2010 Partner Programs Guide: Distribution Programs2:13 PM EST Thu. Apr. 22, 2010
Successful partnering is an essential task for solution providers of all sizes. Our 2010 Partner Program Guide provides details on over 180 hardware and software vendor partner programs, including program benefits, requirements for membership and the products and technologies that each company offers through the channel.
But vendors are not the only partners that solution providers need. A strong distribution partner is critical in sourcing products cost-effectively and having them delivered on time. Distributors can help a solution provider with training, marketing and even financing issues.
As part of our PPG research, we reached out to distrbutors to learn the latest information about their programs, including information about new cloud computing, and green computing initiatives, as well as programs that specialized in such vertical markets as custom systems, healthcare and government.
In this slide show, you'll find details on a dozen programs from seven different distributors. Use this information to find a distribution partner or evaluate the services of your current one.
All information was provided by the distributors.
Program: Arrow MPower Midmarket Partner Program
Program Manager: Robert Spee, Director, Marketing
Program Requirements: Any Arrow ECS reseller can enroll in the program. MPower resellers must be willing to invest in areas such as training, marketing campaigns, and sales resources to grow their midmarket business.
Program Benefits: MPower is a comprehensive partner program offered by Arrow ECS' IBM Group to enable resellers to grow their revenue by capitalizing on the growth opportunities in the midmarket.
Program: Alternative Advantage Partner Program
Program Manager: Katarina Wright, Marketing Communications Manager
Program Requirements: Any Arrow ECS reseller purchasing a minimum of $300,000 in products through the distributor's Alternative Technology group can enroll in the Alternative Advantage Partner Program.
Program Benefits: All members enjoy free freight for most products via ground carrier; same-day shipping; significant discounts on Arrow ECS installation services, incentive-based support contracts and technology training classes for resellers - and their customers; free postsales phone support for the first 30 days following the date of invoice; access to solution-based marketing materials; and 60-day terms with Arrow ECS' partners.
Program: Avnet HealthPath
Program Manager: Dave Hutchinson, Director, Healthcare Solutions
Program Requirements: Contact Dave Hutchinson at firstname.lastname@example.org
Program Benefits: Value-added Resources and Tools: Dedicated Healthcare Team; HealthPath University and Internship Access to Healthcare Executives; HealthPath Flash Newsletter; Healthcare Market Expansion Program (HMEP); Demand Generation; HIMSS Analytics Database; Resource Library; Web Site
Program: Avnet GovPath
Program Manager: Mike AtLee, National Director, Government & Education Solutions
Program Requirements: Contact Mike Atlee at (703) 815-2222
Program Benefits: Value-added Resources and Tools: Dedicated Government Team; GovPath University; GovPath Flash Newsletter; Access to tools and information from companies like Fed Sources; Government Market Expansion Process (HMEP); CapitolSMARTSTM Program; Demand Generation; Government Contract Watch; Resource Library; Web Site
Program: The D&H 'Go Green' program
Program Manager: Jeff Davis, Senior Vice President of Sales
Program Requirements: No other requirements beyond being a D&H customer in good standing.
Program Benefits: Resellers who participate in the Earth Day 40th Anniversary Promotion can become eligible to win a Grand Prize Toyota Prius, and are eligible to receive additional monthly prizes such a Samsung LED TV, a low energy-consumption Lenovo notebook, or a Bookeen ebook reader. The program is designed to encourage green purchases and thereby help proliferate greener infrastructures in the marketplace. Resellers who participate in the Engaged Recycling program are assured that they are disposing of high-tech equipment in an environmentally-friendly manner. In turn, the reseller receives a rewards value for each recyclable unit.
Santa Ana, Calif.
Program: Ingram Micro System ArchiTECHS
Program Manager: Esther Han, Marketing Manager
Program Requirements: Active Ingram Micro Partner US Based Must build minimum of 15 systems per month
Program Benefits: System ArchiTECHS was designed exclusively for system builders. From incentive programs to special offers and promotions, System ArchiTECHS offers: Manufacturer promotions and special offers on system components; Dedicated sales resources focused on your system-building needs; World-class technical support and dedicated System Builder Help Desk; Business-development tools; Access to discounted business services, including business insurance, certification/skills training, office supplies, shipping and telecommunications.
