CRN Channel News

  • CEO, Sun Microsystems: Scott McNealy
    If Sun CEO Scott McNealy pulls off the comeback he expects to, he'll unquestionably complete the biggest turnaround in IT since Steve Jobs rallied Apple. That's both a testament to how hard McNealy is pushing and, alas, how far his company has fallen.
  • Trio of Marketing Tips
    1. Get Face-to-Face: Seminars and local events can be extremely productive and often cost less than other means of advertising. Acuity Solutions partner Dave Gilden says a direct-mail campaign for his company could cost $30,000, while a luncheon seminar usually costs about one-tenth of that amount.
  • How to market your business without breaking your budget

    Seminar Savvy
    You don't need that many people to throw a good party--at least according to Dave Gilden.
  • CEO, Novell: Jack Messman
    In 2003, Novell CEO Jack Messman increased shareholder value by a whopping 185 percent. Instead of widespread acclaim, however, he and the rest of the Novell management team are still fighting the notion that their company is no longer relevant. Below, he makes his case why Novell matters. For more with Messman, go online to
  • Chairman and CEO, Gateway Computers: Ted Waitt
    Like Steve Jobs at Apple, Gateway chairman and CEO Ted Waitt returned to a company that he thought he had left in good hands to save. (The same is true of Jack Messman of Novell, also profiled in this feature.)
  • Just where is all that money going?

    The Mystery Of E-Gov Spending
    Someone please explain to me why E-Government spending on the federal level seems to be such a contentious, miserly subject when in a matter of a few years agencies can conjure up more than $1 billion in annual spending for enterprise architecture without so much as a peep out of anyone?
  • Security: Spending To Soar In ‘04
    Think President George W. Bush is spending a lot with his $31 billion commitment to secure our nation in fiscal 2004? Then take a look at the arm and a leg that businesses are spending to protect their companies.
  • Gartner survey shows increasing revenue as main reason to partner

    Selling IT Services Via Fellow IT Solution Providers Makes Sense
    IT vendors and solution providers continually struggle with optimally capturing addressable market opportunity. In addition, because a direct-sales strategy is often not viable for the vast small and midsize business (SMB) market, partnerships with other providers need to be leveraged for market reach. Recent Gartner research indicates that IT services companies are starting to succumb to the lure of selling their services to, through, with and for other IT services firms. Several catalysts are contributing to this activity:
  • Washington Technical hopes to avoid the fate of the dodo

    A Prototype New-Age Partner?
    After working for all the wrong companies--the ones that rose to prominence in the 1980s only to crash and burn in the 1990s--VARs Michael Yates and Jonathan Shannon-Garvey think they might have finally found the right business model that could carry them through the next five years and beyond. Is it the new prototypical model for a successful VAR business going forward? Maybe. Read on and decide for yourself.
  • PC Connection loses GSA deal after government audit; plans to get contract back

    Capitol Cancellation
    The federal government market can be a harsh mistress. While big money contracts from Capitol Hill can be alluring, the federal-government business involves a maze of red tape, strict regulations and murky mandates that if not navigated properly can leave a solution provider out in the cold.
  • Cisco VAR CCSI extends wireless to students and faculty

    Wi-Fi At St. John’s: Big Tech On Campus
    Walk around St. John's University in New York and you'll likely see students stretched out on benches and lawns with laptop computers accessing the Internet. While such a sight might not look unusual in any Starbucks or Borders bookstore, the scene at St. John's was unimaginable until the current school year. And moving forward, students surfing the Web anywhere on campus will be as commonplace as teen-agers talking on cell phones in the mall.
  • Wireless Messaging Vendor Launches Channel Program
    Good Technology on Monday launched a new partner program aimed at recruiting partners to help sell its open-standards wireless messaging and data software and service and compete against Research In Motion.
  • Briefs Hindsight And Foresight: January 19, 2004
    SEC GIVES CA NOTICE, LI RESIGNS FROM ICANSP SUBSIDIARYThe U.S. Securities and Exchange Commission last week issued Computer Associates International a "Wells notice," a procedural letter that informed the company of potential legal action related to questionable accounting practices during fiscal year 2000. Also last week, Nanci Li, wife of founder Charles Wang and CEO of CA's highly touted iCanSP managed services subsidiary, resigned unexpectedly.
  • Linux On Desktop Gains Mind Share
    Sun Microsystems and other Linux backers are basking in the glory of several big wins for desktop Linux in the public sector, but whether that momentum will translate into corporate adoption,and defections from Microsoft,remains to be seen.
  • U.S. Says Part Of Microsoft Antitrust Deal Falling Short
    One of the most important provisions of the antitrust settlement negotiated with Microsoft is falling short of the federal government's hopes that it would energize rivals of the world's largest software maker, the Justice Department acknowledged.