CRN Channel News

  • Pricing Power On The Upswing
    Pricing power, or companies' ability to raise the price of their products, has long been a missing ingredient in corporate efforts to increase profits. Recently, however, pricing power has been returning to the economy.
  • Not So Spiffy
    Don Richie, CEO of Sequel Data Systems, could not have been more furious when he found out that one of his sales reps was jetting off to Australia in January as a result of a Hewlett-Packard spif program. "No one let me know this was going on and I had no choice in the matter," said Richie, an HP-exclusive partner based in Austin, Texas.
  • Seagate's Fiscal 3Q Revenue Drops
    A top financial securities firm downgraded its rating on hard-drive maker Seagate Technology, saying "the company's operating model appears to be broken."
  • At A Higher Level
    The cause of most conflict is ignorance. Lack of knowledge creates an environment where people distrust the motives of the other parties involved. And when people don't really understand what motivates the other party, they begin to act on a faulty set of assumptions.
  • What really works: sales incentives

    Which Practice Sells More Products: Spifs Or Lead-Generation Programs?
    There are some things in this world that just won't go away, no matter how much you wish they would. Ted Kennedy, your birthday and April 15 are a few examples that jump to mind. On Cape Cod, there's an old joke that summer doesn't officially begin until Teddy runs his car up on the sidewalk for the first time.
  • SAP's Development Time Line
    During its Sapphire conference this month in New Orleans, SAP plans to set a timetable for re-engineering its suite of enterprise applications around a services-oriented architecture.
  • Vertical Market And Solution Initiatives
    Darren McBride, president of Sierra Computers and Training in Reno, Nev., calls Ingram Micro's help in driving HIPAA-compliance solutions one of the crown jewels of being affiliated with the world's largest computer products distributor.
  • Take Note: Tablet PCs Get More Innovative
    Innovation permeates the Tablet PC market, with the Tablet PC OS appearing on an increasing range of devices that provide both vertical and horizontal opportunities. CRN Test Center engineers reviewed new models from two leading Tablet PC vendors, Fujitsu and Motion Computing.
  • Google Gets Philosophical In IPO Notice
    When Google Inc. began its explosive rise nearly six years ago, it was unconventional in its stark layout, absence of annoying banner ads and unprecedented usefulness.
  • Succeeds founder Jerry Sanders, who stays on board as chairman emeritus

    AMD Names Hector Ruiz Chairman
    Chipmaker Advanced Micro Devices has completed its leadership transition, naming CEO Hector Ruiz as chairman of the board.
  • The Best Team In The Business?
    It's bad form to work up a sweat in paradise, but Cisco senior vice president Paul Mountford sure found Hawaii to be one hell of a hot, nervous place one day last February.
  • Java Peace Treaty
    Though it lasted but a few minutes, the phone call that Sun Microsystems CEO Scott McNealy placed to Microsoft CEO Steve Ballmer a year ago may ultimately go down as one of the most significant in the storied histories of these two technology giants. The two Detroit-area natives, who knew one another from their Harvard undergrad days and later at Stanford's Graduate School of Business, agreed to a simple golf game during the call. But both concur that McNealy's recreational invite set in motion a series of discussions that culminated in their landmark agreement last month.
  • BEA’s Advertising Enhancement
    With the tons of clip art and stock photos on the Web, you never know when you might select a photo that has already been used for an altogether different purpose. BEA Systems discovered as much when it chose a photo that already appeared in a rather sensitive advertisement.
  • Second Wind: How One Solution Provider Reincarnated His Business
    Leonard DiCostanzo did what many business owners in the IT industry have done in the past three years. He sold his business, Turnkey Computer Systems of Clifton, N.J. The reasons were fairly simple and numerous: a full-fledged economic recession and IT spending shortfall, slumping product sales, and big integrators getting bigger with no real end in sight. But the most prominent factor for DiCostanzo was a yearning to get back in front of the customer and become the hands-on solution provider who founded Turnkey nearly two decades earlier.
  • Inside the Microsoft Idea Factory
    By 6:30 a.m. most weekdays, Microsoft's Don Nelson is already at his desk with his PC fired up. As general manager of managed partners with Microsoft's worldwide partner sales and marketing group, Nelson can look forward to long hours, endless meetings and literally hundreds of e-mail messages on any given day. And yet, the wily veteran of Great Plains Software says he wouldn't want it any other way. "This is an intense place to work," he says.