Foster MacCallum Helps Partners Score

By Sara Driscoll  |  Print this article 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.  

Why you should use a VAR matchmaking service and let Cupid into your life.

"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. 

Sara Driscoll began her journalism career at 16 years old on her local newspaper, The Watford Observer. Working part time, she covered a range of beats. Leaving to complete her Journalism Degree at Bournemouth University, UK, Sara then went on to graduate and work for Emap. She began as a reporter on APR, Emap's construction title, being promoted to senior reporter with a year.Sara then joined VNU Business Publications as Deputy News Editor on CRN, the weekly trade title for channel players. She covered industry/business news from vendors, distributors and resellers, product announcements, partner announcements as well as market and trend analysis, research and in depth articles to predict up and coming trends in the sector. She was promoted within a year to News Editor, a year later to Deputy Editor and the following year became Editor. Sara remained editor of CRN for three years, launching the magazine on new platforms including CRN TV and eBooks, as well as several magazine and web site redesigns. She was called on for expert industry comment from various publications including appearing on live BBC news programs. Sara joined Ziff Davis Enterprise as Editor of eWeek Channel Insider. She runs the title in all formats – online up to the minute news, newsletters, emails alerts and events. She also manages the brand of Channel Insider in all formats - events, shows, awards, panel debates and roundtables.Sara can be reached at:sara.driscoll@ziffdavisenterprise.com

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