• EMC's new Insignia line of products and channel program show that no one can ignore the SMB market anymore, not even a storage giant that built its business in the enterprise

    Sign Of The Times
    Already one of the biggest players in the enterprise and midrange storage market, EMC CEO Joe Tucci believes that the real fortune will come from the untapped SMB market, which is causing an apparent shift throughout the channel. EMC's new channel program perfectly illustrates one true fact: the SMB market will not be ignored.
  • Regional president&'s 21-year history with distributor ends

    Tepedino Departs Avnet, Cuen Named New President
    Steve Tepedino is leaving his position as president of Avnet Technology Solutions Americas, and Fred Cuen will assume full responsibility for the region, the distributor disclosed last week.
  • The Next Best Thing To Being There
    One of the coolest things I saw during my whirlwind briefing day at ScanSource (more than 20 new faces!) was a nifty piece of technology called Virtual Technician, which the distributor has been piloting with some of its POS resellers.
  • Cuen takes sole responsibility for Americas region

    Tepedino Out At Avnet Technology Solutions
    Steve Tepedino is leaving Avnet as president of Avnet Technology Solutions' Americas region, leaving full responsibility for the distributor's business in the region to Fred Cuen.
  • 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.
  • Product delays could exacerbate trend

    Apple Increases Direct Approach
    Apple Computer increased its direct sales efforts in the fourth quarter, according to channel executives.
  • 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.