Recent Articles
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Companies Join Up to Share Patents for Linux
IBM, Sony Corp., Philips N.V. and Linux distributors Red Hat Inc. and Novell Inc. announced Thursday that the companies would be forming a new company—Open Invention Network—to share Linux patents without charging for royalties. OIN’s (Open Invention Network) plan will be to acquire Linux-related patents and share them royalty-free to any organization that agrees not…
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Digest: News from Agilysys, FileNet, RightNow, Index Engines
Agilysys introduces a program for HP partners, FileNet’s new solution helps partners customize BPM applications for customers, RightNow partners with ISC, and Index Engines launches a new channel partner program. Agilysys Aids HP Partners With New Channel Program Agilysys Inc. of Cleveland, Ohio has introduced the Server Accelerator program for Hewlett-Packard channel partners. The goal,…
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HP’s Future Just Got Brighter
Sometimes a vendor makes a move that indisputably makes so much sense, one has to wonder why nobody thought of it before. Such is not the case with Hewlett-Packard’s decision to redirect its direct sales organization in Colorado to a partner-supporting role. Partners for years had been clamoring for the Palo Alto, Calif.-based vendor to…
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Vendors Find Themselves Out of Line
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 Corp., respondents gave themselves a collective grade of 66 out of 100 for the ability to identify customers’ buying process and meet it with a sales process.…
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Phoenix Eyes U.S. Presence Through Channel
Phoenix Technologies Ltd. will launch an enterprise reseller program in the U.S. in coming weeks to market its endpoint security products. The company, perhaps best known for its BIOS products, has typically worked with systems builders and OEMs. But Phoenix plans to broaden its channel initiative as it rolls out products such as TrustConnector 2.…
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HP’s Decision to Clearly Define Direct Accounts Wins Points with Partners
For VAR HMP Networks, investing on a customer relationship has been tricky because company executives always feared Hewlett-Packard Co. swoop in and scavenge the account. “That fear was always there,” said Romi Randhawa, president of HPM Networks, of Fremont, Calif. That is because of the vendor’s practice of selling directly to customers, sometimes steering them…
