John Moore

For a tumultuous trip, you could head for your nearest roller coaster this summer. Or, you could follow the twisted course of Internet privacy legislation, which has had plenty of bumps and turns over the past few months. And the legislative track shows no signs of leveling anytime soon. Heres a quick summation of the […]

American Management Systems Inc. (AMS) has been notable among integrators for developing its own family of software products. Now, it is welcoming other software packages into the fold. In recent months, the company has unveiled a series of linkages between its products and those of prominent e-business software providers. AMS last June began offering Aribas […]

IQinvision believes it has just the thing for the network or security integrator looking for something new to sell: an industrial Internet camera. The company in May debuted its IQeye3, a programmable camera with a 1.3-megapixel imager and an embedded computer. Rick Davitt, VP of marketing at IQinvision, calls it a “computer with an eyeball.” […]

Many integrators have heard Cisco Systems “partner ecosystem” message. Now Skyline Computer Corp. is actually entangled in it. Campbell, Calif.-based company sells much of its network training and consulting services through a web of partnerships—mostly with other Cisco specialists like itself. Skyline is a Cisco Learning Solutions Partner, a Silver Professional Services Partner and a […]

Federal integrators never possessed the sizzle that surrounded their commercial counterparts during the dot-com gold-rush days. But today, they have something many private-sector integrators lack: steady work. Thats why the phones of Beltway integrators have been especially busy in recent weeks. Federal contractors report that commercially oriented integrators, communications companies and product vendors are asking […]

Sen. James Jeffords (I-Vt.) decision to leave the GOP tips the Senate balance in favor of the Democratic party, which in turn will cause committee chairs to shift as early as this week. Follow that? The important thing for IT contractors is that the new leadership will spell new legislative and policy priorities. Forrester Research […]

In boom times, solutions providers talk of opening new business lines and offices. In lean times, they just want customers to open their wallets a crack. A bill before Congress would provide small businesses incentives to do just that. At least thats what a newly launched coalition is hoping. The Alliance for Small Business Investment […]

When Ingram Micro decided to create a new SMB program, the distributor asked its reseller customers what they wanted. And then they asked them again. And again. Ingram already had a well-regarded SMB program in its Venture Tech Network, but that program, with its protected reseller territories, was limited to 450 members. Last June, the […]

It sounds like a win-win scenario. Product vendors roll out scores of programs and promotions encouraging resellers and integrators to pursue the small and midsize business (SMB) space. Product vendors get hundreds or thousands of feet on the street via partners. Solutions providers get leads and marketing support from vendors, who extend their marketing reach, […]

A Fanatical SMB Focus Everything the program does should directly address the small or midsize business. Ad copy should specifically target small-business owners, not enterprise IT managers. Similarly, ROI case studies should be geared toward smaller businesses, not installations with thousands of seats. Ready-to-Run Marketing Campaigns Unless you have a captive ad agency, look for […]