Recent Articles
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6 Habits of Top I.T. Groups: A Consultant’s List
Advanced I.T. organizations make “aggressive” use of technologies that support a service-oriented mindset and are devoting more time to implementing industry best practices, according to research from Ovum Summit. The Boston-based consulting firm interviewed 300 technology managers and identified six things that the most effective technology departments do, starting with making sure their I.T. projects…
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IBM Takes Web 2.0 to Partners
Looking to bring the benefits of Web 2.0 and social networking to the commercial side, IBM is rolling out its own entry, Lotus Connections. The Armonk, N.Y., company announced the program and other social networking initiatives for its partners at its Partner World Summit in St. Louis April 30. Described by IBM as embodying the…
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Eclipse of Reason: Sun’s Channel Misstep
Sun’s pricing debacle in April points to a weakness in the structural setup of a good number of IT vendors, even those commonly perceived as “channel friendly.” The weakness results from lack of communication between a vendor’s channel-focused employees and those who work on the direct side of the business. Unless the vendor does 100…
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Sun Cuts In Partners
Four days after it initiated a sales promotion that offered deep discounts directly to customers on some of its major products, Sun Microsystems is making changes to the program to quell cries of channel conflict from partners. VARs told Sun that the promotion was undermining deals they had underway with customers, the company said in…
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Mastering the Mysteries of Managed Services
With major Managed Services hosted separately by CompTIA and the Managed Services Provider Alliance on tap for May, you can expect to hear a lot of the grousing from solution providers about the lack of profitability they are seeing when they first move their business towards a managed services model. For the most part, a…
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Websense to Acquire Channel Rival SurfControl
Websense announced April 26 that it will acquire fellow Web security provider SurfControl for $400 million. The deal is expected to close in about four months, pending approval from regulatory agencies in the United States and United Kingdom. If approved, the acquisition would mean enhanced products and a new organization with the scale to compete…
