• EMC vs. Hitachi: Ready For Business

    Several years ago, Hewlett-Packard and EMC had a very public divorce. HP ditched EMC over a branding dispute and went on to sell Hitachi Data Systems' storage,a device so poorly marketed that EMC executives easily dismissed it publicly as a knockoff of their own product. Back then, no one could have foreseen that the technology HP chose to substitute for EMC's high-end storage engine would someday be a threat to EMC.

  • Melillo Thrives In Post-HP-Compaq Merger World

    Mark Melillo, founder and president of Melillo Consulting, can breathe a sigh of relief now that the storm,i.e., the HP-Compaq merger,is over. But he won't. He and his enterprise systems-integrator business simply won't take extended breaks, and it's one of the reasons Melillo Consulting has stayed in business after 15 years in the channel.

  • New Sun Sales Model Focuses On Infrastructure Solutions

    At the Sun iForce Partner Summit here, Sun Microsystems Executive Vice President of Global Sales Robert Youngjohns mapped out a new sales engagement model focused on providing infrastructure solution practices around four key technologies: data management, Java Web services, data center and edge computing.

  • BEA, IBM Build To Integrate

    Product convergence is emerging as a fashionable promise among leading application infrastructure companies, with everyone from IBM and BEA Systems to Sun and Microsoft pledging to weave their middleware wares into a seamless platform. This, they contend, will simplify the processes of developing, deploying and integrating new and existing applications across an enterprise.

  • VARs React To Linksys Purchase

    A spot survey of Cisco partners indicates they view the company's purchase of home networking provider Linksys Group as an opportunity to boost sales to the small-business customer.

  • The Distribution Dilemma

    Their value is unquestionable. Their fiscal administration is almost unrivaled. So why, then, can't some of the nation's IT distributors seem to make their businesses work? Several, after all, are losing money or seeing their sales decline, at least. Clearly, some of IT's best and brightest wholesalers face a dilemma that's broader than a mere economic downturn: Although they play an undeniably vital role in IT, they can't seem to get justly rewarded for it.

  • The VARBusiness Interview: EMC’s CEO Joe Tucci

    VARBusiness editors Robert C. DeMarzo, Sonia R. Lelii and David Strom sat down recently with EMC CEO and president Joseph Tucci at the company's launch of its new high-end Symmetrix DMX line of storage products. We asked Tucci about his opinion on EMC's products, relationships with VARs, how he views his competitors and how he will differentiate his new product lines for his customers. Here are some of Tucci's thoughts.

  • Ideas To Thaw Out the Economy

    Vendors looking for new and innovative ways to build their midmarket businesses with the channel, and solution providers gearing up for emerging technologies such as storage and security, topped the list of priorities at last month's 2003 XChange Solution Provider conference, a CMP Media event.

  • Navigating NetWare

    This week, Novell's faithful developers, partners and solution providers gather again for BrainShare, a weeklong fest of new technology, products and programs. Certainly, the company has a new lineup of products, price cuts and partner news that could energize this legion. But it also has some major challenges ahead, including the biggest: execution. The company must stay out of its own way long enough to bring its vision to market.