• HP Revamps Product Distribution

    Hewlett Packard is revamping its HP integrated Partners (HiP) program and adopting a more traditional way of engaging distributors of enterprise IT products. The company is essentially dumping the fee-for-service model that it embraced three years ago and replacing it with one that will see allies including Avnet Hall-Mark, Arrow and Pioneer KeyLink take title to products.

  • HP Distributors To Take Title Back On Enterprise Products

    Hewlett-Packard executives said Friday that the company has abandoned its distributor fee-for-service model under the HP Integrated Partner (HIP) program and replaced it with model that allows distributors to take title of product and count those sales as top line revenue.

  • 3Com Targets BrightArrow

    3Com and BrightArrow Technologies last week agreed to co-market their VoIP solutions, a deal that will make BrightArrow's voice applications available through the same distribution channels as 3Com's NBX IP-PBX products.

  • EMC Hones Software Focus

    EMC executives last week spelled out their new Information Lifecycle Management strategy, a holistic approach to managing and protecting data that depends heavily on software the company is offering for EMC and non-EMC platforms.

  • <I>CRN</I> Interview: Harry Vitelli, Adobe Systems

    A key part of Adobe's strategy for putting Acrobat on every desktop is its line of server products, designed to turn PDF files into intelligent documents for collaboration and for data sharing. Adobe has a lot of experience selling through distributors and is now working with integrators to sell its enterprise software.

  • Systemax Rebounds From Tough Year

    With white-box desktops and notebooks garnering historically high channel market share, eyes will be focused on Systemax this week as the $1.5 billion maker of custom systems gets set to report its most recent quarterly earnings on Aug. 12.