Recent Articles
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Channel in the Fortune 500
Distributor Synnex made its first appearance in the Fortune 500, Fortune Magazine’s venerable list of the largest companies in the world, holding the spot as the 360th biggest company. Synnex had $6.34 billion in revenue in 2006, a 12.5 percent rise from 2005. The list proved good news for channel companies, with all but Tech…
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What’s the Partner’s ROI?
IBM will launch a Partner Profitability Tool the week of March 26 designed to put a rough number and date on the ROI of partnering with Big Blue. While a rough, and uncertain, two-year estimate, it marks the first time a partner has been able to attach a number to the “‘Is it worth it?’…
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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…