CRN Channel News


  • Unicenter rebates, tighter distribution ties among anticipated changes


    CA Channel Execs Pledge To Execute
    In the months ahead, Computer Associates International solution providers can expect rebates tied to the Unicenter management software line, more competitive selling tools in the highly contested security and storage software space, and tighter distribution relationships.
  • CA Channel Sales Up 14 Percent
    Computer Associates International reported revenue of $850 million for its fourth quarter ended March 31, a 10 percent increase over revenue of $775 million in the same period a year ago.
  • IBM, Dell Do Best In Q1 U.S. Server Sales
    The server market grew by seven percent in the first quarter of 2004, a research firm said Tuesday, largely fueled by sales of low-cost systems under the $5,000 price point.
  • To Be Channel-Friendly or Not--That is the Question
    A few different versions of this issue's cover wound up crumpled up and tossed in the garbage. The first had BEA president and CEO Alfred Chuang with his back turned. The headline was too tempting, so we discarded it. Another had the headline: "Can You Trust BEA?" We pinned it up on the wall, scratched out the word "Can" and penciled in "Should." Still, that didn't capture the essence of senior writer Carolyn April's hard work. After all, who can you trust these days?
  • Should State CIOs Go Offshore?
    The issue of whether to allow state agencies to use offshore IT providers or even domestic government contractors that are sourcing work overseas doesn't sit well in the public sector. And it is a political issue that crosses not so much party lines as it does state lines. States such as Michigan, for example, which already saw many manufacturing jobs move overseas over the past two decades, are loath to allow offshore IT outsourcing within their borders.
  • After the Pain, the Payoff
    They're in. A slew of earnings reports released mid-April indicate that publicly held VARBusiness 500 integrators have, for the most part, rightsized their way into a more stable 2004. Some of these pure-play solution providers--companies that are not divisions of larger concerns--are making respectable money, while some are still losing it. But on the brighter side, almost every business appears to be doing better than during the same quarter last year, and companies posting
  • Microchips Running A Fowl?
    Scientists have been searching for a silicon replacement for some time now, hoping to find a material that can act as a faster transistor for new microchips. Researchers at the University of Delaware believe they've found it--and it's no rubber chicken gag.
  • SCS Keeps Its Run-Rate Up
    If you ask James Carrick about the economic recovery or improved IT spending, he'll have some bad news. "We haven't seen it yet," he says flatly.
  • BEA’s back to the drawing board on its channel strategy


    Should You Trust BEA?
    BEA Systems needs the channel. Again. This time it says it means it. The software infrastructure company wants VARs at its side, reselling and implementing its products as it seeks to ascend to the next growth pinnacle: $3 billion in sales. Hmm. Haven't we heard this song and dance before?
  • BEA And the Channel: Take 2
    Armed with a revamped partner program, more channel resources and its first North American distributor, BEA Systems says this time around VARs are a cornerstone of the software company's growth strategy.
  • The VARBusiness Interview: Microsoft's Orlando Ayala
    In the world of multibillion-dollar corporate giants, few can match the success that Microsoft has had. In the quarter ended March 31, 2004, the company announced a 17 percent jump in revenue--it leapt to $9.18 billion, or roughly what Oracle does in an entire year, while operating income for the third quarter totaled $1.28 billion. The results, stunning in their own right, include charges for stock-based compensation expenses and legal charges that totaled nearly $3 billion.
  • How to form mutually beneficial relationships with local reps


    Local Loyalty
    For most solution providers, dealing with vendors' channel representatives can play out like a Shakespearean tragedy: episodes of betrayal, mistrust and deceit, along with an ever-changing cast of characters. Just when you've developed a rapport with a few trustworthy local reps who are driving business for you, the revolving door spins and an anonymous lot of salesmen take their places. The drama then plays itself out again, at the expense of valuable business.

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