Channel Strategies E-Zine - December 2010/ No.4

Customers want to buy solutions, not products. And vendors are pushing their partner programs to offer incentives for solution selling. Yet most of those same programs still pay margins based on product sales. What’s a VAR to do? Learn what's involved in selling a total solution. Also in this issue, read how the rise of cloud computing and virtualization is creating new opportunities for the channel in WAN optimization, and find out what skill sets VARs need to target business people who rely on smart phones or iPads on the road.

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