John Hazard

A little more than a year ago, Jim Locke, president of J.W. Locke and Associates LLC, had trouble just getting past the call center at Sonic Wall, a

In its plans to release Exchange 12 exclusively for the 64-bit platform, Microsoft Corp. is sowing the field for VARs that expect to reap the harvest of

Computer Associates International Inc., in early 2006, will eliminate the single biggest complaint of its SMB (small and midsize business) resellers, when

Kevin Gilroy, the former channel chief at Hewlett-Packard Corp. and a popular figure among VARs, turned up this week in the New York offices of

CA didn't find the channel, the channel found CA. Computer Associates International Inc.'s sales and channel leaders have decided to build an indirect

Computer Associates International is no longer. As of now, the company will be known simply as CA, executives announced at the software maker's CA World

James Hanley's address to Computer Associates International Inc. partners at CA's Partner Symposium this week was shy on details. Hanley, CA's senior vice

Throughout the meeting rooms, exhibition halls and lunch tables at CA World 2005 in Las Vegas, one phrase has had a special resonance with channel

Distributor Tech Data Corp. is collaborating with ComputerRepair.com to help members of its TechSelect reseller group extend their geographic reach.

Disclic Ltd, a software reseller based in Staffordshire, England, last week began selling secondhand Microsoft Corp. software licenses in the British

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

For VAR HMP Networks, investing on a customer relationship has been tricky because company executives always feared Hewlett-Packard Co. swoop in and