Channel Marker

April 30, 2007  6:44 AM

Channel news: Dell considers channel sales; Cisco aims Linksys at SMB

Brein Matturro Profile: Brein Matturro

Dell’s founder is rethinking direct sales Michael S. Dell is now thinking about changing the way the company markets its computers. [NYT]

Cisco primes Linksys for small-business channel Cisco Systems is strengthening its attack on the small-business market with the launch of a revamped channel program for its Linksys division later this year. [ChannelWeb]

Apple says some notebooks may have battery issues Apple Inc. said on Friday some batteries in its MacBook and MacBook Pro notebook computers may have performance problems, but they do not pose a safety risk. [Reuters] Continued »

April 27, 2007  7:06 AM

Channel news: NetApp: storage virtualization overrated; VMWare IPOs

Brein Matturro Profile: Brein Matturro

NetApp VP says storage virtualization overrated NetApp’s vice president of emerging products, Jay Kidd, discusses storage virtualization, competition with Isilon and NetApp’s current identity crisis. []s

VMware goes public with $100m plea Costs and CEO salary way up. [TheReg]

Microsoft’s Vista sales boost 3q profit Windows Vista buoyed Microsoft Corp.’s quarterly results, easing fears that the new operating system is too pricey, requires too many hardware upgrades and doesn’t work with other companies’ applications. [AP] Continued »

April 26, 2007  12:20 PM

How could Sun do this to its partners?

Brein Matturro Profile: Brein Matturro

Letter to the editor,

As a principal partner of a Sun Microsystems reseller, my sales people are asking what our response should be to the large number of our customers that have been contacted directly by Sun inside sales people regarding the huge discount they can get on Sun servers, storage, and other products at Sun Store [Massive Savings; Two Weeks Only].

These discounts are not available to Sun resellers like ourselves, and I would like someone to ask them what their thoughts are regarding the impact on their partner resellers.

I have been a Sun reseller for a long time, and they have always been channel friendly in the past.  It’s disheartening to see their lack of consideration for those businesses that have stuck by them through their financial troubles.


Mike Willard
Principal Partner
Soccour Solutions

April 26, 2007  6:26 AM

Channel news: Sun/IBM high-end servers; phishers advance; Acer recalls batteries

Brein Matturro Profile: Brein Matturro

Sun and IBM to offer new class of high-end servers The companies plan to introduce specialized high-end server systems that provide fresh evidence of a new era in computing. [NYT]

Phishers add call forwarding to their arsenal The evolution continues. [TheReg]

Acer recalls 27,000 notebook batteries Blog: Got an Acer TravelMate? Check the battery. It might have been recalled. [CNET]

Laptop theft affects 160,000 Neiman Marcus employees A laptop, stolen from a consultant, contained sensitive data of about 160,000 current and former Neiman Marcus employees. [] Continued »

April 25, 2007  6:50 AM

Channel news: Tech job growth higest since bust; AMD re-woos channel

Brein Matturro Profile: Brein Matturro

Tech industry boasts biggest job growth since bust Though still down 12 percent of its work force since 2000, the high-tech industry has made great strides in the past two years, finds a recent report. [eWEEK]

AMD tries to woo back channel Radical plans afoot after Q1 ‘arse kicking.’ [TheReg]

Red Hat acquires MetaMatrix to boost SOA story Red Hat has announced that it is to acquire the assets of enterprise information integration vendor MetaMatrix as part of its new middleware strategy, which also includes new JBoss community and enterprise offerings. [Computer Business Review]

Continued »

April 24, 2007  1:34 PM

IBM to sell managed security through channel

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

IBM will announce later this week that it is moving sales of its managed security services to the channel.

The company hopes to take advantage of the relationships that its partner value-added resellers (VARs) and managed service providers (MSPs) already have with small- and medium-sized businesses, according to sources close to the deal. In return, partners will have new opportunities to receive recurring revenue from clients and to incorporate IBM services into their existing managed security offerings, the sources said.

Although the partners will be doing the selling, IBM will still run the managed security services. will have the full story when it’s announced tomorrow.

April 24, 2007  7:59 AM

X-ray vision exploits

Brein Matturro Profile: Brein Matturro

Think a client’s private data is safe from prying eyes just because there are no holes in their security systems or walls? Don’t be too sure. In the technology blog of New Scientist online, Markus Kuhn describes a way to read data from a flat panel monitor straight through “two intermediate offices and three plasterboard walls.”

Kuhn used a radio antenna and radio receiver to eavesdrop on flat panel displays by tuning into the radio emissions produced by the cables sending a signal to the monitor.

Spying on a user with a CRT monitor has been done before – it’s a technique called Van Eck Phreaking, and Kuhn has been successful at it in the past. Flat panel monitors were thought to be unlikely targets, however, since they emit little or no telltale radiation.

