CRN Channel News


  • A look at who is and who isn’t compensated on your behalf


    The Money Crunch
    Could any IT manufacturer have a tougher path to follow than Symbol Technologies, the beleaguered Holtsville, N.Y.-based maker of bar-code scanners and wireless communication devices? In the past two years, its former vice president of sales has been convicted of fraud, its CEO has resigned after being associated with a fiscal imbroglio, and its financial statements have been targeted for review by the Securities and Exchange Commission. Not exactly what you'd want from a hardware partner, right? Maybe, maybe not.
  • 10 Program Initiatives That VARs Say They Love


    Best In Class
    Recognition/Reward: SamsungBecause margins are always under pressure, you have to love it when a vendor offers some relief. "Samsung is the only manufacturer that offers lucrative rewards programs that allow companies like ours to be profitable selling their products," says Lee Vaccaro, founder and chief executive of integrator BCD2000.
  • Three of the biggest channel honchos tell us like it is


    Wired For Power
    The best way to understand where partnering is heading this year is to hear about it directly from the source. Make that "sources." For this year's annual Partner Programs Guide, we invited three of the biggest channel honchos--IBM's Mike Borman, CA's George Kafkarkou and Sun's Gary Grimes--for a roundtable in January at New York City's famed 21 Club. We held the sit-down luncheon in the restaurant's wine cellar, where the trio of channel vets had a lot of good things to say about each other, all doused with respect and humor. You could literally see the chemistry come alive.
  • Vendors’ tough rules lead to untapped funds


    The MDF Dilemma
    Imagine buying a lottery ticket and never checking to see whether you got the numbers right. Well, that's not far off from what VARs are doing where market development funds (MDFs) are concerned--paying partner program dues but not reaping the benefits.
  • When to add--or ditch a vendor partnership


    Rethinking Relationships
    John F. Kennedy once said that change is the law of life. That certainly seems true for the channel community, where vendors are frequently revamping their partner networks. Many, of course, create tiered, performance-based architectures that elevate higher-producing partners, while weeding out--if not eventually eliminating--underachievers. The generally accepted result is that the best partners get rewarded with the most perks, be they volume discounts or sales leads.
  • VARBusiness’ annual guide to influential alliances


    High-Powered Programs
    Former secretary of state Henry Kissinger is credited for saying, "Power is the ultimate aphrodisiac." Perhaps, but real strength lies in numbers. This special edition of VARBusiness, our annual Partner Programs Guide, celebrates the power that comes from having strong alliances. In all, we showcase the best in vendor partner programs from 85 different product manufacturers, ISVs and service companies.
  • Fly the Friendly Cyber Skies
    Lately it seems that I have been spending a lot of time on airline Web sites. Whatever the reason, I have begun to see a big difference between some of the carriers: those that make it easy to book with them, and those that make it harder. This isn't really news, but the whole series of experiences has driven home to me what Web usability is all about.
  • Lead Generation: Whose Job Is It Anyway?
    One of the more controversial components of Computer Associates International's aggressive channel program overhaul last year was its new lead-generation system, which appears on target to deliver more than $750 million in prequalified opportunities by its first anniversary this summer.
  • Intel Hooks Up With Sprint
    Intel announced a new partnership on Monday as it tries to sell its premier resellers and solution providers on its broader partnering strategy.
  • ISPs Sue Hundreds For Spam
    Some of the nation's largest Internet service providers, in an unusual joint effort, said Wednesday they filed six lawsuits against hundreds of people who were accused of sending millions of unwanted e-mails in violation of the new U.S. law against spam.
  • Oracle, DOJ Seek June 21 Trial
    Oracle and the Department of Justice are seeking a June 21 trial date to resolve an antitrust lawsuit blocking the business software maker's $9.4 billion hostile bid for rival PeopleSoft.
  • Intel To Ship Barebones Server
    Intel is readying a barebones server product for its system-builder channel that will bundle a chassis with several standard components.

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