CRN Channel News

  • Pulse: Chip Segment Leads IT Rebound
    The tech industry has taken a positive turn, with companies across a variety of sectors"hardware, software, IT services and semiconductors"showing increased revenue, according to Culpepper, an Alpharetta, Ga.-based research firm, whose examination of U.S.-based public tech companies' Q4 '03 results reveal the greatest revenue growth momentum in three years.
  • Marketing programs are designed to give individual resellers better visibility

    Avnet Gets SMART With Lead-Generation Program
    For quite a few vendors and distributors, converting sales leads into actual business for the channel is almost as difficult as changing lead to gold. Many have tried, but few have succeeded.
  • J&J Consolidates Financial Planning
    ISA helped J&J tie together more than 200 different departments so that its managers could have a common Web-based, real-time view of its budgeting and financial-planning systems.
  • Poisoned Policies Doom Resellers

    Apple's Tactics Leave Bad Taste
    Several former Apple authorized resellers have essentially declared war on Apple. At least one has filed a lawsuit against the computer maker, and several have set up a site ( that invites others to share their tales of Apple woes.
  • Sell conventionally and you could fall into one-or all-of three traps

    How To Sell Complex Solutions
    Prospect, qualify, present and close. Those are the four basic elements of the conventional sales process, which most organizations still follow today. The problem is, the world in which we sell has changed. We must deal with complex problems and correspondingly complex solutions that involve multiple decisions and multiple decision-makers"most of whom are having an ever-increasingly hard time understanding their own problems and the solutions that will best resolve them.
  • GTDC Examines Special Pricing

    The Battle Over The Bid
    Earlier this year, the Global Technology Distribution Council (GTDC) held a "workshop" with the top executives of many distributors as well as the chief channel and sales officials from the industry's largest and most prominent vendors.
  • What's Up At Ingram Micro?
    Last winter, many analysts and market watchers were licking their chops over prospects that the IT distribution sector was poised for a much-needed rebound. The consensus among Wall Street watchers was that Ingram Micro was primed to reap the benefits, even more so than its chief rival, Tech Data.
  • A Switch To Storage Saves Sequel Data Systems
    How did a small-town computer- services shop that began in 1986 transform itself to a multimillion-dollar solution provider whose growth in 2003 topped rates not seen even in the late 1990s' Internet boom?
  • JBoss Astroturfs
    A series of Web postings appear to have gotten JBoss' boss in the middle of an open-source brawl.
  • Apple Readies Search Technology For Macs
    CEO Steve Jobs says the technology, called Spotlight, will be part of next year's Mac OS X upgrade and will let users easily search the contents of their computers.
  • Hyperion Makes Nice To the Channel
    Rodek discusses Hyperion's approach to the channel, the importance of CPM and the company's recent acquisition of Brio, which will be key to the company's growth moving forward.
  • Business Objects, Cognos and Hyperion Want You

    Look Who's Calling
    Hyperion and Cognos are also both looking to add partners and grow their indirect revenue.
  • Intel Debuts Xeon With 64-Bit Extensions
    Intel has unveiled its first processor equipped with its long-awaited 64-bit instruction-set extensions, fielding a 3.6-GHz Xeon aimed at competing against similar technology launched by AMD in 2003.
  • Hot Times Call For Cooler CPUs
    Recently, a burning issue of discomforting proportions has moved both Intel and AMD to take decisive action. The fallout will soon result in the biggest changes to microprocessor product lineups VARs will have at their disposal since the first Pentium was introduced in 1993.
  • Customers across myriad verticals turn to offshore outsourcing

    Far From Home
    For all the rhetoric about offshore outsourcing's impact on the domestic economy during this election season, the fact remains that more customers, not fewer, will utilize solution providers from other parts of the world.
  • CRN Interview: Altiris' Greg Butterfield
    As it expands from desktop management to the server and IT asset management space, Altiris has formed a new Business Partner Program that aims to strike a balance between reseller and OEM engagements in the channel.
  • While Veritas blossoms, CEO Gary Bloom ponders small biz

    Does Veritas Misunderstand SMBs?
    Gary Bloom believes Veritas can carve out a sizable niche as the only serious, viable, independent provider of utility-computing software that promises high-availability storage management, clustering and reliability.