But Kuhn has found a way to read any monitor by reading directly from the cable. “The on-screen image is fed through the cable one pixel at a time,” New Scientist reports. “Because they come through in order you just have to stack them up. And Kuhn has worked out how to decode the colour of each pixel from its particular wave form.”

Kuhn suggests that preventing these kind of attacks may come down to “using well-shielded cables, certain combinations of colours and making everything a little fuzzy.” He also says that laptops can be modified slightly to facilitate the process by adding small pieces of wire or cable to a display.

This sounds like another reason to consider urging your customers combine physical security and IT security. Physical security folks might recognize a threat if antennas and receivers start showing up in cubicles near the CEO’s office. On the other hand, if they think antennas are just the usual newfangled geekery, they might not. IT folks can make sure there are no small pieces of wire or cable showing up on important laptops in the office.

Or…you can go help them put together a demo showing how easy it is to eavesdrop on the CEO’s secret PowerPoints from a few rooms away, and see what kind of support you get for that new security solution you’ve been pitching.

Who says Superman is the only one who can see through walls?

Julia Henderson

April 24, 2007  6:33 AM

Channel news: Customers baffled by Web 2.0; Ballmer: Microsoft biz security ready to go

Brein Matturro Profile: Brein Matturro

Web 2.0 baffles businesses, says survey Lack of know-how prevents cash-in. [TheReg]

Microsoft business security ready for prime time Forefront Client Security is due in coming weeks, says CEO Steve Ballmer. [CNET

Online backup startup signs global pact with GE A 25-person company located in a small Utah town will now be backing up much of the data for a 300,000-employee global corporation—and for 170,000 other customers. [eWEEK] Continued »

April 23, 2007  8:18 PM

CA’s new mid market business unit urges channel to sell storage software

Brein Matturro Profile: Brein Matturro

CA announced today at CA World, Las Vegas, that it has opened a mid-market business unit to help its channel sell the newly unveiled CA Recovery Management suite of storage software to companies that have 500 to 5,000 employees and revenues of $100 million to $1 billion.

The Islandia, N.Y.- based software company’s new business unit opened its doors last week and has a staff of 350 people.  The division will dedicate half of its resources to pushing storage sales while the other half will push other CA products. 

Among the benefits, resellers will receive technical and marketing assistance, but details were sketchy on any further channel incentives.“It’s a mid-market business unit that will include storage, but will expand beyond storage to  support product from anywhere in our portfolio that we can do the necessary engineering to make the product more of a mid-market oriented product,” said Bob Davis, senior vice president and general manager of CA’s mid-market and storage business unit. 

Recovery Management, which will be sold exclusively through resellers, is a suite of products that include ARCserve, CA’s back-up and recovery software, XOsoft WANsyncHA that provide business continuity for servers running Microsoft Exchange, Microsoft SQL Server or Oracle databases as well as tools for high availability, continuous data protection, failover and disaster recovery testing.    The products use one common standard user interface, Davis said. 

Another product resellers will be encouraged to push to the mid-market is ERwin, a data modeling software.  Todd Pekats, director of strategic alliances at CA business partner CompuCom Systems Inc. said the business unit will help his company in many areas of storage software sales. 

“The new business unit will offer a group of dedicated resources that will help us drive the solutions from a branding, marketing and development standpoint,” Pekats said.  “Just navigating and figuring out who to go to when we want to integrate solutions has been difficult in the past.  The new business unit is going to be focused on helping us drive those particular products in that suite,” Pekats added.

April 23, 2007  4:18 PM

Trend Micro gives partners new management, support tools

Brein Matturro Profile: Brein Matturro

Cupertino, Calif.-based antivirus and Internet security vendor Trend Micro Inc. is trying to make its partners’ lives easier — and more profitable — with two new tools. 

Next month Trend Micro will begin releasing its new customer management tool, Worry-Free Remote Manager. Worry-Free Remote Manager will allow partners to manage multiple customers who are using Trend Micro’s Client Server Security for SMB or Client Server Messaging Security for SMB. Partners will be able to perform quick status checks, push down basic commands and run graphical reports of their customers’ environments from a single console hosted by Trend Micro. According to Jon Clay, product marketing manager of Trend Micro’s SMB segment, the partner and customer will still own all of the data — Trend Micro doesn’t keep any customer data in its data center, he said. 

The Worry-Free Remote Manager will, Clay said, “enable [partners] to manage more customers more effectively.” The console will be available to Trend Micro partners free of charge for the first year to give partners an opportunity to expand their customer base and increase revenues, he said.

Trend Micro is also announcing the release of its SMB Support Portal. The online resource will give partners access to support information from Trend Micro as well as other partners via a community forum. Like the Worry-Free Remote Manager, Clay said the SMB Support Portal is intended to help partners become more efficient in the management of Trend Micro’s products and “improve the support experience for their customers.” Partners will be able to spend less time supporting and more time generating revenue, he said.

— Crystal Ferraro

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