CRN Channel News

  • 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.
  • Testing now can save time and headaches later

    Better System Testing For Better Business
    Testing systems is extra work,work that's not billable. So why bother?" It's a fair question, and one that many systems builders ask themselves. But it misses an important point. A solid testing strategy can help you stand out from the competition, win new customers, strengthen and improve your relationships with existing accounts, and save you time and money.
  • On tap at Tech Ed: Exchange SP1, ISA Server 2004, maybe Whidbey

    Microsoft Outs Updates
    News at Microsoft Tech Ed 2004 this week will amount to a bunch of expected updates, including release of Exchange Server 2003 Service Pack 1, ISA Server 2004 and maybe,just maybe,the first beta of Visual Studio 2005.
  • Sweeping intellectual property exchange sets stage for future products

    CA Charges Into Open-Source Arena
    The open-source ambitions of Computer Associates International surfaced in detail Monday at the annual CA World conference in Las Vegas.
  • AMD Continues Shift Away From Megahertz Race
    In the latest step away from the megahertz race, AMD Corp.'s personal connectivity solutions group said it will use a "performance-power rating" to name its embedded processors. The result: processor names which have higher numbers than the clock rating expressed in megahertz.
  • Vendors Tout Tools, Wares At Microsoft Tech Ed
    Microsoft isn't the only vendor touting new products to the more than 11,000 developers and IT professionals attending its Tech Ed 2004 conference, which opened Monday in San Diego.
  • Outsourcing Holds Hands With Economy
    Everyone seems to be jumping on the outsourcing bandwagon. Once thought of as an alternative to surviving a bad economy, outsourcing is predicted to grow stronger, even as the U.S. market becomes more prosperous. According to Gartner/Dataquest, the worldwide outsourcing market is estimated to increase from $161.9 billion in 2002 to $235.6 billion in 2007. That's at a compound annual growth rate (CAGR) of 7.8 percent.
  • Reward Relationships
    Of all the myriad program revisions that Computer Associates plans to talk about this week during its annual CA World event,and believe me, there are many,several are clearly significant.
  • Cron: CA In Command Of IT Management
    Computer Associates International Interim CEO Ken Cron said Sunday that if past patterns play out, CA will be "ideally positioned" to become the dominant provider of management software.
  • Kumar Still Active With CA Customers, Partners
    In his new role as chief software architect, former Computer Associates International CEO Sanjay Kumar will focus on translating customer and partner technology needs into concrete features in CA's management suite.
  • A Sonic Partnership
    Cost vendors underestimate the power of the tight and trusted relationships that solution providers build with their customers. They simply don't get it. They spew channel rhetoric and then either undercut their partners or ignore them.