• Partners Seek Commitment From IBM's Palmisano

    Channel executives describe Sam Palmisano, IBM's next CEO, as a man who listens carefully, questions closely and then acts. But some solution providers, frustrated with Big Blue's move last week to eliminate field sales representatives for its PC division, say Palmisano must maintain those traits if he values their loyalty and business.

  • Sapient Posts 4Q Loss

    Technology consultancy Sapient Corp. on Thursday posted a loss, compared with a profit a year ago, as revenues tumbled by more than half amid ongoing weakness for Internet-related projects.

  • Hard Facts: February 4, 2002

    As is the case with software vendors (CRN, Jan. 7-14), solution providers are giving higher marks to the channel programs of many key hardware vendors, according to the latest data from CRN's Channel Satisfaction Survey.

  • Standard Finally Debuts For Linux ISVs

    After a three-year effort, the open-source community has released a common Linux standard for ISVs. With that, proponents of the open-source operating system are betting on a higher availability of penguin-stamped applications on store shelves.

  • Management Shortcomings

    Failure often has many causes. But in my work, I see some problems over and over: Many solution providers struggle, for one, because they don't have what I call a "real CEO."

  • Lack of Differentiation

    You hear a lot about how the IT market is tight. Fees are dropping. Contracts are harder to get. What does this suggest? How about more competition chasing fewer customers in the existing markets? It might be time for something new.