The View From XChange '04

Vendor, distributor and solution provider business models have changed in response to external dynamics. The SMB space is relying more than ever on channel partners to deliver business technology solutions. The midmarket is alive and kicking, demanding enterprise solutions that will set them apart from competitors. The enterprise is a complicated web of multiple vendors and solution providers offering multiple layers of technology solutions.

Solution providers' business models had to change. Faced with declining product margins and increased demand from their customers to provide services, their strategies and revenue streams have shifted. Even distributors are focusing more on the service offerings of their reseller programs. Vendors are rethinking standard certification models and developing new "influencer" programs. And progress in technology is giving rise to new solutions.

Welcome to XChange '04! where the events of the next three days will offer you many opportunities to identify and understand the dynamics of the changing channel.

During the next few days, CMP Media Channel Group President Robert Faletra, VARBusiness Editorial Director Robert DeMarzo and CRN Editor in Chief Michael Vizard will explore and discuss the changing channel in three general sessions not to be missed.

The highlight of this event is the VARBusiness ARC Awards. Which vendors have fallen out of favor and which vendors have kept up with the needs of their partners? In addition, our solutions pavilion will offer an opportunity for more than 110 vendors to showcase the industry's latest product offerings to more than 300 solution providers. And at the core of every XChange event are the private XChange appointments a tremendous opportunity for vendors, distributors and solution providers to meet face-to-face to provide each other with updates, insight and feedback.

As the single-largest broad industry event of the channel, XChange '04 is the place to learn, grow and set new business strategy for your organization. We will meet new partners and strengthen relationships with tried and true one. By the end of the event, we should all have a clearer sense of our direction and opportunity and be motivated by the fact that change is good! Have a productive, motivating and fantastic event!

Contact Nancy at: [email protected]