CRN Channel News


  • 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.
  • LaserFiche Launches Certification Program
    Solution providers applauded LaserFiche's new certification program and beefed-up channel sales organization, introduced at the company's annual partner conference in Long Beach, Calif., on Friday.
  • D&H: Digital Convergence Sales Rise
    D&H Distributing said crossover sales between its computer and consumer-electronics divisions climbed more than 10 percent over the past four months.
  • Chip maker achieves personal best in channel revenue, units in 4Q


    Intel Channel Hits High
    Intel's channel sales and unit shipments hit an all-time high during the fourth quarter of 2003, and sales of its mobile and server processors went through the roof, showing 45 percent and 82 percent growth, respectively, company executives said.
  • Enterprise Content Management Shakeup: It's Not Over Yet
    EMC's $1.7 billion buyout of Documentum in October may be the most significant event in the continuing shakeout in enterprise content management, but it was by no means the last word. Just last week two other content management players converged into one with Stellent's planned acquisition of Optika. Stellent, with strengths in dynamic and Web content management, will get Optika's transactional talents. Last year also saw IBM Software buy Green Pasture, and Open Text buy Ixos.

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