CRN Channel News


  • Vendor debuts five new phones, updates HiPath 4000 communications system


    Siemens Boosts IP Telephony Portfolio
    Siemens Information and Communication Networks bolstered its IP telephony portfolio with the introduction of a new line of IP phones and the latest version of its HiPath 4000 Real-Time IP System.
  • Now available; FAT file system and ClearType font technology


    Microsoft To Open IP?
    Partners are skeptical about Microsoft's expanded IP licensing policy but are hopeful that it signals an acknowledgement that the company must loosen its grip on its proprietary technologies.
  • Intel: Processor Biz Strong
    Despite a $600 million write-off in its Wireless Communications and Computing Unit, chip maker Intel said its processor business is seasonally strong and has boosted its profit for the fourth quarter.
  • <I>CRN</I> Interview: Chuck Boesenberg, NETIQ
    NetIQ is aggressively growing its portfolio, bolstered by its, acquisitions last year of Marshal Software and PentaSafe Security Technologies. CRN Editor Heather Clancy recently spoke with NetIQ CEO, President and Chairman Chuck Boesenberg about his company's priorities in the security marketplace.
  • IBM unit paves the way for new leadership as channel chief retires


    Tivoli: Life After Twomey
    IBM's Tivoli unit said last week that channel marketing guru Michael Gerentine will succeed retiring channel chief Michael Twomey.
  • Bonuses for vendor's direct-sales team tied to channel objectives


    Cisco Changes Sales Comp
    Cisco Systems has taken new steps to tighten the bonds between its direct-sales force and its solution providers, offering for the first time sales incentive bonuses to its enterprise sales organization that are tied to channel objectives.
  • The Unique Challenges Of Redistribution Deals
    As systems integrators and VARs, you are in unique negotiating positions. The element of redistribution in any deal creates a chain of "deals within a deal." Deal complexity is further complicated by the addition of your value-add prior to redistribution. Managing these deal linkages can be complex, and if not addressed on the front end, they may be quite costly at the back end. Ensure that you negotiate at least the following:
  • Acquistion seen as win-win for application pacakaing players


    Altiris, VARs Get Wise
    Christmas came early for systems management vendor Altiris last week, as the company acquired privately held enterprise application management outfit Wise Solutions in a deal worth $43 million in cash and stock. The move enables the Lindon, Utah-based company to expand its application packaging offerings across the board, a reality that resonated strongly with VARs and customers in the space.
  • Xybernaut Expands Into Wireless, Mobile
    Xybernaut is working to tap a growing business need for wireless and mobile products and solutions by beefing up its channel program, which has attracted about 50 new partners over the past 18 months.
  • New CEO says printer vendor's partner strategy is paying off


    Channel Lifts Oki Data
    Oki Data Americas' major investments in the channel this year have boosted its revenue and market share, and the company vows to continue its aggressive channel push next year, said President and CEO Stew Krentzman.
  • McNealy's Dilemma
    Sun Microsystems Chairman, CEO and President Scott McNealy has gotten a lot of unsolicited advice over the past year.
  • Phoenix Technology Goes Beyond BIOS
    BIOS software vendor Phoenix Technologies has introduced new system software that the company says will improve security and manageability for networked systems.
  • ShadowRAM: December 8, 2003
    Microsoft has asked various people who posted photos and video clips of the company's Comdex Matrix spoof to remove them from their sites, citing the restriction on photography after the initial minute of Bill Gates' speech. Those people have obliged, which means relatively few people outside of the 7,000 or so who saw the speech have seen this particular oeuvre. The company's official transcript also omits any mention of it. The film was funny but in no way was it as good as previous efforts. So I guess it gets a thumbs-down from this reviewer.
  • BenQ Migrates To Distributors To Support Channel
    BenQ is moving more products through its distribution partners, increasing its number of field sales reps and bolstering its partner programs to improve availability and solution provider sales, said Ralph Tang, president of BenQ.
  • Tech Data Opens Websphere Center For Testing
    By setting up a new WebSphere Integration Center (WIC) at Tech Data's Clearwater, Fla., campus, the distributor hopes to assist IBM executives in adding clarity to the vendor's overall on-demand strategy.
  • Benq Projectors Meet Multimedia Needs
    As businesses of all sizes invest in multimedia conference rooms and home theaters become an increasingly popular feature in many new homes, high-quality projectors are an important item for a solution provider's portfolio. With that in mind, CRN Test Center engineers reviewed two robust projectors from BenQ.
  • Sony DRU-510A DVD Recorder
    Common CD-RW drives have really plummeted in price over the past year or so, and now DVD recorders have started down the same path. Earlier generations of DVD recorders were limited in media compatibility and carried a high cost.
  • Target: Intuit


    Microsoft Weighs New Play For Low-End Accounting
    Microsoft is hoping Magellan can take it where Microsoft Profit and bCentral Finance Manager could not. The destination? Small business accounting, a market dominated by Intuit's QuickBooks.

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