CRN Channel News

  • IBM’s Lawrie Takes Helm At Siebel
    In a fit of executive shuffling not seen on this scale in some time, longtime IBM executive Mike Lawrie takes the reins as CEO of Siebel Systems, replacing founder Tom Siebel, whose stewardship of his namesake company literally put CRM software on the map.
  • Investment Banker Quattrone Convicted
    Frank Quattrone, a star investment banker during the Internet stock bubble, was convicted Monday of obstructing justice by sending a 22-word e-mail encouraging colleagues to destroy files.
  • Notification failure not related to Microsoft antitrust case, DOJ says

    DOJ Fines Gates $800,000 For Reportedly Violating Hart-Scott-Rodino Act
    Microsoft Chairman William H. Gates III has agreed to pay a fine of $800,000 for allegedly failing to disclose an investment in a Seattle area pharmaceutical company, the U.S. Department of Justice said Monday.
  • New commission structure includes full-channel-neutral sales policy

    CA Quotas Up To Partners
    Computer Associates International has implemented a new sales and commission structure aimed at getting the company's 1,100-member direct-sales team to work more closely with partners, said Greg Corgan, CA's newest sales chief.
  • Briefs Hindsight And Foresight: May 3, 2004
    SEELINGER GETS GLOBAL CHANNEL NODAllyson Seelinger, Symantec's vice president of North American channels, has been promoted to the position of vice president of global channel sales and strategy.
  • 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.