ShadowRAM: October 7, 2002

• HP'S KEVIN GILROY HAS AN EXCEDRIN-SIZE HEADACHE
• MICROSOFT SERVER GROUPS ARE SAYING NO, NO .NET
• COMDEX ORGANIZER OFFERS FREE ROOMS,WITH A CATCH
• Looking tired, Hewlett-Packard channel chief Kevin Gilroy slowly made his way to the podium at Ingram Micro's VentureTech Network conference carrying an extra-large-size bottle of Excedrin.
• Gilroy shook the bottle, which sounded almost empty. If anybody wants some there are a few left, he said, noting he had taken most of the pills over the past few months to help ward off the headaches brought on by the channel confusion surrounding the HP-Compaq merger.
• Several solution providers expressed sympathy for Gilroy, who has always been one of the channel's biggest boosters. One solution provider said if it weren't for Gilroy, no one at HP would be listening to partners. "It seems like Gilroy is beating his head against a wall," said the solution provider. "I haven't heard from any of my old Compaq reps since the merger."
• While HP and Gateway are losing money on their PC businesses, Dell last week raised expectations for the current third quarter, saying it sees revenue of $9.1 billion, up $200 million from its previous forecast. Dell's first public overture to the channel came in the form of its recently announced white-box program, but it's been a poorly kept secret that Dell for years has used the channel as an entree into accounts both large and small where the customer demands a relationship with a solution provider. We were reminded of that late last month as we strolled through CompuCom's Paulsboro, N.J., warehouse and saw stacks of Dell systems waiting to be configured and shipped to CompuCom customers.

• Look for Microsoft product groups to start downplaying the .Net branding. The various server groups are backing off the whole .Net label, said insiders, although no one expects the company to rename the upcoming Windows.Net server. "I think we're trying to stress that .Net is infrastructure stuff. I don't think you're going to see the various servers with .Net suffixes," said one insider.
• Solution providers agree that there's been a bit of .Net overkill. "There has been an issue with all these Microsoft marketing people jumping in and naming everything an enterprise .Net server," said one.
• Remember how we all use to grouse about how expensive hotel rooms were in Las Vegas during Comdex? Times sure have changed. Comdex organizer Key3-Media Group is offering four free nights at the MGM Grand. But there is a catch. To get the free rooms, you have to buy the Flex Pass, which goes for $2,995 and allows entry into 158 Comdex conference sessions and 12 tutorials. We'd take the free rooms. But as for the Flex Pass, we'd pay $2,995 not to attend 158 Comdex sessions and 12 tutorials.
• Sysix, fresh off its acquisition of San Francisco Bay area solution provider Diamond Micro, appears hungry for more. Word has it that the Westmont, Ill.-based company is looking to expand into the Southeast.
• HP Chairman and CEO Carly Fiorina is quick to educate the channel on HP's need to go direct where it makes economic sense and the customer demands a direct relationship. But some solution providers aren't buying it. After getting a glimpse of the 850 named corporate and global accounts HP intends to target on a direct basis, one solution provider spotted a large East Coast health center with fewer than 100 seats. So much for going after large accounts and leaving the midmarket for the channel.