CRN Channel News

  • Vendors’ tough rules lead to untapped funds

    The MDF Dilemma
    Imagine buying a lottery ticket and never checking to see whether you got the numbers right. Well, that's not far off from what VARs are doing where market development funds (MDFs) are concerned--paying partner program dues but not reaping the benefits.
  • When to add--or ditch a vendor partnership

    Rethinking Relationships
    John F. Kennedy once said that change is the law of life. That certainly seems true for the channel community, where vendors are frequently revamping their partner networks. Many, of course, create tiered, performance-based architectures that elevate higher-producing partners, while weeding out--if not eventually eliminating--underachievers. The generally accepted result is that the best partners get rewarded with the most perks, be they volume discounts or sales leads.
  • VARBusiness’ annual guide to influential alliances

    High-Powered Programs
    Former secretary of state Henry Kissinger is credited for saying, "Power is the ultimate aphrodisiac." Perhaps, but real strength lies in numbers. This special edition of VARBusiness, our annual Partner Programs Guide, celebrates the power that comes from having strong alliances. In all, we showcase the best in vendor partner programs from 85 different product manufacturers, ISVs and service companies.
  • Fly the Friendly Cyber Skies
    Lately it seems that I have been spending a lot of time on airline Web sites. Whatever the reason, I have begun to see a big difference between some of the carriers: those that make it easy to book with them, and those that make it harder. This isn't really news, but the whole series of experiences has driven home to me what Web usability is all about.
  • Lead Generation: Whose Job Is It Anyway?
    One of the more controversial components of Computer Associates International's aggressive channel program overhaul last year was its new lead-generation system, which appears on target to deliver more than $750 million in prequalified opportunities by its first anniversary this summer.
  • Intel Hooks Up With Sprint
    Intel announced a new partnership on Monday as it tries to sell its premier resellers and solution providers on its broader partnering strategy.
  • ISPs Sue Hundreds For Spam
    Some of the nation's largest Internet service providers, in an unusual joint effort, said Wednesday they filed six lawsuits against hundreds of people who were accused of sending millions of unwanted e-mails in violation of the new U.S. law against spam.
  • Oracle, DOJ Seek June 21 Trial
    Oracle and the Department of Justice are seeking a June 21 trial date to resolve an antitrust lawsuit blocking the business software maker's $9.4 billion hostile bid for rival PeopleSoft.
  • Intel To Ship Barebones Server
    Intel is readying a barebones server product for its system-builder channel that will bundle a chassis with several standard components.
  • Perficient Finds Itself Back In the Black
    Few solution providers have seen the kind of highs and lows that Perficient (No. 479 on the VARBusiness 500 list) has during the past six years. Just look at the company's stock price--a 52-week low of 43 cents and a recent high of $4 (currently around $3.75). What happened?
  • Key trends, facts and interpretation you need to run your business

    Stop! In the Name of Change
    Last year, George Kafkarkou, Computer Associates' senior vice president of worldwide channel operations, sales and marketing, had the unfortunate job of relaunching CA's partner program just months after a previous relaunch. "We had too many things that needed to be addressed," he said.