• Five Tips For Successful Selling To Small Business

    For all the talk of mining the small-business sector during the past year, clearly the channel has only scratched the surface of what could be a monumental opportunity. Ironically, many in the channel--systems builders, PC repair shops, traditional VARs and IT consultants--are small businesses themselves. In fact, 78 percent of North American VARs are small businesses (defined as having between 1-99 employees).

  • Keystroke Cops

    Be careful where and what you type these days because someone might be recording it. That's what many unsuspecting patrons of Kinko's stores in New York discovered recently when Juju Jiang, 24, pled guilty in federal court to five counts of computer fraud.

  • Symantec Rates the Competition

    One hundred twenty-eight Symantec partners relax after a dinner at Chicago's Westin River North recently, courtesy of the security vendor's Enterprise Partner Summit 2003. Too bad John Thompson can't kick back with them. The chairman and CEO of $1.4 billion-plus Symantec dropped by earlier that day to say hello.

  • Microsoft Boosts Sales Support

    Microsoft rang in its new fiscal year on July 1 with partner maven Allison Watson walking away from the negotiating table with a smile on her face. Watson, who is nearing the wrap of her first year as vice president of worldwide partner sales and marketing at Microsoft, had all of her program and staffing proposals funded in full, despite fiscal 2004 being a cautious budgeting year for the Redmond, Wash.-based software giant.

  • Sueltz Determined To Make Sun Services Shine

    As the executive vice president of Sun Services, Patricia Sueltz isn't your typical soccer mom. But, she uses the popular sport to illustrate the revised and renewed channel strategy of her company--which generated $3.4 million in 2002 and ranked the computer-maker at No. 21 on this year's VARBusiness 500 list of the industry's largest solution providers.

  • Arrow Electronics Sees Second-Quarter Sales Increase with MOCA, Storage

    Arrow Electronics recently announced second-quarter financials were somewhat perplexing. On one hand, Arrow heralded more cost-cutting and restructuring, as it closed three major distribution centers. But the industry's third-largest IT distributor bucked the trend of declining enterprise sales in North America with impressive results, thanks in large part to its Sun Microsystems business and storage-technology line.

  • Microsoft Readies New MSN Version After Year Of Losses

    When Microsoft unveiled a multimillion-dollar makeover of its MSN Internet-browsing software last fall, the company had 9 million subscribers and a $300 million marketing campaign designed to draw hordes of new customers.

  • Computer Associates Claims New Accounting Practices

    Computer Associates International, whose accounting is being investigated by federal authorities, has revamped its governance and accounting practices in the past year, according to the company's independent directors.

  • Open Text Could Bolster Channel With Gauss Acquisition

    Open Text's $11 million tender offer Wednesday for German Web content management vendor Gauss Interprise could be a windfall for the handful of consulting and integration partners that deploy Open Text's Livelink suite to enterprise customers.

  • Tool Integration On Track At IBM/Rational

    As Rational Software has been absorbed into IBM over the last six months, the technology fit is working, thanks to the Eclipse open-source developer's workbench, says former Rational CEO Mike Devlin, now general manager of the IBM/Rational unit of the IBM Software Group.