• Tivoli’s Robert LeBlanc

    Until last year, IBM's Tivoli division was suffering from a true identity crisis--a rather ironic situation given that the unit is, among other things, a leading provider of identity-management solutions. In addition to losing focus, Tivoli was mired in technical and support issues, and lacked a well-defined channel strategy.

  • On Demand Up Close

    Much of the technology fueling IBM's e-Business On Demand strategy is brewing within the company's Tivoli unit. Robert LeBlanc, Tivoli's general manager, talks about the technology in an interview with VARBusiness editors.

  • Acer Backs Up Channel

    Acer executives, insisting that competitors erred by increasing direct sales to compete against Dell, plan to introduce a channel strategy that will increase its U.S. sales to $1.8 billion, up from this year's $330 million, by the end of 2006.

  • Tools Cater To Leveraging Legacy Cobol Apps

    It seems that Cobol applications never fade away. Mainframes still run about 60 percent to 80 percent of business applications, according to research firm Gartner, which adds up to billions of lines of Cobol code integrally tied to enterprise systems.

  • ProTechnology Capitalizes On Adbe Know-How

    During ProTechnology Automation's first eight years in business, President Dan Roth ran the company as a highly technical niche solution provider focused on document output solutions.

  • IBM's Vitagliano Sets Goals

    IBM's new worldwide distribution executive says the company wants to drive more storage and software revenue through its largest PC distributors.

  • HP Pricing Delay Irks HIP Distributors

    Hewlett-Packard has yet to firm up a pricing strategy for enterprise products sold through its HP Integrated Partner Program, a distribution executive said. And the delay is frustrating some HIP distributors and solution providers.

  • The CRM Revenue Generator? VARs Cast Their Votes

    Perhaps the biggest surprise to come out of the CRN/Aberdeen Group survey is which vendors solution providers deemed most likely to generate CRM-related revenue for the midmarket channel. Top honors went to Microsoft, followed by Siebel Systems.

  • Benefits Of SOA May Outweigh Pains Of Reorganization

    The service-oriented architecture (SOA) and Web services model undoubtedly will provide most of the communication layer necessary for the next generation of application integration projects. Vendors such as SeeBeyond and BEA Systems are going even further and merging their EAI brokers with business-process management (BPM) orchestration engines and application workflows to provide a cohesive method of designing and developing applications in a single environment.