• IGS Plays Nice With SMBs

    IBM Global Services and the small and midsize business market appear an unlikely match, but the world's largest IT-services firm has been bent on expanding its range by winning more midsize customers.

  • Kumar Pledges To Help Partners

    On the final day of his company's annual partner and customer conference in July, CA chairman and CEO Sanjay Kumar did something rather remarkable for an executive of his caliber. In a closing session with several hundred attendees, the impeccably tailored Kumar sat down on the edge of the stage to field questions. "My feet are killing me," he said to the delight of the crowd, who seemed to appreciate his ease, candor and humility.

  • Hardware Giant To Feast On Software Line

    Legato Systems CEO David Wright seemed relaxed and comfortable, even though it was just announced that his company would be acquired by data storage giant EMC. And why not? He was on an early-morning call with EMC CEO Joseph Tucci to tell Wall Street that--after years of rumors--the two companies would merge in a $1.3 billion stock deal. Once the agreement is complete, sometime in the fourth quarter, Wright will run the Legato division of EMC as an executive vice president.

  • An Interview With Ann Livermore

    Ann Livermore, who oversees HP Services, Hewlett-Packard's $12.4 billion services arm, says HP is winning big deals because it is showing that it is more agile than its rivals. She points to recent victories in key accounts, including consumer-products giant Procter & Gamble and finance giant CIBC. Sound victories no doubt, but these were firms HP already had ties to. The real test for HP Services will be how it fares in places where IBM Global Services, EDS and others reign supreme.

  • Seal The Deal

    Who says there's no free lunch anymore? In Kansas City, Kan., you can get one once a month, courtesy of NetStandard, a locally owned and growing managed-service provider that has successfully made the transition from a product-driven, transaction-oriented VAR business to a more consultative, annuity-driven company. Sales and marketing vice president Jack Mackey credits all those free lunches as one reason why.

  • Buyer Beware: Don’t Shop At StoresOnline

    A company out of Orem, Utah, StoresOnline, brands itself a "leading e-services provider" but has been accused of being a "ripoff." After attending an initial informative meeting, the company invites interested parties to a second all-day workshop, luring them with breakfast and lunch.

  • GTSI’s Dendy Young: Back From the Brink

    The notion of GTSI increasing its revenue and being on the verge of $1 billion in annual sales seems natural these days, but it wasn't always the case. The government solution provider, based in Chantilly, Va., was in a slump and facing a gloomy future during the mid-1990s. However, that was before Dendy Young turned things around.

  • MCI Responds To New Accusations

    MCI Chairman and CEO Michael Capellas said the carrier is cooperating fully with federal prosecutors' investigation of claims that it has been avoiding access charges by rerouting U.S. network traffic through Canada.