Articles about Direct Sales

EMC customer? You can only buy from third-party sales bods now

EMC says it will remove the tools that allowed its direct sales reps to quote kit prices to customers this quarter. The process is running slightly behind schedule due to some teething issues, but should be in place soon, it said. The internal reps used the Direct Express (DXP) to fire off quotes to customers while partners …
Paul Kunert, 15 Aug 2014

Big customers need a personal servicing, says Big Blue grand fromage

Interview IBM has handed the bulk of its largest corporate hardware customers to channel partners – some 200 accounts – but it is retaining 23 clients who will still get the touchy-feely treatment from its direct sales reps – who comprise half of the unit's sales. So the crown jewels remain firmly nestled in the bosom of Big Blue, so to …
Paul Kunert, 7 Nov 2013
HP CEO Meg Whitman at Discover 2012

Whitman vows to end channel conflict at HP

Direct-sales staffers who continue to pilfer deals from under the nose of channel partners do not have a long-term future at the company, top brass at HP claim. A Rules of Engagement template has been devised by the vendor, designed to give confidence to partners that their investment in certifications to specialize in …
Paul Kunert, 20 Feb 2013
adobe

Adobe moving its users into the Cloud: Wants middlemen to help

Adobe says its direct sales force will be competing with resellers when its Creative Cloud (CC) suite reaches enterprise punters. The software maker has reported sales for Q3 ended 31 August of $1.08bn, down from $1.13bn a year ago with 52 per cent of revenues coming from the US, 27 per cent in Europe and 21 per cent in Asia …
Paul Kunert, 20 Sep 2012
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Red Hat revenues pumped by partners

Red Hat is ramping up to be the first billion-dollar open source baby, and more than anything else, the commercial Linux operating system and middleware distributor has its channel partners to thank for the growth. Speaking at the Red Hat Summit today in Boston, Alex Pinchev, president of global sales and field marketing, didn …

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