Stories by Lynda Radosevich and Ed Scannell

  • IT eyes reseller channel changes

    Major economic shifts in PC distribution channels have led to a rapid erosion of the PC reseller market. In light of these changes, corporate buyers who still work with resellers should re-examine those relationships. "If I were an IT manager today, I would very carefully review any reseller agreements I had in place. I would do competitive pricing and put them out for an RFP [Request For Price] bid, and I would do it every six months as the market shakes out," said Julie Giera, an analyst at Giga Information Group in Massachusetts.