CRN Channel News

  • Westcon Group Steps Up Security Business With An Emphasis On Services
    The current market seems like a proverbial gold mine for security solutions. With so many companies equipped with little more than a firewall, conventional wisdom says the recent rash of cyberattacks and viruses should spark a trend of increased IT spending for security technology.
  • NCR Ringing Up Sales For 119 Years
    NCR, founded as the National Cash Register Company in 1884, pioneered the mechanical cash register. Since that time, the company has gone through a number of transitions. Among its incarnations: It was acquired by AT&T in 1991 as a business-application and computer maker and then spun off five years later as a full IT solution provider.
  • Tivoli’s Robert LeBlanc
    Until last year, IBM's Tivoli division was suffering from a true identity crisis--a rather ironic situation given that the unit is, among other things, a leading provider of identity-management solutions. In addition to losing focus, Tivoli was mired in technical and support issues, and lacked a well-defined channel strategy.
  • On Demand Up Close
    Much of the technology fueling IBM's e-Business On Demand strategy is brewing within the company's Tivoli unit. Robert LeBlanc, Tivoli's general manager, talks about the technology in an interview with VARBusiness editors.
  • Channel Crossroads: The New Rules
    VARBusiness recently invited its 2003 Channel Executive of the Year Award recipient, Kevin Gilroy of Hewlett-Packard, to share his thoughts on the state of the channel. In this exclusive article, Gilroy, vice president and general manager of HP Americas commercial channels, takes a look at the changes the industry faces. Whether the reader is an HP partner or not, the analysis is worth studying.
  • Effective lead qualification requires a dedicated team

    Follow The Leads
    Have you ever had a big lead slip through the cracks because of poor customer follow-through? If so, you're not alone. Guest columnist Larry Dillon, founder and CEO of market-intelligence firm Wendover--which interviews some 4,500 technology decision-makers each quarter to determine what IT initiatives they expect to embark on in the next 365 days--offers advice on how to better mine your customers. One tip: Think long term.
  • New models are brighter and more lightweight

    Digital Projectors: Taking The Show On the Road
    These days, one of the biggest hurdles for a traveling laptop user is having to cart around a digital projector. Fortunately, several vendors have begun offering quite capable models in smaller packages--in some cases, less than 4 pounds and with attractive carrying cases.
  • Integrators that don’t grasp SOAs risk their future

    App-Dev Game Changer
    In the late 1990s, Jason Bloomberg had a nightmarish experience. While working in the IT department of a large bank, it took Bloomberg and his colleagues nothing short of a full year to enable the bank's customers to do exactly two things over the Web: conduct an account inquiry and transfer funds between accounts.
  • ShadowRAM: December 1, 2003
    Remember Roger Sippl? He's the Silicon Valley entrepreneur who founded onetime database powerhouse Informix and CRM pioneer Vantive. Now he's behind Above All Software.
  • Vendor pledges new U.S. investment; top execs decry direct model

    Acer Backs Up Channel
    Acer executives, insisting that competitors erred by increasing direct sales to compete against Dell, plan to introduce a channel strategy that will increase its U.S. sales to $1.8 billion, up from this year's $330 million, by the end of 2006.
  • Sinneck Out At Microsoft
    Michael Sinneck, who headed up worldwide services at Microsoft, is leaving after less than two years.
  • Stop The Madness
    Across the channel, hardware vendors, distributors and VARs alike are engaging in self-destructive behavior.
  • ProTechnology Capitalizes On Adbe Know-How
    During ProTechnology Automation's first eight years in business, President Dan Roth ran the company as a highly technical niche solution provider focused on document output solutions.
  • New Math: VAR = ISV
    A host of vendors that are fighting tooth-and-nail for the hearts and minds of ISVs are missing the boat. No doubt ISVs are important. But the big kahuna is the thousands of VARs that are, in effect, morphing into that business model.
  • IBM's Vitagliano Sets Goals
    IBM's new worldwide distribution executive says the company wants to drive more storage and software revenue through its largest PC distributors.
  • HP Pricing Delay Irks HIP Distributors
    Hewlett-Packard has yet to firm up a pricing strategy for enterprise products sold through its HP Integrated Partner Program, a distribution executive said. And the delay is frustrating some HIP distributors and solution providers.
  • The CRM Revenue Generator? VARs Cast Their Votes
    Perhaps the biggest surprise to come out of the CRN/Aberdeen Group survey is which vendors solution providers deemed most likely to generate CRM-related revenue for the midmarket channel. Top honors went to Microsoft, followed by Siebel Systems.