• BEA Tunes In To The Channel
    Longtime direct-sales vendor BEA Systems has had a change of heart. Over the past 10 months, the infrastructure software company has recruited VARs, opened up the vast majority of its accounts to reseller partners, signed up two additional distributors and changed how it compensates its direct sales force.
  • ShadowRAM: October 10, 2005
    We hear that both Avnet and Arrow took a long, hard look at buying Agilysys' KeyLink Systems Group distribution business.
  • Ingram Micro Looks To Expand VentureTech Network
    Ingram Micro has spent the past 18 months expanding just about every facet of its business, from acquiring point-of-sales (POS) and home-technology distributors to building a stronger presence overseas. Now, the world's largest IT distributor is turning its attention to the growth of its most loyal and best-performing set of customers: the VentureTech Network (VTN), an exclusive group of more than 400 solution providers in the small and midsize business (SMB) market.
  • Red Hat To Seek Trusted OS Status
    Red Hat Enterprise Linux 5, due at the end of 2006, is expected to become the first "trusted" Linux, a security designation that could accelerate partners' Linux business with the government.
  • Synnex Revenue Up, Earnings Down In Q3
    Synnex reported a 21 percent decrease in its third-quarter earnings Tuesday but a 7 percent increase in sales as higher costs affected the distributor's profitability.
  • Xerox: Back On Track
    When Anne Mulcahy was named CEO of Xerox in 2001, the company had posted a $94 million loss for that year and its stock was about $5 per share. Last year, Xerox earned $894 Million and its stock hit double digits. Tech Data CEO Steve Raymund said recently that Mulcahy's ‘assignment to rescue an American icon was accomplished.& she recently spoke with CMP Editors about the channel&s role in Xerox&s success. following are excerpts:
  • Disty Debate: The Best--Or Worst--of Times?
    Distribution appears to be in a Dickensian predicament these days. On one hand, the industry's top IT distributors haven't grown their sales and expanded their empires like this since before the dot-com economy burst.
  • Oracle Turns Triple Play In Distribution
    On the heels of its high-profile acquisition of CRM software maker Siebel, Oracle announced Monday three new distribution agreements with Ingram Micro, Tech Data and Avnet Technology Solutions.
  • Oracle Turns To Avnet, Ingram, Tech Data To Recruit VARs
    Oracle on Sunday announced a new strategy to beef up its SMB channel, turning to distributors to recruit and train new VARs for the midmarket space. Dell now can sell E-Business Suite and JD Edwards EnterpriseOne and World, on top of Oracle's technology products.
  • Ingram Names New VentureTech President
    Ingram Micro has handpicked its new VentureTech Network president, a move designed to direct the 400-plus member solution provider organization toward more of a services model.
  • Getting Smarter
    One continued source of frustration across the channel has been a general lack of visibility into the purchasing patterns of solution providers. What vendors want to be able to do with this information is surface special offers to solution providers based on the history of transactions that they may have made in the prior three months.
  • Arrow Points To Coleman
    Arrow Electronics has named former CompuCom Systems CEO Ed Coleman as senior vice president and president of Arrow North American Computer Products (NACP).