Recent Articles
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An Alternative to Cost Cutting
Outsourcers can employ technology to gain a competitive advantage, rather than rely strictly on cost-cutting measures to do so. That’s the message of Irfhan Rajani, chief executive officer of Apparent Networks Inc. The software company’s flagship AppareNet product is designed to help organizations identify network bottlenecks that impede application performance. Apparent Networks last week inked…
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Ballmer: Microsoft Wants a Bigger Piece of the Software, Services Pie
MINNEAPOLIS—Microsoft may love its partners. But that isn’t stopping the company from continuing to encroach on areas that have traditionally been its partners’ turf. At the final day of Microsoft’s worldwide partner conference here on Sunday, Microsoft CEO Steve Ballmer kicked off his morning keynote with repeated shouts of “I love you, partners!” But shortly…
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Oracle Must Work Harder to Win Over Resellers
Oracle has been working hard to win over J.D. Edwards and PeopleSoft resellers, and it is serious about providing long-term support for the enterprise resource applications that it acquired at great expense in December. But it appears that it still has more evangelizing to do. Oracle President Charles Phillips gave J.D. Edwards resellers a pep…
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D&H to Carry Cisco SMB Product Line
Cisco Systems Inc. has added D&H Distributing Co. to its two-tier channel infrastructure in a move both companies say will spur incremental sales of the networking vendor’s products for small and midsize businesses. Cisco SMB products are available immediately from D&H, whose VAR and integrator base overwhelmingly comprises resellers that service and sell to small…
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J.D. Edwards Resellers Worry about Oracle Competition
REDWOOD CITY, Calif.—J.D. Edwards resellers and system integrators expressed concern Thursday about how big a piece of the market pie Oracle will share with them even as they expressed satisfaction that the enterprise resource product line has a future at least through 2013. Oracle Corp. convened a partner summit for resellers, integrators and ISVs at…
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You Can’t Turn a Horizontal Reseller into a Vertical One
I had been wondering how Microsoft’s vertical partner efforts were going. Now I know: Badly. Very badly. Bad enough that One Microsoft—its direct-sales vertical sales force—
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