CRN Channel News


  • Case In Point
    When Chris Gripp first talked to Spinnaker Solutions, he just wanted to find a way for his salespeople to concentrate on selling. What the president and CEO of Sign Warehouse received was a single console for sales, order entry, technical and customer support and credit card approval. What the Denison, Texas-based manufacturer and seller of sign-making equipment didn’t get is equally important: the need to install accounting software on sales reps’ desktops, or train them on a second application.
  • 3 Questions, Roger Greene, Ipswitch
    CRN Selling Small Business Editor Larry Hooper spoke with Roger Greene, President of Ipswitch, a small-business e-mail and network management software vendor in Lexington, Mass.
  • Tradition, stubbornness and A DESIRE for QUICK results all conspire to make the supply chain between vendors and VARs less efficient, say executives at the CRN Volume Distribution Roundtable. Here's what they plan to do about it.


    Links In The Chain
    Manufacturers and solution providers may say they want each other to succeed, but only distributors actually need both ends of the supply chain to work in order to be profitable. Distributors say they spend a lot of time and money trying to ensure that both parties can be successful. But history, a reluctance to change and the pressure for immediate results sometimes lead vendors and solution providers into thinking they should fend for themselves.
  • Skype Expands Peer-To-Peer Phone Program
    The creators of Skype, the peer-to-peer program that lets computer users make free calls to each other anywhere in the world, are releasing a new version that lets users dial regular phones from a computer.
  • Microsoft Racks Up Strong Q4
    Two days after stunning the financial community with its plans to return an estimated $32 billion in one-time $3 dividends to its shareholders, Microsoft went on to post strong results for both the fourth quarter 2004 as well as end its full fiscal year on a high note.
  • When the VARBusiness 500 Talks...We Listen
    Some of the biggest solution providers in the business are enjoying resurgent sales and increased customer engagements, although profitability remains a persistent challenge, said participants at the VARBusiness 500 Executive Roundtable, an annual gathering in New York of top managers representing companies that charted the VARBusiness 500.
  • The 2004 VARBusiness 500 Awards honor channel standouts


    Meet the Jewels In The VARBusiness 500 Crown
    Fighting back from years of consolidation and tethered ambition, a top flight of solution providers were celebrated for their ingenuity and success at the 2004 VARBusiness 500 Awards at Rockefeller Center's Rainbow Room in New York last month.
  • Lifetime Achievement Award Winner: Ed Coleman
    Few technology executives can claim the kind of experience and pedigree Coleman possesses. He has amassed 30 years in the IT industry, and much of that was spent in the channel.
  • Executive of the Year Award Winner: Rick Kearney
    Executive Rick Kearney, CEO of Mainline Information Systems of Tallahassee, Fla., had a particularly good year. For starters, his company, No. 90 on this year's VARBusiness 500 list, grew by 25 percent to $411.4 million. It was the third year in a row that Kearny drove top-line revenue growth of $100 million or more, lifting Mainline from its 109 position last year.
  • What you should look for, and what vendors want in return


    How To Team With A Vendor
    Like all smart VARs, you know you'll never deliver a championship fiscal year if you don't think like a team player--and that means communicating with your vendor partners so they know what you need from them, and you know what they expect from you.
  • 10 Questions To Ask Your BPM Vendor
    Doculabs examines a new breed of workflow and business process management solutions to enable VARs to help customers improve processes and maximize their intellectual capital like never before. Which ones are right for your customers?
  • SCO Lawsuit Against DaimlerChrysler Is Thrown Out
    A Michigan court Wednesday dismissed most of SCO Group's lawsuit against DaimlerChrysler Corp., which had accused the German automobile maker of breaking terms of its Unix System V licensing contract.
  • Insight, PC Connection Shares Fall
    Shares of PC Connection and Insight Enterprises fell 3 percent Thursday after both solution providers reported second-quarter earnings.
  • ISVs knew where to turn during the downturn--to themselves


    A Lesson In Self Reliance
    Developing and marketing their own brand of software has paved the road to success for a significant slice of companies on this year's VARBusiness 500 list.
  • Tech Lobbyists Applaud Stock Option Vote
    Technology lobbyists Wednesday were cheering a House vote that would block a looming requirement to change the way corporate America accounts for the stock options that many in Silicon Valley credit with being an engine of the high-tech economy.