CRN Channel News

  • Glory days not so distant a memory now

    Cisco Sales Jump In Q2 Though Outlook Concerns Linger
    Networking products and services giant Cisco reported a sales surge Tuesday when it released results for its second fiscal quarter ended Jan. 24, 2004. Despite this, however, the company sustained a few modest setbacks that underscore that though the IT recession appears to be clearly over, the jubilant times once enjoyed by the company have not returned just yet. Case in point: Shares were off sharply early Wednesday following the company's release of financial results for the quarter.
  • Will the new regime mean major changes for Fujitsu?

    The VARBusiness Interview: Fujitsu Chief Toshio Morohoshi
    It's the start of a new regime at Fujitsu, and with it will come changes that will affect you and your business,as well as the rest of the channel. Toshio Morohoshi, president and CEO of Sunnyvale, Calif.-based Fujitsu Computer Systems Corp. (CSC), and Dennis Mull, senior vice president of sales and marketing, sat down with the editors of VARBusiness to offer up their thoughts on the direction and strategies of the newly created $500 million company.
  • Examining Cisco's Promises
    With pluck and perseverance, Cisco executives strive to live up to the promises they make. Take CEO John Chambers' assertion that Cisco could emerge first and best from the IT economic downturn.
  • Analyst credits continuing trend of falling PC and server component prices

    White-Box Market Posts Healthy Gains
    Bolstered by industry trends ranging from decreasing component prices and increased IT spending, the market for white-box systems in North America grew at a healthy rate in 2003.
  • Space For Rent In Silicon Valley
    The Bay Area real-estate market always has caused headaches for those trying to afford anything that will let them do business there, and it has always raised the eyebrows of outside observers--other than battle-scarred New Yorkers--who can't believe what it costs to lease or own property in this area.
  • Renewed Optimism Over Revenue
    Recent figures on a growing GDP and a strengthening stock market are both encouraging signs of renewed optimism about the country's economic prospects. So what about business and technology integrators? Nearly 70 percent of North American IT solution providers polled in a recent VARBusiness study expect revenue for the first half of 2004 to increase over the first half of 2003. Moreover, 93 percent believe their business revenues will at least stay the same compared with a year ago. Of those anticipating growth, a gain of 28 percent, on average, is projected.
  • Oracle’s grid model is long on vision, but short on results

    Can Ellison Win With Grid?
    When Oracle launched its 10g database last fall at the OracleWorld trade show, it promised to usher in a new era of high-performance, low-cost computing that would revolutionize all kinds of industries. Although that may happen, VARs that don't already have significant expertise with grid concepts should proceed with caution.
  • New CEO Bill Nuti explains why he’s upbeat after a struggle

    Symbol Begins 2004 With Hope, Relief
    No matter when their fiscal years end, every company begins a new year with a sense of hope and expectation. Nowhere, I'll bet, is that more true than at the beleaguered Symbol Technologies, which has a new CEO and a fresh outlook to start 2004.
  • GE Access Turns Its Attention To the Government Market
    Mike AtLee doesn't like to brag, but he isn't shy when it comes to singing the praises of GE Access' government practice, which he believes is already the best in the business after being introduced just six months ago.
  • A steadfast search for an IP-based solution pays off for retailer

    CompUSA Finds Its Voice
    In the turnabout-is-fair-play category, CompUSA, long familiar with picky customers, finally got the chance to become one itself. The 230-store chain of large retail superstores did more than a little comparison shopping to find a suitable telephone system that could run over a pure IP backbone.
  • Blurring Lines of Distinction
    Broadline distributors once differed greatly from midrange distributors. In fact, not long ago, those differences couldn't have been more stark. Tech Data, Ingram Micro and others offered tens of thousands of products from literally hundreds of manufacturers, while Avnet, Arrow and others offered just a few dozen products from a relative handful of vendors. Those in the former camp specialized in pick, pack and ship, while those in the latter mastered the art of relationships and systems integration.
  • Distributors have become more diversified, flexible and capable.

    Distribution: A New Lease On Life
    Few companies made such drastic changes to survive the IT downturn as the nation's leading IT distributors. They've shuttered facilities, laid off scores of workers and discontinued unprofitable activities. There was, however, a silver lining: The no-nonsense downsizing compelled them to figure out ways to better run their businesses and maximize opportunities at hand. They've even managed to reduce debt, increase cash and expand services, says Rick Hamada, president of Avnet's Technology Solutions group.
  • Hack The Vote
    Talk about political statements. VoteHere, an electronic-voting IT company based in Bellevue, Wash., recently confirmed that the U.S. government is investigating a break-in of its computer network, during which a hacker accessed internal documents and possibly copied software blueprints and source code. Amazingly, executives at VoteHere believe that the cyberattack is tied to the intense debate over the security of online balloting and new e-voting systems.
  • New series of color printers lauded for easy setup

    HP LaserJet 3700: Looks Good, Feels Clunky
    Color has almost become a must-have for business presentations, and HP's new LaserJet prints pretty pictures to be sure. Unfortunately, it lacks confidence in its inner mechanicals.
  • What you need to know to sell the up-and-coming technology

    How To Reap RFID’s Rewards
    John Pulling, COO of Grand Rapids, Mich.-based ISV Provia Software, remembers the moment he knew it was time to make his move. He had been chatting last year with an exec at one of his biggest customers, Gillette, a very early adopter of Radio Frequency Identification (RFID) technology, who told him point-blank: "You guys need to look at this because it's going to be big. This technology is going to be disruptive."
  • ISG Looms Large In The Heartland
    The Midwest isn't exactly a hotbed of IT spending and corporate dollars. So it may come as a surprise to see that Integrated Solutions Group (ISG), No. 355 on the VARBusiness 500 list of leading solution providers, has put up some impressive growth during the past few years. ISG, based in Salina, Kan., increased its revenue by nearly 40 percent in 2002 and grew again last year as well. Ironically, the vast and sparse Midwest has benefited the solution provider, according to ISG president John Gunn.
  • Close the gaps in the planning process and win more business

    Vendor Leads: Too Little, Too Late?
    Where are my leads?" Have you ever asked your vendor this question? Or how about asking a new vendor that is trying to court you as a solution provider: "What is your lead distribution like?" We all ask our vendors for leads because, quite honestly, doing so is easier than generating them ourselves. Unfortunately, what we get in return is typically not the kinds of leads we want. In fact, they can actually hurt business rather than help it.
  • Citrix Wants To Hit $1B: What's In It For You?
    Citrix is a quirky company with some very ambitious goals. For many years, it has operated somewhat independently from the rest of the world, with a channel philosophy and tech strategy that's far from the mainstream. So is