CRN Channel News


  • Part 3 in VARBusiness’ Outlook 2004 Series


    Influencing Products And Services In 2004
    Eager to leverage revenue opportunities wherever and however possible, the channel is developing a fervent interest in building a specifying/influencing business. It's a smaller cut of the pie than selling, and it goes against a winner-take-all instinct, but, hey, it's a way to get in on the action. Our State of the Market findings reveal that the larger the solution provider, the more apt it is to influence product and service sales: Midsize (68 percent) and large VARs (66 percent) are more likely than small VARs (57 percent) to specify or influence professional services. Midsize firms (59 percent) are also more likely than small firms (47 percent) to specify or influence technical services, according to the research.
  • Part 4 in VARBusiness’ Outlook 2004 Series


    Solid Vendor Partnerships In 2004
    Part of earning a reputation as a key IT influencer is the ability to build and maintain efficient communications with select vendors. You told us through our study that, essentially, you're satisfied with what vendors tell you -- and when. While it is the rare provider that said some vendors contacted them too frequently, only about one-third of respondents were dissatisfied with the infrequency of contact. Not surprisingly, smaller companies are slightly more forgiving of vendors that give them short lead times (less than four weeks) to introduce new products than are midsize and large firms (S/M/L: 30 percent/21 percent/20 percent). Large firms are more likely than small and midsize firms to require more than 12 weeks' lead time (S/M/L: 15 percent/ 20 percent/27 percent).
  • Part 5 in VARBusiness’ Outlook 2004 Series


    2004 Technologies In Demand
    VARBusiness' State of Technology research reveals that the No. 1 profit producer for 2003 will be consulting services (53 percent), up 19 percentage points from 2002. In addition, twenty-three percent of a VAR's 2003 profits, on average, is expected to be derived from custom and/or third party software. Twelve percent will stem from systems, including peripherals and accessories, and the remaining 12 percent will come from networking hardware and storage.
  • Micro Focus CEO Wants Partners To Help Sweat Cobol
    As the CEO of Micro Focus, Tony Hill sees Cobol applications on mainframes as assets that IT organizations can leverage on new, more nimble Windows, Linux and Unix platforms running Web services technologies. Hill says Micro Focus is dedicated to providing tools for that migration -- and earlier this month, Micro Focus launched a variant of its tools that support the Microsoft.Net framework. In an interview with CRN Editor-in-Chief Michael Vizard, Hill said Micro Focus' greatest asset is its ability to help IT organization sweat the maximum value out of existing applications.
  • Hewlett-Packard Executive Clarke Resigns
    Hewlett-Packard Co. said Jeff Clarke, a former Compaq Computer Corp. executive who played a key role in integrating Compaq's business operations into HP after they were acquired by Hewlett-Packard, has resigned from the computer company.
  • Companies publish Java specs to standardize common processes across products


    BEA Systems, IBM Team Up To Improve J2EE App Portability
    IBM and BEA Systems have teamed up to develop new Java specifications aimed at making it easier to port J2EE applications across competing vendors' application servers.
  • Move Over Road Rage: Spam Rage Is On Its Way
    A 44-year-old Silicon Valley programmer has been charged with threatening to maim and even kill employees of a Canadian Internet-advertising agency that he believed had repeatedly sent him spam.
  • Intel Demonstrates Tiny New Computer Chip
    Intel Corp. said Monday it has demonstrated a tiny computer chip built with the next generation of manufacturing technology - called 65-nanometer circuit design - which it expects will be ready for use in 2005.
  • Dell Stops Using Tech Support In India
    After an onslaught of complaints, direct sales computer king Dell has stopped routing corporate customers to a technical support call center in Bangalore, India.

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