Channel Marker

June 7, 2010  7:14 PM

Oracle Sun hardware support policies already wearing thin

badarrow Barbara Darrow Profile: badarrow

Hewlett-Packard, IBM and yes–even Cisco Systems–hope to make hay out of Oracle’s decision to boost support price on Sun hardware.

And there’s no shortage of Sun VARs who claim–off the record– that their customers are irked–make that irate–over the policy changes. Not at all hard to believe. Continued »

June 3, 2010  11:42 AM

Cloud computing craze could oust certain VARs

NicoleH Nicole Harding Profile: NicoleH


A few months ago, I wrote about the bright future of cloud computing services. Many experts agreed that the demand for cloud computing platforms and applications would continue to increase, and it looks like their predictions are proving true. Just check out the news from the past few weeks alone:

Continued »

June 1, 2010  7:22 AM

Autodesk: Partner ranks growing because of clean-tech activities

Heather Clancy Heather Clancy Profile: Heather Clancy

I have covered the technology and channel programs of Autodesk, the giant design, modeling and visualization software company, for what feels like a very, very long time. In my personal opinion, this is the company that pioneered the very first value-added resellers in the PC industry — resellers that sold its flagship AutoCAD software along with hardware that had been optimized to do the application the best possible justice. That’s why I always take briefings about the Autodesk Partner Program, because their innovation is often a harbinger. Continued »

May 28, 2010  7:22 AM

Disties declare turnaround

Heather Clancy Heather Clancy Profile: Heather Clancy

Is the recession over for the high-tech industry? Data collected by the world’s top technology distribution companies shows sales levels that now exceed the peak of demand prior to the beginning of the economic crisis in September 2008. So, even though we keep hearing about pockets of skittishness, certain businesses seem to have money to buy again. At least certain things. Continued »

May 27, 2010  5:29 PM

Microsoft wake up call

badarrow Barbara Darrow Profile: badarrow

Even avowed Microsoft boosters are concerned about the company’s recent travails.

As someone who doesn’t follow the vendor as closely as in the past, it’s still very clear that Microsoft has big “issues” not the least of which is that it lost its market-cap dominance to Apple, the most proprietary–and in some ways most user-unfriendly– vendor in tech.

The departures of Robbie Bach (who will retire in the fall) and J Allard certainly got folks’ attention. One Microsoft partner is anxious about the company, beyond the Enterprise & Device division, which is where Bach and Allard resided.

“I am very worried about Microsoft in general. [It’s a]  comedy of errors, except not funny,” he noted.

Continued »

May 27, 2010  4:46 PM

McAfee’s Thurber still keenly focused on channel

Heather Clancy Heather Clancy Profile: Heather Clancy

Wrote briefly yesterday about some management shifts over at McAfee. Last night, I had a chance to follow up with Alex Thurber, who has taken on a new role focused on mid-market business development after only nine months on the job.

Point of clarification: Thurber describes his new title (actually, his new title isn’t quite finalized, but you know what I mean) as an extension of his channel management duties. Indeed, he believes his insight into midmarket sales activities will help him reshape McAfee’s solutions for that customer segment. “I can’t imagine a deal that wouldn’t go through the channel in this space,” he said, when I chatted with him via phone.

The division in question covers all of the security vendor’s unnamed accounts: Thurber says this could be businesses of 20 people or so that have only recently switched from buying technology like a consumer into a different operational approach on up to companies with 2,500 to 5,000 employees.

Thurber’s new mission is to help McAfee and its partners accelerate sales in this space.

Check out more IT channel news on and follow us on Twitter. You can follow Heather Clancy on Twitter by clicking here.

May 26, 2010  5:34 PM

McAfee’s lead channel exec shifts to mid-market role

Heather Clancy Heather Clancy Profile: Heather Clancy

McAfee has announced what it describes as a “new alignment” of its business units, one that it says reflects customer interest not in point products but in solutions. The new divisions are:

  • Endpoint security
  • Network security
  • Content security
  • Risk and compliance
  • Continued »

May 25, 2010  5:57 PM

ConnectWise cranks out phase three of current platform

Heather Clancy Heather Clancy Profile: Heather Clancy

For those of you who use the ConnectWise reseller and services business management platform, the developer has flipped the switch on what it calls Phase 3 of ConnectWise 2010.

Continued »

May 20, 2010  1:31 PM

Ignorance will not be bliss when it comes to the cloud

Heather Clancy Heather Clancy Profile: Heather Clancy

I know this probably sounds vaguely obsessive, but I spend a lot of time worrying about how technology solution providers are coping with the slow, but sure transition of computing into the cloud.

Continued »

May 13, 2010  7:28 PM

CompTIA shares some discoveries (er, research) about e-discovery

Heather Clancy Heather Clancy Profile: Heather Clancy

A new study from the CompTIA tech industry association indicates that 53 percent of IT professionals expect the use of so-called e-discovery — or the discovery process in civil litigation that is using electronic information as evidence — to increase over the next several years.

The data was gleaned out of a survey conducted by CompTIA back in the fourth quarter of last year, canvassing approximately 650 IT professionals and 271 attorneys. Almost 90 percent of the attorneys indicated that they believe law firms will engage in e-discovery processes more frequently. Common triggers include:

  • Employee misconduct investigations
  • Security breaches (external)
  • Lawsuits
  • Intentional internal security breaches
  • Unintentional internal security breaches

From an opportunity standpoint, technology solution providers should be interested to know that only about half of organizations actually have a formal e-discovery process or solution today. Another quarter of them are handling things informally, and the rest don’t have a policy.

Check out more IT channel news on and follow us on Twitter. You can follow Heather Clancy on Twitter by clicking here.

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