CRN Channel News

  • Apple’s Mac: 20 Years Later And Without A Channel
    Perhaps it is fitting that I arrived bleary-eyed at a San Francisco hotel the first week of January and casually glanced at a sign for a trade-show agenda. It seemed as obscure as the thousands of ubiquitous placards I have seen providing details of bus schedules or keynote addresses for a wide variety of conferences. That is until I looked more closely. The steel pedestal framed the agenda for Macworld. Macworld? Not one to blame others, I wondered how in the world I could find myself unaware that Macworld was scheduled for the next day. Did I miss the e-mail from Apple's PR department?
  • Can Synnex Continue On Its Path?
    It wasn't much of a surprise when Synnex announced its initial public offering just two days before Thanksgiving. The upstart distributor, led by founder, president and CEO Robert Huang, had been hoping for the right moment to launch an IPO for some time. But now that Synnex is public, many are beginning to wonder how it can meet all the expectations on it while retaining its low-profile, no-frills heritage.
  • Strategic Technologies: Growing Slow Gracefully
    When Strategic Technologies acquired Allied Group in 2002, management didn't expect the company to decrease in revenue by more than 40 percent in two years. But it's OK. In fact, Michael Shook, its president and CEO, couldn't be happier.
  • But are the SMB solutions living up to expectations?

    IBM Gets Serious About Express
    Just more than a year has passed since IBM cast its line downstream in hopes of reeling in a bounty of SMB customers. The Express portfolio, IBM's simpler, cheaper version of its flagship infrastructure products, has engendered a lot of buzz in that time, growing from a single portal product to 14 different pieces of IBM software. By all accounts, Express is helping IBM gain traction in a market it once ignored, one that AMI analysts value at a whopping $300 billion.
  • Improvements may be small, but they are definitely significant, execs say

    Distributors Say They Are Finally Seeing Signs of Recovery
    After a long and trying 2003 filled with doubts, criticism and allegations that their model was no longer relevant, several distributors relayed some welcome news regarding the economy and IT demand.
  • CEO, Sun Microsystems: Scott McNealy
    If Sun CEO Scott McNealy pulls off the comeback he expects to, he'll unquestionably complete the biggest turnaround in IT since Steve Jobs rallied Apple. That's both a testament to how hard McNealy is pushing and, alas, how far his company has fallen.
  • Trio of Marketing Tips
    1. Get Face-to-Face: Seminars and local events can be extremely productive and often cost less than other means of advertising. Acuity Solutions partner Dave Gilden says a direct-mail campaign for his company could cost $30,000, while a luncheon seminar usually costs about one-tenth of that amount.
  • How to market your business without breaking your budget

    Seminar Savvy
    You don't need that many people to throw a good party--at least according to Dave Gilden.
  • CEO, Novell: Jack Messman
    In 2003, Novell CEO Jack Messman increased shareholder value by a whopping 185 percent. Instead of widespread acclaim, however, he and the rest of the Novell management team are still fighting the notion that their company is no longer relevant. Below, he makes his case why Novell matters. For more with Messman, go online to
  • Chairman and CEO, Gateway Computers: Ted Waitt
    Like Steve Jobs at Apple, Gateway chairman and CEO Ted Waitt returned to a company that he thought he had left in good hands to save. (The same is true of Jack Messman of Novell, also profiled in this feature.)
  • Just where is all that money going?

    The Mystery Of E-Gov Spending
    Someone please explain to me why E-Government spending on the federal level seems to be such a contentious, miserly subject when in a matter of a few years agencies can conjure up more than $1 billion in annual spending for enterprise architecture without so much as a peep out of anyone?
  • Security: Spending To Soar In ‘04
    Think President George W. Bush is spending a lot with his $31 billion commitment to secure our nation in fiscal 2004? Then take a look at the arm and a leg that businesses are spending to protect their companies.
  • Gartner survey shows increasing revenue as main reason to partner

    Selling IT Services Via Fellow IT Solution Providers Makes Sense
    IT vendors and solution providers continually struggle with optimally capturing addressable market opportunity. In addition, because a direct-sales strategy is often not viable for the vast small and midsize business (SMB) market, partnerships with other providers need to be leveraged for market reach. Recent Gartner research indicates that IT services companies are starting to succumb to the lure of selling their services to, through, with and for other IT services firms. Several catalysts are contributing to this activity:
  • Washington Technical hopes to avoid the fate of the dodo

    A Prototype New-Age Partner?
    After working for all the wrong companies--the ones that rose to prominence in the 1980s only to crash and burn in the 1990s--VARs Michael Yates and Jonathan Shannon-Garvey think they might have finally found the right business model that could carry them through the next five years and beyond. Is it the new prototypical model for a successful VAR business going forward? Maybe. Read on and decide for yourself.
  • PC Connection loses GSA deal after government audit; plans to get contract back

    Capitol Cancellation
    The federal government market can be a harsh mistress. While big money contracts from Capitol Hill can be alluring, the federal-government business involves a maze of red tape, strict regulations and murky mandates that if not navigated properly can leave a solution provider out in the cold.
  • Cisco VAR CCSI extends wireless to students and faculty

    Wi-Fi At St. John’s: Big Tech On Campus
    Walk around St. John's University in New York and you'll likely see students stretched out on benches and lawns with laptop computers accessing the Internet. While such a sight might not look unusual in any Starbucks or Borders bookstore, the scene at St. John's was unimaginable until the current school year. And moving forward, students surfing the Web anywhere on campus will be as commonplace as teen-agers talking on cell phones in the mall.
  • Wireless Messaging Vendor Launches Channel Program
    Good Technology on Monday launched a new partner program aimed at recruiting partners to help sell its open-standards wireless messaging and data software and service and compete against Research In Motion.