CRN Channel News


  • Microsoft adopting new reseller agreement, cutting partner fees


    MBS Partner Plans
    Microsoft Business Solutions partners who were worried about losing their hold on the company's ERP products can relax.
  • Joyce Replaces Elix At IBM Global Services
    IBM CFO John R. Joyce is in and Doug Elix is out as senior vice president and group executive of IBM Global Services, the largest integrator in North America. Elix has been named IBM senior vice president and group executive of sales and distribution. Both senior vice presidents will report to IBM chairman and CEO Sam Palmisano.
  • Siebel Systems Introduces New CEO, Mike Lawrie
    Mike Lawrie was the subject of two surprise announcements Monday. The first that he was leaving IBM as senior vice president and group executive, sales and distribution. The second was news that his new home would be Siebel Systems, San Mateo, Calif., where he officially becomes CEO Tuesday. Though relinquishing the CEO spot, Siebel founder Tom Siebel will retain his role as chairman.
  • 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.

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