Recent Articles
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What Sun Really Wants to Sell in the x86 Market
I have a love-hate relationship with Sun Microsystems. I love many of its products and technologies; I hate the way it presents and packages them. I feel like it can hardly manage one step forward without taking a step back. Take, for example, the confusion about the company’s operating systems for the x86 market. On…
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Using Lead Programs to Exceed Quota
“Leads.” The word often stirs up heated debate. Go to any online business forum, and it is a perennial favorite. “Are leads good?” “Can you rely on vendors to deliver solid leads?” “Where can one find the best leads?” None really gets to the core issue, though: how to make channel leads more efficient. On…
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Microsoft to Step Up Server Product Release Schedule
SAN DIEGO—Microsoft Corp. is planning to deliver updates to its Exchange Server product every two years and is considering a similar move to deliver SQL Server updates in a more timely manner, company officials said at the TechEd 2004 conference here. The moves to deliver more frequent, smaller updates—rather than waiting years between major releases…
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Is Your Revenue Pipeline Management Systematic or Black Magic?
I find that technology services companies are very systematic about tracking active prospect and proposal activity and using that as a basis to project revenues. In fact, sometimes, they are downright scientific, even applying probability percentages to each opportunity. But everything leading up to that point is black magic. There is no systematic way for…
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Wireless Network to Turn City into One Big Hot Spot
CHASKA, Minn.—This upscale suburb will soon become one of the few, but growing, U.S. cities almost entirely within a “hot spot” of high-speed wireless access to the Internet. The Wireless Fidelity network will blanket virtually every home, business and city office with broadband-grade bandwidth —that is, super-fast access to the Internet without a hard-wired connection.…
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Management Plays Key Role in Success of Electronic Patient Record System
The secret to success for electronic health systems is not to do them halfway, says Tom Smith, CIO of Evanston Northwestern Healthcare. When ENH began its three-year, $30 million move to a fully integrated system, he says, the biggest resource was the support of the ENH board, which ensured that all health care workers participate…
