• .NET Losses

    "We need to do a better job making sure that we are a good partner."
    --Microsoft CEO Steve Ballmer

    That statement may be the one thing that Microsoft and its partners agree on today. The biggest software company in the world is quite different than it was a year ago, but not because of lawsuits, government settlements or new products. Microsoft has become barely recognizable in its channel management these days, employing changes that are unpopular, at best, and potentially harmful to partners.

  • IBM’s Big Partner Agenda

    As IBM rolls into a new year, the company hopes to build on the strengths it established in 2001, particularly partner relationships. To that end, Peter Rowley, general manager of IBM's Global Business Partners unit, has been working on plans for the channel, while taking some time to look back at his first year on the job.

  • Give Credit Where It’s Due

    According to a recent study conducted by Reality Research for the Global Technology Distribution Council, there were $71.5 billion worth of computer product purchases made by resellers through distributors from October 2000 through September 2001. Of that, distributors extended $39.3 billion in credit to second-tier resellers. That means more than half (55 percent) of those purchases were financed by the distributors themselves.

  • Who’s In Control Of the Airwaves?

    It's a story that Kafka would have loved. In 1996, the FCC granted more than 200 airwave licenses to a company called NextWave Telecom in a $4.74 billion bid. At the time, NextWave was touting itself as a nationwide carrier's carrier with plans to provide wireless services on a wholesale basis at low rates.

  • Fighting For Second

    Normally, two technology franchises battling for the top spot in a coveted market would try to portray themselves as the top dog rather than the underdog.

  • Challenges Ahead For Mobile Technology

    For mobile technology, 2001 was the best of times and the worst of times, at least according to a report by The Yankee Group's David Berndt, director of wireless/mobile technologies. While advances were made in next-generation networks, there were also setbacks for carriers and manufacturers. Some key events include:

  • <i>CRN</i> Interview: Dan Vertrees

    Dan Vertrees, vice president of North America partner sales at Compaq Computer, discussed the computer giant's 2002 channel programs in an interview with CRN Industry Editor Craig Zarley.

  • IT Services Rebound

    A report by Baird Technology Services says 2002 will see a much-awaited upswing for consultants and integrators. The top trends:

  • Enterprise Ambition

    Compaq Computer plans to spend about $26 million more on rebates and market development funds for storage solution providers this year than it did last year, and also plans to introduce new programs to help increase its share of the enterprise storage market.