• Question: Outsourcing's Impact On The Channel

    What impact will offshore outsourcing and offshore programming likely have on the channel? Is it a concern of yours going forward that the whole economic structure could be turned on end?
    --Linda Williams, president of Williams & Associates, a Microsoft training partner

  • Question: Programs For Targeting SMBs

    How do you envision your partner program evolving to meet the needs of SMBs specifically?
    --Eric Raarup, director of business solutions at Inetium, a Microsoft ISV

  • Question: Hackers and Security

    What is Microsoft doing to promote more spending among its customers and partners on security and identity-management technologies? Second, what is your personal position on hackers who, to a certain extent, represent some degree of innovation?
    --Rajneesh N. Shetty, independent IT programmer

  • Tivoli’s Robert LeBlanc

    Until last year, IBM's Tivoli division was suffering from a true identity crisis--a rather ironic situation given that the unit is, among other things, a leading provider of identity-management solutions. In addition to losing focus, Tivoli was mired in technical and support issues, and lacked a well-defined channel strategy.

  • On Demand Up Close

    Much of the technology fueling IBM's e-Business On Demand strategy is brewing within the company's Tivoli unit. Robert LeBlanc, Tivoli's general manager, talks about the technology in an interview with VARBusiness editors.

  • Acer Backs Up Channel

    Acer executives, insisting that competitors erred by increasing direct sales to compete against Dell, plan to introduce a channel strategy that will increase its U.S. sales to $1.8 billion, up from this year's $330 million, by the end of 2006.

  • Tools Cater To Leveraging Legacy Cobol Apps

    It seems that Cobol applications never fade away. Mainframes still run about 60 percent to 80 percent of business applications, according to research firm Gartner, which adds up to billions of lines of Cobol code integrally tied to enterprise systems.

  • ProTechnology Capitalizes On Adbe Know-How

    During ProTechnology Automation's first eight years in business, President Dan Roth ran the company as a highly technical niche solution provider focused on document output solutions.

  • IBM's Vitagliano Sets Goals

    IBM's new worldwide distribution executive says the company wants to drive more storage and software revenue through its largest PC distributors.

  • HP Pricing Delay Irks HIP Distributors

    Hewlett-Packard has yet to firm up a pricing strategy for enterprise products sold through its HP Integrated Partner Program, a distribution executive said. And the delay is frustrating some HIP distributors and solution providers.