s Fluid Data architecture strategy alongside a plethora of breakout sessions that can help partners seek out the latest and greatest storage opportunities. According to Dell, this is a “… unique approach to data storage [and] is highlighted by the theme ‘Fluid by Design,’ which was selected for Dell Storage Forum events throughout 2012.”

Smartly, Dell has used feedback from the initial Dell Storage Forum event to reshape some key areas for the London event, which will include more technical deep-dive sessions along with hands-on and onsite training. Dell also has ensured more time for partners to chat with tech experts and bloggers alike. Hmmm. The VAR Guy likes that. If The VAR Guy ends up stuck in America, Dell has already made plans for a June 2012 Dell Storage Forum in Boston, just a quick trip on the Acela from The VAR Guy’s Big Apple turf.

Our resident blogger sees storage as the universal constant to expand as the virtualization and cloud technologies take off. Dell is smart to maintain its storage momentum and educate partners on how to maximize their potential. The VAR Guy will also be keeping tabs on how storage changes the IT landscape, since we already know Intel is anticipating a drop in revenue amid storage shortages.

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]]> http://www.thevarguy.com/2011/12/22/dell-selects-london-as-first-stop-for-2012-storage-forums/feed/ 0 Microsoft Ending Its CES Keynote Run Following 2012 Event http://www.thevarguy.com/2011/12/22/microsoft-ending-its-ces-keynote-run-following-2012-event/ http://www.thevarguy.com/2011/12/22/microsoft-ending-its-ces-keynote-run-following-2012-event/#comments Thu, 22 Dec 2011 13:33:51 +0000 Dave Courbanou http://www.thevarguy.com/?p=32828 Microsoft is calling it quits at CES. After the January 2012 event, Microsoft announced it no longer will be a major player in the annual consumer electronics show. Why is Microsoft is pulling out, and more importantly, does it matter? Here’s the rundown …

Over on The Official Microsoft Blog, Microsoft’s Frank X. Shaw, the corporate VP of Corporate Communications, has made it known this upcoming CES is the final time Microsoft will showcase new products and future strategies via a big Vegas-style keynote. The reason? It’s the result of Microsoft asking itself the following questions:

  • What’s the right time and place to make announcements?
  • Are we adjusting to the changing dynamics of our customers?
  • Are we doing something because it’s the right thing to do, or because “it’s the way we’ve always done it”?

The answers to those questions have lead Microsoft to believe its presence is no longer as important as it once was. “… We’ll continue to participate in CES as a great place to connect with partners and customers across the PC, phone and entertainment industries, but we won’t have a keynote or booth after this year because our product news milestones generally don’t align with the show’s January timing,” Shaw said.

Bummer, or smart move? Apple pulled something similar when its stopped keynoting MacWorld in 2008. The reality is, the way big companies such as Apple and Microsoft reach out to consumers has changed — elaborate keynote displays or lengthy presentation demos aren’t as important as they once were, especially as social media and Internet-focused campaigns are becoming even more effective as vehicles for targeting users.

This is pure speculation, but Microsoft could be focusing its efforts on more personal, smaller Apple-styled keynote presentations. We saw a little bit of that showmanship during the BUILD conference, and I have a hunch Microsoft felt it was effective. With Windows 8 and Windows 8 tablets positioned to go up against Google, Apple and Amazon offerings, Microsoft could very well be looking to pull out all the stops and start generating buzz because it’s “the right thing to do,” and not “the way they’ve always done it.”

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]]> http://www.thevarguy.com/2011/12/22/microsoft-ending-its-ces-keynote-run-following-2012-event/feed/ 0 Today’s Webcast: Five Steps to Cloud Services Sales http://www.thevarguy.com/2011/12/14/todays-webcast-five-steps-to-cloud-services-sales/ http://www.thevarguy.com/2011/12/14/todays-webcast-five-steps-to-cloud-services-sales/#comments Wed, 14 Dec 2011 06:00:41 +0000 Joe Panettieri http://www.thevarguy.com/?p=32541 Join our next webcast today at 2:00 p.m. eastern. We'll cover five best practices for selling cloud services. Confirmed speakers include Savvis VP Martin Capurro, Mycroft CISO Liz Mann, and CA Technologies Senior Advisor Wendy Petty (CA is the event's sponsor). We'll take your questions throughout the webcast. Register now and pose your questions at 2:00 p.m. eastern today.]]> Join our next webcast today at 2:00 p.m. eastern. We’ll cover five best practices for selling cloud services. Confirmed speakers include Savvis VP Martin Capurro, Mycroft CISO Liz Mann, and CA Technologies Senior Advisor Wendy Petty (CA is the event’s sponsor). We’ll take your questions throughout the webcast. Register now and pose your questions at 2:00 p.m. eastern today.

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]]> http://www.thevarguy.com/2011/12/14/todays-webcast-five-steps-to-cloud-services-sales/feed/ 0