Foster MacCallum Helps Partners ScoreBy Sara Driscoll | Print
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The channel consultants launch an online "dating" service to bring solution providers together with vendors and VARs.
Channel players across the globe will now be able to locate potential partners and vendors thanks to an online matchmaking service from channel consultants Foster MacCallum International.
The service, called Score, is set up like an online dating site, says George Dziedzic, founder of Foster MacCallum. Companies register their profiles, adding details such as name, location, products, services, customers, financial information, any specializations—vertical or horizontal—and partnerships.
Users then search based on their needs and the type of partner they want to work with. "The more information each company puts in, the better matches they are likely to get," Dziedzic says.
"We see this primarily being used by VARs looking to partner with other VARs, whether that’s on a project-by-project basis or something more formal," Dziedzic says, adding that often when VARs win larger contracts they are unable to fulfill part of the deal themselves, either technologically or regionally, and this is where Score comes in. The database already contains more than 100,000 companies from around the globe.
"Vendor partner ecosystems are limited because they only allow VARs to find other partners within that vendors’ ecosystem—not partners with alternative skills in different vendors," Dziedzic says. "This service is totally independent and covers the spectrum of products and services out there."
Dziedzic says Score also has a range of other uses, such as helping vendors looking to find channel partners with certain skills, and also companies on the acquisition trail. "This can be used as a preliminary screening for buyouts and will give companies an initial level of due diligence," he adds
Score can also help companies expand into new geographic areas. For example, Dziedzic said, if a VAR is looking for a partner who does digital signage in North Carolina, but doesn’t get any matches, it could mean there is a market opportunity for the VAR to open up there itself.
Basic Score membership is free; if VARs get any matches to a search, there's a $350 per match download fee. Partners can also choose Score's Membership Plus, which costs $2,000 and includes 20 downloads.