CRN Channel News

  • Government Eyes Using Java-Based Bundle, Desktop OS, in Public Sector

    UPDATE: Sun Strikes Software Deal With United Kingdom
    Sun Microsystems's software strategy appeared to pick up more steam Monday when the company unveiled an agreement with the U.K. government to distribute its Java enterprise software and Linux-based desktop operating system.
  • Vendor debuts five new phones, updates HiPath 4000 communications system

    Siemens Boosts IP Telephony Portfolio
    Siemens Information and Communication Networks bolstered its IP telephony portfolio with the introduction of a new line of IP phones and the latest version of its HiPath 4000 Real-Time IP System.
  • Now available; FAT file system and ClearType font technology

    Microsoft To Open IP?
    Partners are skeptical about Microsoft's expanded IP licensing policy but are hopeful that it signals an acknowledgement that the company must loosen its grip on its proprietary technologies.
  • Intel: Processor Biz Strong
    Despite a $600 million write-off in its Wireless Communications and Computing Unit, chip maker Intel said its processor business is seasonally strong and has boosted its profit for the fourth quarter.
  • <I>CRN</I> Interview: Chuck Boesenberg, NETIQ
    NetIQ is aggressively growing its portfolio, bolstered by its, acquisitions last year of Marshal Software and PentaSafe Security Technologies. CRN Editor Heather Clancy recently spoke with NetIQ CEO, President and Chairman Chuck Boesenberg about his company's priorities in the security marketplace.
  • IBM unit paves the way for new leadership as channel chief retires

    Tivoli: Life After Twomey
    IBM's Tivoli unit said last week that channel marketing guru Michael Gerentine will succeed retiring channel chief Michael Twomey.
  • Bonuses for vendor's direct-sales team tied to channel objectives

    Cisco Changes Sales Comp
    Cisco Systems has taken new steps to tighten the bonds between its direct-sales force and its solution providers, offering for the first time sales incentive bonuses to its enterprise sales organization that are tied to channel objectives.
  • The Unique Challenges Of Redistribution Deals
    As systems integrators and VARs, you are in unique negotiating positions. The element of redistribution in any deal creates a chain of "deals within a deal." Deal complexity is further complicated by the addition of your value-add prior to redistribution. Managing these deal linkages can be complex, and if not addressed on the front end, they may be quite costly at the back end. Ensure that you negotiate at least the following:
  • Acquistion seen as win-win for application pacakaing players

    Altiris, VARs Get Wise
    Christmas came early for systems management vendor Altiris last week, as the company acquired privately held enterprise application management outfit Wise Solutions in a deal worth $43 million in cash and stock. The move enables the Lindon, Utah-based company to expand its application packaging offerings across the board, a reality that resonated strongly with VARs and customers in the space.
  • Xybernaut Expands Into Wireless, Mobile
    Xybernaut is working to tap a growing business need for wireless and mobile products and solutions by beefing up its channel program, which has attracted about 50 new partners over the past 18 months.
  • New CEO says printer vendor's partner strategy is paying off

    Channel Lifts Oki Data
    Oki Data Americas' major investments in the channel this year have boosted its revenue and market share, and the company vows to continue its aggressive channel push next year, said President and CEO Stew Krentzman.
  • McNealy's Dilemma
    Sun Microsystems Chairman, CEO and President Scott McNealy has gotten a lot of unsolicited advice over the past year.
  • Phoenix Technology Goes Beyond BIOS
    BIOS software vendor Phoenix Technologies has introduced new system software that the company says will improve security and manageability for networked systems.
  • ShadowRAM: December 8, 2003
    Microsoft has asked various people who posted photos and video clips of the company's Comdex Matrix spoof to remove them from their sites, citing the restriction on photography after the initial minute of Bill Gates' speech. Those people have obliged, which means relatively few people outside of the 7,000 or so who saw the speech have seen this particular oeuvre. The company's official transcript also omits any mention of it. The film was funny but in no way was it as good as previous efforts. So I guess it gets a thumbs-down from this reviewer.
  • BenQ Migrates To Distributors To Support Channel
    BenQ is moving more products through its distribution partners, increasing its number of field sales reps and bolstering its partner programs to improve availability and solution provider sales, said Ralph Tang, president of BenQ.
  • Tech Data Opens Websphere Center For Testing
    By setting up a new WebSphere Integration Center (WIC) at Tech Data's Clearwater, Fla., campus, the distributor hopes to assist IBM executives in adding clarity to the vendor's overall on-demand strategy.