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The IT sales channel is a hub for VARs, MSPs, integrators and distributors operating in the ecosystems of major vendors.
For years, a sales lead was regarded as a valuable resource in the IT industry – regardless of quality, customer buying stage or context. More contacts meant more sales potential, and channel partners hoped that, given enough scale, some of them could be turned into contracts.…
Trust, responsibility, openness – these are words that are used in all cases in technology companies. They appear on onboarding slides, in internal communications, in presentations to vendors and in job advertisements. But if you ask employees whether they actually see them on a daily basis, the answer is…
After 18 years at Hewlett Packard Enterprise, Maciej Kalisiak, former board member and sales manager for Data Services solutions, is joining the ApexIT team. There, he will take up the newly created position of Business Development Manager. This is a strategic reinforcement for…
Broadcom, following its acquisition of VMware, has consistently pursued a strategy to transform the VMware Cloud Foundation (VCF) into a native platform for artificial intelligence. The latest step in this direction is the VMware Tanzu Data Intelligence platform and the new version of Tanzu…
Not so long ago, good functionality and an attractive price were enough to close sales in the IT channel. Today, this no longer works. Customers are better informed, analyse the available options more often, involve more people in the purchasing process and make decisions…
At the beginning of August, Karolina Slowinska took over as CEO of Iron Mountain Poland. This is a strategic change for the company, signalling a shift towards intensifying digital services. Slowińska, who has been with the organisation for 13 years, moves from global structures,…
The global IT market is undergoing a transformation that is shaking its foundations. The model where technology was bought like a product in a one-off investment (CapEx) is being systematically displaced by the Everything as a Service (XaaS) paradigm. From software (SaaS) to infrastructure (IaaS) to hardware(DaaS), almost every…
At first glance, everything is working. The team is delivering sales targets, implementations are completed and calendars are filling up with meetings. But beneath the surface, there is a growing problem that no dashboard shows: the team stops learning. It does not happen…
In IT channels, for years there was a simple rule: the customer is always right and the partner always says yes. Discount? Yes. Short deadline? Yes. An implementation that no one has done before? Also yes – as long as you win the tender and…
The year 2024 has gone down in technology history as an era of bold experimentation, driven by a wave of generative artificial intelligence. Companies around the world immersed themselves in the possibilities of AI, launching countless pilot projects. However, 2025 brings a fundamental shift. Enthusiasm, which…
