Washington Technology Online Channel News


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Microsoft Taps Digex For Channel Council

Digex Inc. of Beltsville, Md., was named as the only Web hosting member of Microsoft's Certified Solution Provider Advisory Council. The council helps Redmond, Wash.-based Microsoft Corp. form its channel strategy.

Microsoft Certified Solution Providers include a wide range of companies and individuals, such as system integrators and installation experts, value-added resellers, developers, consultants and technical support and training organizations.

Cisco Inks Financing Deal For Leasing Market

Cisco Systems Inc. of San Jose, Calif., and Rockford Industries Inc. of Santa Ana, Calif., signed a pact for Rockford to supply leasing and financing programs to Cisco customers.

The partnership will target transactions in the $10,000 to $100,000 range.

"This is the transaction area in which we excel, and we look forward to assisting Cisco Systems Inc. with their sales efforts with some unique and powerful financing sales tools to help them further penetrate their markets," said Gerry Ricco, Rockford's chief executive officer.

An early program will target customers who want to lease equipment as a fast way to upgrade existing systems. The program will include a guaranteed "buy back" of equipment to lower costs to the customer.

IBM Boosts the Speed Of Its Server Line

IBM Corp.'s work in the supercomputer field trickled down to its broader product line in late April when the company began offering a new microprocessor for its RS/6000 line. Later this year, the Armonk, N.Y., company will be offering 64-bit processing on the RS/6000.

The advancements are offshoots of IBM's work with the Energy Department to build the world's fastest supercomputer, company officials said. The department wants commercially available technology rather than an customized system.

"IBM's customers around the world can now purchase the same leading-edge technology ... that will be the engine of the world's fastest supercomputer," said Mike Borman, general manager of IBM RS/6000.

Bell Microproducts Inc. Signs Distribution Deal

Bell Microproducts Inc. of San Jose, Calif., signed a distribution agreement with Calluna Technology Ltd. of Glenrothes, Scotland. Calluna makes hard-disk- drive products. Bell Microproducts will be the company's U.S. distributor.

"With Calluna's expertise in the design and manufacture of high-quality PC Card Hard Disk Drives and Bell's in-depth knowledge of this market, we have the basis for a long and mutually beneficial partnership," said Bruce Serpa, vice president of North American operations for Calluna.

Gateway Forms New Partners Organization

Gateway Inc. is combining its partner programs into a single organization called Gateway Partners. The unit will be headquartered in Irvine, Calif.

The consolidation will provide channel alliances with a dedicated resource for conducting activities, the company said.

The company is making investments in staff and programming to expand sales, marketing and channel management support. The new unit is being headed by Michael Willcocks.

Gateway officials said they want to establish long-term, strategic relationships with value-added resellers who specialize in the integration, deployment, application and network support of servers in mission-critical and work group computing environments.

- Nick Wakeman

Copyright 1998 Post-Newsweek Business Information, Inc. All rights reserved


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