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CONTENTS 1 August REGULARS INTERVIEWS 4 Editorial 60 Products 62 Apps 64 Community COLUMNS 36 Gartner Column Gartner’s Mark Paine speaks about the pros of joint business planning for channel partners and how business planning with strategic vendors result in closer alignments. 6 Insight Enterprise Irrespective of size or stature, even the global players in the game can’t go it alone. ARN Editor, James Henderson, uncovers why Insight Enterprises are prioritising partnering. 10 In collaboration we trust Insentra’s Ronnie Altit speaks to ARN about why teaming up in the tech space revolves around the notion of trust and how resellers that remain grounded by a deep distrust of coopetition will not survive. 10 22 28 44 38 Channel Coaching – Marketing tips for partners How can partners enable growth through new strategies and approaches? ARN’s HOLLY MORGAN speaks to Radial Consulting’s Vanessa Curtis to find out how. 40 Partner round-up – NT The Northern Territory might be associated with slow, remote developments but channel partners see customer demand in the region. They also speak of challenges they face in terms of staffing, while trying to diversify service offerings. 42 The secret reseller This new column is the voice of the channel. Partners anonymously voice their views about the channel and lift the lid on the real world of the channel. 52 The Hot List Each month this column looks at partners on the upward move - these are the companies to watch. 54 Thought leadership Mark Jones elaborates on what Management By Sitting Around is and how c-level management can use it to their advantage. ANALYSIS 26 Collaboration is the new One Stop Shop Tech Research Asia’s Mark Iles delves into how important collaboration is for the tech industry, especially with shifting attitudes and behaviours part due to the rapid emergence of a new breed of Cloud vendors and partners. 32 Inside IBM’s Cloud mantra After 17 straight quarter of losses, IBM is on the move towards a positive turnaround. ARN’s JAMES HENDERSON assesses how providing cognitive, Cloud, and choice could enable a yield of positive results. 22 Creating a collaborative channel Microsoft’s Phil Goldie examines the dynamic of a changing channel in Australia and how partner-to-partner collaboration should be adopted in times of change, encouraged by leading global visionaries. 28 Maintaining a local touch: Think global, act local Exclusive Networks’ Dominic Whitehand speaks to ARN about how the distributor has maintained its local touch two years on since being acquired by a billion-dollar French distributor. FEATURES 14 Is the channel better together? One might think that there’s no denying that there is a need for partners to collaborate to increase productivity. ARN tests this theory with resellers, assessing the pros and cons of channel collaboration in Australia. 44 Shaking up storage – How can partners play a winning hand? Whether it be the rise of upcoming industry players, increased vendor consolidation or new technology advancements, the traditional storage market is shaking to its foundations. 56 Finding the true value in flash As the market for flash storage evolves, a new direction of travel for storage is created for the coming years. ARN’s HAFIZAH OSMAN examines the latest flash storage solutions and market trends, along with the growing partner opportunities in this space arnnet.com.au | <strong>AUGUST</strong> 2016 |
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Page 17 and 18: SPONSORED CONTENT Grandeur born und
Page 19 and 20: CHANNEL COLLABORATION 15 Darren Ash
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Page 24: 20 CHANNEL COLLABORATION “If one
Page 27 and 28: MICROSOFT/INTERVIEW 23 Photos by Ma
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Page 36 and 37: 32 ANALYSIS/IBM Mantra INSIDE IBM
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62 APPS Aussie startup puts busines
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