• Direct Distribution Mindset

    Hewlett-Packard's strategy to rely more on direct distribution over the past year for much of its commercial product sales still doesn't sit well with distributors and solution providers, who say service levels have suffered.

  • Voyager On Its Way

    Microsoft is on track to ship the first release of its Jupiter e-business suite late this year, but the company is still sorting out major packaging issues, sources close to Microsoft said.

  • Solution Providers Put Their Own Mark On Branding

    About four years ago, CDW Computer Centers launched its first major marketing campaign to differentiate itself from the 75,000 other resellers crowding the market. "We had to dispel any misconceptions that we just took orders and shipped boxes," said Don Gordon, CDW's vice president of advertising. The key to the Vernon Hills, Ill.-based company's ongoing marketing success is based on listening to and acting on the customer feedback it constantly solicits.

  • Full Steam Ahead For Vendor

    Hewlett-Packard Chairman and CEO Carly Fiorina told the Global Technology Distribution Council last month, nearly one year after closing the largest and most contentious merger battle in IT industry history, that the vendor was well ahead of its premerger goals.

  • Adding PartnerOne SMB Network Level

    Hewlett-Packard last week said it is adding another membership category to its PartnerOne channel program in order to better engage solution providers serving small businesses in tertiary markets.

  • CA Touts On-Demand Plans

    Computer Associates International President and CEO Sanjay Kumar last week unveiled the company's strategy for on-demand computing and introduced new network management products to support it during a keynote address at NetWorld Interop here.

  • EMC's New Tech Allies

    EMC formed technology partnerships with Microsoft and Cisco Systems last week at the EMC Technology Summit here.

  • Dell's Custom-System Sliver

    Dell Computer, eight months into its Solution Provider Direct white-box program, has picked up a tiny piece of the overall custom-system pie, according to new CRN research.

  • Internap Woos Cisco Partners

    Internap Network Services hopes to tap several of Cisco Systems' channel partner groups to sell and implement its performance-based routing services and complementary offerings.

  • Sun Steps Up Server Plans

    Sun Microsystems plans to release to manufacturing a revamped Sun ONE Integration Server by the fourth quarter, with product availability expected in early 2004, according to solution providers familiar with the vendor's plans.

  • Brother's MPrint Is Tiny But Tough

    Brother last week introduced its new MPrint micro printer, a compact, ultralightweight model that's capable of printing from a variety of mobile devices and should increase the productivity of mobile workers.

  • CompuCom Bets Big On Services

    National systems integrator CompuCom is rolling out several new initiatives as it continues to increase the services portion of its revenue mix.