Stories by: Helen Yeatman

When it comes to running channels, you’d be hard pressed to find a more experienced leader than Peter Dawson, channel sales manager for Panasonic Business Systems Australia. In this interview with Helen Yeatman, Dawson shares some of the secrets behind building a successful channel strategy and managing tenuous vendor-channel relationships

Networking vendor D-Link has been appointed the exclusive supplier of ADSL modems to Optus as part of the telco’s DSL rollout that commenced last month.

Niche server distributor, Digicor, has launched an assault on the Western Australian market, opening a new Perth office.

Dimension Data has expanded its array of security services, announcing the launch of its new firewall management and vulnerability assessment services.

The renowned Hercules brand of graphic cards is about to become extinct following French-based PC outfit Guillemot Corporation’s decision to pull out of the saturated graphics card and LCD monitor markets.

IT consulting and services company, Oakton, has recorded strong results for the half-year ending December 2003, announcing a net profit after tax of $3.26 million, up 12.2 per cent over the same period last year.

Sony is pulling out of the shrinking cathode ray tube (CRT) monitor market and several vendors are expected to follow suit this year.

As of next month, all Mitsubishi Electric products will carry the new Diamond Digital brand name and the peripherals vendor will gradually phase out existing sub-brand names.

Lan 1 has become a distributor of Fortinet’s range of FortiGate antivirus firewalls in an effort to round out its security portfolio.

ASX-listed Western Australian services company, ASG (Amcon Solutions Group), has moved east with the acquisition of Oracle solutions and services provider, Assist, for $4 million.