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	IT Reseller - Strategy - UK �Dealers seek more vendors �HP unit merger will cut costs �Winds of change blow after IBM transformation �SCC Exchange division to focus on mid-market �ISC launches programme for security best practice �Gartner direct laptop figures rejected by HP �Solaris 10 offers alternative to upfront licensing model �Matrix acquires distributor �Channel players encouraged to practice what they preach �Charteris seeks to expand reach with Cedalion acquisition �In control of IT �TSG extends services model �EMC buys into low-end market �IBM enhances support for independent software suppliers �Shift in focus to add Clarity �The gift of CRM �Systems Union to fill gap �Are you being served? �Your shout �Talent spotting strategy �EMC adds ILM to certification programme �IBM and HP strikes deal with Novell on SuSE Linux �IBM encourages partners to sell hosted services �Teething Problems �Sage resellers fear domination of Wylie empire �Data dealings �Westcon reshuffles core units �InfoSec planners wonder who cares �Gateway launches services through resellers �The strength to stand alone �Tandberg launches assault on UK after six-month trial �Victims of Logcom collapse begin legal action �Novell names accounts to end confusion �Novell to reward partners that influence sales �Continental drift from Yorkshire �Services market shrinks as providers fuse �Sun embarks on strategic partner recruitment drive �Resellers voice fears over Novell tactics �Logcom revises ambitions amid concern over acquisition strategy �Can the spam �MicroScope scoops from the year gone by �SME reach �Joint account �How can I improve standard documents? �Fujitsu Softek aims new-look replication strategy at mid-tier dealers �Security sales made easy for Interface Solutions resellers �HP targets top end of market with Konica copier-based MFDs �Vendors fighting to beat image problem �CRM: a valuable gift for Red Letter Days �How can I find a suitable service provider? �Adobe slammed by resellers for poor partner programme �Compel opts for acquisitive and organic growth strategy �Can I add functionality to a static website? �Insight happy with UK progress �Problem solving �Getronics no longer in the red �Pegasus revamp paves way for channel refocus �Document management benefits failing to be seen in low-end arena �What is the surest way to keep bugs at bay? �Grey education continues �Telecoms and network technologies for SMEs: Need IT expertise? Then managing matters �Telecoms and network technologies for SMEs: Convergence - buy yourself a competitive edge �Credit insurance concerns mount as supplier pulls out �The independent �Swivel to use Sphinx distribution to reach resellers �PCWB: channel friend or foe? �Handheld market problems take A2000 out of action �Macromedia insists Web won�t hurt channel �Sage revamps discounts to boost sales �Dell drops more hints about channel �Direct route to resellers could be a gamble �Data vendors add to woes for voice rivals �Power to the PC �Cisco leaves partners with ruffled feathers �The real deal �IBM reassures the channel it will share out services with dealers �A visit to The Surgery �Smart money �Resellers must make choice about Dell �Perebit and Expand slug it out �Adobe looks to enterprise sector to reposition as corporate supplier �A tricky calculation �HP swings axe in services channel purge �Fujitsu Siemens warns dealers HP could damage their health �About turn for Novell will integrate partners �Not just a pipe dream �Planex denies distribution U-turn �Networks for Business Show �Driving the licence �Ideas Factory �Hungry Logcom on the prowl for resellers �History Lesson �Dell makes an offer some dealers can�t refuse �Sun reshuffle could signal a move towards better support of the channel �Building the e-channel �Treasure island �Something special �BMW becomes latest corporate to be won over by Dell's aggressive pricing strategy �Services suppliers dismiss worrying Gartner findings �Dell closes in on HP dominance Back To A-to-Z Index�>> Project Management! The definitive study Download our exclusive research >> Gartner Highlights on ComputerWeekly Subscribe | Mediapack | Terms & Conditions | Privacy Policy | Contact Us | Login�� � 2005 ComputerWeekly.com Ltd. All rights reserved Our publisher also produces websites covering the following topics: Banking Information Travel & Tourism UK Agricultural Services Aerospace Science & Technology Commercial Property HR Information Electronics Farming & Agriculture Global B2B Search Chemical Services & Supplies B2B Search Engine Property Information Hospital & Medical Catering & Hospitality Air Transport Optometry & Optician Construction Event Construction & Contractors Entertainment Search