The VAR Guy is the home for tools and insights needed to run a successful information and telecommunications technology (ICT) consultancy. From applications to infrastructure, security to mobility, The VAR Guy keeps you informed, educated and inspired. Whether you’re looking for thought leadership, peer engagement or impactful research, The VAR Guy has you covered.
In a Q&A with Channel Futures, Jason Stein, Kaspersky Lab's vice president of channel for North America, talks about moving beyond the controversy that began last fall, and trying to get partners to move from selling products to offering solutions.
Arlin Sorensen has been in the channel since before it was the channel. Here he talks the changing role of distribution, the upended buyer's journey and how there's still plenty of room for those with a pioneering spirit.
Not long ago, VARs could depend on data center sales to drive revenue, and agents had a comfy niche in networking. But in today's channel, those opportunities are rapidly shrinking, leading to some interesting partnerships between IT and telco.