Distribution


  • Small-Biz VARs Are Robust; Convergence Is Catching
    Dan Schwab, vice president of marketing at D&H Distributing, Harrisburg, P.A., spoke with CRN Editor/News Steven Burke at the recent Tech Builder XChange conference about digital convergence, Intel's Viiv platform, the impact that Microsoft's Window Vista will have on the system builder channel and other distribution trends. Here are excepts from that conversation.
  • ViewSonic Digs A Channel
    Display maker ViewSonic is taking aim at competitors with a new channel program that offers partners more marketing dollars and support to help them build and maintain face-to-face relationships with customers.
  • Catalyst Convergence
    Distributor Catalyst Telecom is rallying its panoply of vendors and solution providers to take on Cisco Systems in the voice/data convergence market.
  • VAR Invests $1.8M In Growth
    Computex's move into a new $1.8 million facility with a robust solutions lab and configuration center is paying off in big sales gains for the solution provider and its primary partner, Hewlett-Packard.
  • Westcon Spins Off Security Practice
    Westcon Group has launched a new business unit focused on security solutions that will be available to all Westcon Group solution providers, including those that buy Cisco Systems or Avaya products through the Comstor and Voda One divisions.
  • Tech Data Claims Early Success With SMB Program
    Tech Data's SMBAccess program is growing. Launched last October, the program now has 1,500 members an plans to hold its second of 10 regional conferences this year on June 21 in Houston for resellers focused on the SMB market. Future events are scheduled for Aug. 8 in Washington and Oct. 17 in Atlanta and others will be announced for later this year, according to Tech Data.
  • Wasabi Gets Hotter With Addition Of iSCSI Initiator
    Wasabi Systems, one of a handful of software developers that enable custom system builders to turn commodity server hardware into storage appliances, has added an iSCSI initiator to its NAS appliance software.
  • Distributors Bet On Financing
    Distribution executives are increasingly finding themselves in the money business as much as the products business and they say a top priority is seeking new and creative ways to help solution providers finance deals.
  • Working Capital
    If a growing number of channel players have their way, there is going to be a dramatic increase in the number of deals done as multiyear leases rather than outright IT purchases.
  • Sun's New Market-Funds Strategy Based On ROI
    In his 15 years at Sun Microsystems, director of U.S. Partner Programs Bill Cate always remembered the Sun Market Advantage program that provided market development funds (MDFs) to VARs and distributors.

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