Santa Ana, Calif.
Program: Ingram Micro VentureTech Network (VTN)
Program Manager: Bill Peterson, Sr. Marketing Manager
Program Requirements: Annual Fee; Active Ingram Micro Partner Invitation Only Community; North America Tier 1 vendor sales & service authorization
Program Benefits: VTN is Ingram Micro's flagship partner community and the #1 partner community in North America. Members of this exclusive community gain access to a variety of proven tools, technologies, resources and best practices with the goal of growing their businesses and maximizing the power of Partnership. The community is driven by growth, partnership and opportunity and has an estimated buying power that is more than $2 billion. In addition to peer-to-peer networking and preferred manufacturer relationships, benefits of this high-profile community include valued resources such as: Chapter Meetings; Bi-Annual conferences; Dedicated event and certification training funds; Peer Groups; Manufacturer Exclusives; Profitability Benchmarking Survey; Professional Services Organization Binder; Event planning tools and resources; Best practices Business Intelligence Services; Access to the IMSN; Targeted Training and Education; PR & Marketing Templates & Assistance; Dedicated Ingram Micro Resources; Members also have access favorable terms and discounts with industry leading consultants and service providers, as well as access to the Zone - Ingram Micro's online social network for community members.
Santa Ana, Calif.
Program: Ingram Micro GovEd Alliance
Program Manager: Amber Ferrara, Marketing Manager
Program Requirements: Active Ingram Micro Partner; Must do at least 50% of sales in Public Sector; Minimum of $300k in sales with Ingram Micro; US Based
Program Benefits: GovEd Alliance helps its members seize opportunities, increase profitability, build customer loyalty and compete more effectively through a menu of valuable support and development tools, financial resources, and a network of qualified business resource partners.
Santa Ana, Calif.
Program: Ingram Micro SMB Alliance
Program Manager: Amber Ferrara (US) / Jennifer Salvador (Canada), Marketing Managers
Program Requirements: Active Ingram Micro Partner; Must do at least 50% of sales in SMBA; Minimum of $100k in sales with Ingram Micro; No annual fee; Based in North America
Program Benefits: Ingram Micro's SMB Alliance community provides in-depth business education for SMB VARs, with the goal of encouraging members to learn about best practices and grow their businesses. Interaction with Ingram Micro, as well as community members and sponsoring IT manufacturers builds partnerships, increases loyalty and creates a tighter-knit community.
Program: S-Sphere Managed Security Services Program
Program Manager: Tim Larocque, Director, Business Development & Marketing
Program Requirements: Must complete partner business profile, demonstrate and adhere to security best practices guidelines, and currently be running RMM and PSA management software for greater than 6 months.
Program Benefits: Receive preferred pricing for managed security services and solutions; priority access to leads and participation in regional, local lead-generation campaigns and events; dedicated partner manager. All partners receive free sales training, business coaching, access to proprietary reporting templates and business tools.
Program: MspPortal Cloud Security
Program Manager: Roy Miehe, President
Program Requirements: N/A
Program Benefits: N/A
Program Manager: Chris Phillips, Director - Channel Development
Program Requirements: Annual Fee; More than 50 percent of business must be derived from SMB sales. A regional focus (no national geographic coverage). Must meet a minimum threshold volume of $300,000 annually through SYNNEX
Program Benefits: National Meetings; Regional Training/Local Meetings; Reduced Freight Order Minimum; FedEx Discount Program; Accounts Receivables/Discounts; Company Services Discounts (e.g. integration); Priority Access/Dedicated Phone Support; Member-Exclusive Promos; Member Website; Social Network; Member Locator; Dedicated Business Development Reps; Travel and Entertainment Portal; Marketing Services & Collateral; Marketing Funds (vendor pass-through); Sales Tools (Pipeline / Spiff Tracker); University Style Workshops; End-User Promotional Tools; Business Financial Analysis