CRN Channel News


  • CRN Interview: Ken Lamneck, Tech Data
    Four months into his role as Tech Data Americas president, Ken Lamneck this week addressed a gathering of the TechSelect membership in Chicago. Later, in an interview with CRN Editor Heather Clancy, Lamneck discusses the Clearwater, Fla.-based distributor's initiative to define more formal procedures around its sales management processes.
  • Falcon Plays To Win
    To Falcon Northwest, customer service is no game. The Medford, Ore.-based system builder—which specializes in high-performance gaming systems—is seeing significant growth in its core business, its executives believe, because it also provides high-end customer response.
  • B3 Computers: Calling All VARs
    Fred Schlaffer has a simple strategy that he hopes will triple his business over the next 18 months: Recruit more VARs.
  • 50 Leading System Builders
    Welcome to the first annual CRN 50 Leading System Builders list. The list includes North American solution providers, distributors and system builders ranked by average monthly units built in 2003. Qualified system builders produced at least 100 units a month last year and participated in the CRN Leading System Builders Survey or XChange Tech Builder conference in May.
  • Persistence Pays Off
    David Zhan, president of Future Technologies International, credits his company’s remarkable 66 percent growth in unit sales last year to two things: patience and the Internet.
  • Getting Embedded With PCs
    Kontron America might not be the biggest custom-system builder on the block, but then it needs to be measured by a different yardstick.
  • Playing With The Big Boys
    When Jalil “Jay” Mahini moved to the United States from India in 1984, he began his career running a small branch of motherboard manufacturer Micro-Star International, where he took note that customers were constantly asking for tweaks to their OSes, their hardware or the peripherals of the systems he was building for them.
  • Staying Channel-Focused
    Source Micro, a three-year-old Randolph, N.J.-based system builder, is riding the crest of the white-box wave with 178 percent growth in the number of systems it built last year.
  • Spotlight On Fast Growth
    In this Custom-System Solutions special report, we turn the spotlight on 10 fast-growth system builders.
  • Saddle Up for Motherboards
    Patrick McNicholas thinks big. So trying to tell him last year was a bad time to expand his system business wouldn’t have done much good. Moreover, he wasn’t seeing any downturn in southern Florida.
  • Some solution providers see more strength in enterprise vs. SMB


    CRN Research: Spending Priority Level At New High
    IT executives at large companies say technology spending is at its highest priority level in at least two years, with security topping their spending lists and showing staying power.
  • Channel To HP: Overhaul eHIP
    Growing frustration with Hewlett-Packard's enhanced Integrated Partner (eHiP) program is causing some enterprise solution providers to clamor for a full retooling of the vendor's enterprise distribution strategy.
  • Distributing Service
    How often should a company president call on a customer? If you are David Bollig, president and CEO of Northern Computer Technologies, the answer is every time they have a problem or complaint.
  • NCS Keeps Steady Hand On Growth
    NCS Technologies, a Manassas, Va.-based custom- system builder, has seen strong, steady growth in the 20 percent range over the past several years, which it says is a testament to its strategy of keeping existing customers happy while cautiously adding new ones.
  • Tech Data vows to help members build visibility with potential customers


    New TechSelect Tools
    TechSelect members can expect a heightened focus in coming months on tools that help them better manage their sales and marketing activities.