Distribution


  • Focuses on ways to strengthen partnerships


    Juniper Converges On The Channel
    Juniper Networks in the coming year plans to add more converged networking expertise to its channel, particularly via its partnerships with VoIP provider Avaya and distributor Catalyst Telecom.
  • Just Say 'Yes' To Gray
    One of the big take-aways from this week&'s cover story about the gray market is how a crop of unauthorized distributors are repeatedly beating the industry giants with superior service. As CRN Industry Editor Craig Zarley points out, these unauthorized players are not clandestine operations.
  • They call themselves 'independent' distributors—not gray marketers—and say they're seeing dramatic sales growth as more VARs turn to them to source products


    Gray Matters
    Independent distributors are hardly hiding behind closed doors. Instead, they&'re very open about how much their businesses have grown as VARs look to them to source products. Major vendors such as Hewlett-Packard and Cisco Systems are taking action to shut down what they call ‘gray marketers.&' VARs, however, say the issue&'s not so black-and-white.
  • The eBay Connection
    With more solution providers shopping for the best price on the Internet, eBay has become a significant source of product for many VARs.
  • Deal pits software vendor's products against their Cisco clones


    Cisco To Rebrand And Resell Opsware's NAS
    Some 45 partners of data center automation software vendor Opsware will have Cisco Systems to compete with when the networking giant begins selling a rebranded version of Opsware&'s product, announced last week.
  • Briefs: February 20, 2006
    Dell reported 52 percent earnings growth for its most recent quarter, handily beating Wall Street expectations, but the PC maker dampened forecasts for its current quarter.
  • Arrow To Buy Canadian Distributor
    Arrow Electronics Wednesday said it has agreed to buy Skydata, a Mississauga, Ontario-based value-added distributor of data storage solutions.
  • Sun Pushes Partners Into Two-Year Deals
    Sun Microsystems' iForce is gone, but not its channel program. Under the new moniker Sun Partner Advantage Program, the IT powerhouse is looking to the channel to help it enter new markets with new products. But there's a catch.
  • Sales up 13 percent for the year


    Ingram Micro Posts Better-Than-Expected Results
    Ingram Micro continued on the roll it established in early 2005, reporting on Tuesday sales of $28.81 billion for the fiscal year ended Dec. 31, 2005, a 13 percent increase over sales in 2004. The company also reported a record-high net income for the fourth quarter, also ended Dec. 31, of $84.4 million compared with $79.2 million for the same period in 2004.
  • MOCA authorized to sell storage, but Bell Micro doesn&'t make the cut


    StorageTek VARs Irked Over Sun's Distribution Changes
    Sun Microsystems&' StorageTek unit has authorized Arrow Electronics&' MOCA division to sell its wares and is dropping Bell Microproducts, according to channel executives.
  • Arrow Bumps Bell Micro As Distributor of Sun's StorageTek Line
    Arrow Enterprise Computing Solutions today officially announced that it is carrying the StorageTek line from Sun Microsystems. The move, which actually began Feb. 1, adds high-end and midrange tape-storage systems to Arrow's current offerings, an important line of business for the distributor.
  • Cracks in Windows security have taken their toll on Microsoft and its partners. Now, the software giant says, it has turned the corner and is ready to battle rivals for a leadership position.


    Is Windows Safer?
    Cracking the security space is not an easy task, and Microsoft has seen more than its share of troubles with its Windows operating system. But now the software giant claims it has made great strides in battling the spate of viruses and worms infesting the industry and is ready to take on competitors with a host of new technologies and services.
  • VARs Voice Value-Add of Vista, Viiv and VoIP
    Solution providers should be arming themselves in preparation for The Attack of the Killer V&'s this year, said executives from D&H Distributing. The Harrisburg, Pa.-based distributor expects the V&'s—Vista, Viiv and VoIP—to be the biggest opportunities for VARs in 2006.
  • Briefs: February 13, 2006
    Gateway CEO Wayne Inouye has resigned and will be replaced on an interim basis by Chairman Rick Snyder, the company said last Thursday.

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