Distribution


  • ShadowRAM: January 30, 2006
    Same song, next verse. Each year, IBM vows its Global Services arm will be more partner-friendly and will work more closely with business partners in approaching midmarket accounts.
  • ScanSource Earnings Rise
    ScanSource reported increases in revenue and earnings but the distributor missed analysts&' expectations for its second quarter ended Dec. 31.
  • Intel Looks To Channel To Sell To Small Business
    Intel is counting on the channel to help it reach small business customers in 2006, said Steve Dallman, director, North American distribution and channel sales and marketing at Intel at the World of Difference Learning and Development Conference in New York City Thursday.
  • Distributors Should Think Like Their Customers
    It&'s really interesting that Arrow Enterprise Computing Solutions turned to a former reseller executive as its new leader. To me, it&'s a perfect indicator that distribution companies need to up the ante when it comes to how they think about services.
  • Raymund set to vacate CEO post but will remain as chairman


    VARs Chime In On Tech Data&'s CEO Search
    Tech Data&'s next CEO should follow the same channel trail Steve Raymund has blazed over the past 25 years, solution providers say.
  • BPICs part of plan for channel partner growth


    IBM Opens More Innovation Shops
    IBM opened its 96th Business Partner Innovation Center last week and plans to add up to 40 more this year as part of its “innovation” strategy to keep solution providers developing new opportunities.
  • Asetek VapoChill Micro Keeps PCs Cool, Quiet
    Asetek, a Danish manufacturer of cooling systems, is scouting for locations in California and plans to open an office there within the next three months, according to a company spokesman.
  • Ingram Micro To Offer New professional Services: OfficePac
    Ingram Micro this week plans to launch a new suite of SKU&'d services that allows solution providers to sell customers one extended warranty contract for a heterogeneous solution and have it serviced by a third party anywhere in North America.
  • Do You Have Depth?
    For as long as I can remember in my work life, Steve Raymund has been at the helm of Tech Data. Over the years, I&'ve paid particular notice to his actions and comments, because I could always be certain they were a leading indicator of the channel&'s prevailing winds. Indeed, if CRN was planning one of its executive roundtables and the date didn&'t work for Steve, we&'d switch it.
  • The mobile workforce gets a boost as PDAs and smartphones converge with document management


    Smartphones Get Smarter
    Updated software from DataViz will give solution providers the ability to integrate document management with cell phones—a big plus when pitching mobility projects to potential clients.
  • Popular offering provides training in sales, marketing, operations and finance


    ScanSource Shows VARs the Way With Profit Maps
    In recent years, ScanSource has established itself as a specialty distributor on the cutting edge of technology. The Greenville, S.C.-based company, which traditionally focused on point-of-sale (POS) and AIDC, or Auto-ID, products, has established new businesses around VoIP, security and RFID technologies. But at the distributor's recent Solution City event in Dallas, ScanSource found that VARs were flocking to its new offering: Profit Maps, a series of business-consulting and training seminars focusing on best practices for sales, marketing and financial management.
  • Agilysys Opens IBM Business Partner Innovation Center
    Agilysys is the proud owner of the latest IBM Business Partner Innovation Center, a multimillion dollar facility in New York City where the company&'s Enterprise Solutions Group can showcase and configure solutions for customers.
  • Westcon Adds Money Muscle
    Distributor Westcon Group North America has beefed up its ability to offer improved terms to VARs and expand its business with a new five-year $150 million working capital facility.
  • Speculative changes designed to attract more solution providers


    Toshiba Mulls VAR Perks
    In an attempt to further shore up its channel program, Toshiba&'s Digital Products Division is working to increase the compensation its certified providers receive and also is considering rebate enhancements for product sales.
  • Family Feud
    Mark Diamond is suing SED, the distributor co-founded by his parents and the only employer he has known. He is without a job, steeped in legal bills and hasn&'t spoken to several members of his family. He wants to put the conflict behind him and preserve his father&'s legacy, but he feels SED has left him no recourse but the court system.
  • Dave DeWalt, EMC Software
    The president of the storage giant's software group recently discussed the impact the channel has made on EMC. DeWalt also talked about the Hopkinton, Mass.-based vendor's plan to get partners to participate in 100 percent of the company&'s software business. He spoke with CRN Editor Heather Clancy, Editor/News Steven Burke and Senior Editor Joseph F. Kovar.

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