• Cisco Changes Sales Comp

    Cisco Systems has taken new steps to tighten the bonds between its direct-sales force and its solution providers, offering for the first time sales incentive bonuses to its enterprise sales organization that are tied to channel objectives.

  • New Wave Of Help-Desk Software For SMBs Is Here

    Enterprise companies have for years relied on costly help-desk software to track everything from help-desk support calls to IT assets. But now economic conditions and government regulations are prompting small to midsize companies to follow in their footsteps.

  • New Softek Service Evaluates Storage

    Softek is offering a storage assessment service to its channel partners free of charge as a way of increasing storage business for the vendor and its solution providers.

  • Altiris, VARs Get Wise

    Christmas came early for systems management vendor Altiris last week, as the company acquired privately held enterprise application management outfit Wise Solutions in a deal worth $43 million in cash and stock. The move enables the Lindon, Utah-based company to expand its application packaging offerings across the board, a reality that resonated strongly with VARs and customers in the space.

  • HP Offers Utility Computing Spark

    Hewlett-Packard last week upped the ante in the utility computing space with moves to virtualize the desktop PC with server blades and expand its pay-per-use offerings.

  • Xybernaut Expands Into Wireless, Mobile

    Xybernaut is working to tap a growing business need for wireless and mobile products and solutions by beefing up its channel program, which has attracted about 50 new partners over the past 18 months.

  • Channel Lifts Oki Data

    Oki Data Americas' major investments in the channel this year have boosted its revenue and market share, and the company vows to continue its aggressive channel push next year, said President and CEO Stew Krentzman.

  • Phoenix Technology Goes Beyond BIOS

    BIOS software vendor Phoenix Technologies has introduced new system software that the company says will improve security and manageability for networked systems.

  • Wi-Fi Players Target Cisco

    Netgear, Bluesocket and Propagate Networks have partnered to offer a wireless networking solution to compete with Cisco Systems in the enterprise market.

  • BenQ Migrates To Distributors To Support Channel

    BenQ is moving more products through its distribution partners, increasing its number of field sales reps and bolstering its partner programs to improve availability and solution provider sales, said Ralph Tang, president of BenQ.

  • Storage Startups Look To Channel For Help

    While major storage vendors try to find ways to balance their direct and indirect sales, often stepping on partners' toes in the process, a new crop of startups plans to be all-channel, all-the-time, from day one.