Recent Articles
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First J2ME Mobile Phone Trojan Spotted
Russian anti-virus specialist Kaspersky Lab has discovered evidence of the first mobile phone Trojan targeting J2ME (Java 2 Platform, Micro Edition) devices. The sample Trojan, identified as Redbrowser.A, works on most phones with J2ME support, raising fears that malware writers are expanding the target beyond just Symbian-based smart phones. Redbrowser.A is a J2ME-based Java Midlet…
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Business Objects Is Promoting VARs’ Vertical Nature in 2006
Business intelligence firm Business Objects is promoting the vertical nature of its VARs in 2006, through marketing and demand generation, as the company looks to advance its vertical appeal in the midmarket. The vendor experienced significant growth from indirect channels in 2005, founded on recruitment and marketing efforts in the midmarket—license revenues through VARs rose…
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Open Source Ripe for the Taking
As I write this column, Oracle has just acquired the open-source company Sleepycat and its embedded database, Berkeley DB. By the time you read this, it’s quite possible that Oracle will have acquired even more open-source companies. There has been plenty of discussion about the effects of Oracle’s Sleepycat acquisition on the database market and…
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Spy Killer Webroot Refines Channel to Target the Enterprise
Security firm Webroot Software cut 85 percent of its 2,000 VARs and fit the remainder into a formal partner program as the company sets out to dominate the corporate spyware market, which it calls a wide-open opportunity. The Channel Edge Partner Program fortifies Webroot’s VAR relationships and allows the company to deliver more support to…
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Xactly Sheds Light on Partners’ Sales Pictures
The common practices for tracking partners’ sales statistics are too murky for Chris Cabrera’s liking. The reliance on Excel spreadsheets and sales reports delivered months behind can leave partners in the dark about their performance and thus they could fail to capitalize on incentives, Cabrera said. While working for software maker Callidus, which produced sales…
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CA to Open Thousands of Direct Accounts to Channel
Software maker Computer Associates announced Feb. 27 that it would begin migrating thousands of named accounts to the channel from direct sales, as the vendor seeks to leverage the business expertise of partners. CA was unable to provide firm numbers, but it would be several thousand customers, most starting at the small end of the…
