Year: 2005

  • VARs Take Notice: Vendors Are Customers Too

    VARs Take Notice: Vendors Are Customers Too

    Elliot Markowitz

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    I know I have been guilty of this in the past: dividing the technology universe into three oversimplified buckets of vendors, channel partners and end-user customers. I never identify an end-user organization, the ultimate stop on the technology bus, as just a customer because to me, the channel of VARs, integrators, VADs and solution providers,… Read more

  • Companies Join Up to Share Patents for Linux

    Companies Join Up to Share Patents for Linux

    Steven Vaughan-Nichols

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    IBM, Sony Corp., Philips N.V. and Linux distributors Red Hat Inc. and Novell Inc. announced Thursday that the companies would be forming a new company—Open Invention Network—to share Linux patents without charging for royalties. OIN’s (Open Invention Network) plan will be to acquire Linux-related patents and share them royalty-free to any organization that agrees not… Read more

  • Digest: News from Agilysys, FileNet, RightNow, Index Engines

    Karen D. Schwartz

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    Agilysys introduces a program for HP partners, FileNet’s new solution helps partners customize BPM applications for customers, RightNow partners with ISC, and Index Engines launches a new channel partner program. Agilysys Aids HP Partners With New Channel Program Agilysys Inc. of Cleveland, Ohio has introduced the Server Accelerator program for Hewlett-Packard channel partners. The goal,… Read more

  • HP’s Future Just Got Brighter

    HP’s Future Just Got Brighter

    Pedro Pereira

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    Sometimes a vendor makes a move that indisputably makes so much sense, one has to wonder why nobody thought of it before. Such is not the case with Hewlett-Packard’s decision to redirect its direct sales organization in Colorado to a partner-supporting role. Partners for years had been clamoring for the Palo Alto, Calif.-based vendor to… Read more

  • Vendors Find Themselves Out of Line

    Vendors Find Themselves Out of Line

    John Hazard

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    IT vendors have a dim view of their own efforts to make sales and marketing match their customer’s needs. In a recent survey of sales executives by IDC Corp., respondents gave themselves a collective grade of 66 out of 100 for the ability to identify customers’ buying process and meet it with a sales process.… Read more

  • Phoenix Eyes U.S. Presence Through Channel

    Phoenix Eyes U.S. Presence Through Channel

    John Moore

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    Phoenix Technologies Ltd. will launch an enterprise reseller program in the U.S. in coming weeks to market its endpoint security products. The company, perhaps best known for its BIOS products, has typically worked with systems builders and OEMs. But Phoenix plans to broaden its channel initiative as it rolls out products such as TrustConnector 2.… Read more