Recent Articles
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The Channel Is Flat, or Getting There, Says IBM
Manhattan Associates, an Atlanta-based supply chain ISV, has been building on IBM blocks for 15 years, but it is turning to Big Blue now for its sales, marketing, research, logistics and services reach to build a global channel it couldn’t otherwise build on its own. Manhattan Associates, which announced its global aspirations March 28, isn’t…
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Partnering Among VTN Members Up to 88 Percent
Eighty-eight percent of Ingram Micro’s VentureTech Network members are partnering with each other, up from 77 percent in 2006. Other VARs and distributors should take note. Analysts, channel chiefs and many VARs pay lip service to the concept of partnering among VARs as the channel becomes segmented vertically and VARs seek to extend their solution…
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What’s Left on the Table?
How much money are you leaving on the table? Kirk Robinson, vice president of North America Channel Marketing at Ingram Micro, posed that question to a roomful of VARs March 15 at the distributor’s VTN conference in Nashville. If you’re not taking advantage of license renewals and warranty extension and refreshes, you likely are leaving…
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Cisco’s SMB Recruitment Banks on Disties
Cisco System’s five-year effort to engage an SMB channel, has relied almost exclusively on distributors to introduce, recruit and train VARs about the vendor and their SMB value. It has engaged all of the distributors with programs with programs that familiarize a set of VARs already selling successfully in the space with a technology and…
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Marketing on $25 a Week: Three VAR Marketing Strategies That Work
What works in marketing? During a break on March 14 at Ingram Micro’s VTN conference in Nashville, VARs shared with each other some unique success stories. Inacom Information Systems, of Madison, Wis., took the focus off technology, holding events like family night at the zoo, inviting guest speakers like University of Wisconsin football coach ,…
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Not During Dinner: A ‘Do Not Call’ List for VARs
No one likes hearing from telemarketers during dinner and hearing from them at work isn’t any better, especially when the call’s from someone who should know better, VARs told Ingram Micro on March 14 during a regional chapter meeting at the distributor’s VTN conference in Nashville. “I don’t like getting calls from the ‘special promotions…