John Hazard

Part of moving Websense from a direct to indirect channel has involved reorienting the salesforce to accept and work with the channel, channel chief Dave

Susan Underhill calls it the perfect storm. Retiring baby boomers and fewer bodies entering the labor market with IT skills will leave the United States

Lenovo CEO Bill Amelio plans to greatly expand the vendor's footprint in the market, but not before significantly improving the company's ability to

A set of tools and resources from IBM's alphaWorks division is introducing developers and customers to RFID in bite sizes. A testing environment and a kit

According to a recent survey by CompTIA and research firm TNS Prognostics, VAR customers expect to see their business grow by at least 40 percent in the

According to a recent survey by CompTIA and research firm TNS Prognostics, VAR customers plan to spend more in 2007 on the following technology

VARs see opportunity in voice over IP and managed services, but customers say the technologies remain far down on their list of anticipated spending

Sage Software has extended for another year its 100/100 program in an effort to add 100 new salespeople to its channel. The program, providing $11,000 to

Intel's largest product launch in 10 years, the Core 2 Duo, available en masse Aug. 7, required coordinating with more than 30 suppliers and vendors in

Avaya hopes to add as many as 600 VARs to its roster as a result of a new partnership with Access Distribution. It would mean a 24 percent increase in

VARs have been giving away much of their value for little or nothing, just to make the deal, and it's time they started charging, CompTIA officials told

Symantec made a significant shift in how it enables its 60,000 partners when it announced a new sales training curriculum July 24 that focuses on the