VARs See Vertical Value For Netbooks

The breadth of the channel opportunity remains a bit murky, but solution providers are working to define the spaces in which a low-cost, ultra-portable PC will be most effective. Early front-runners include school systems and government agencies. And while a business customer with a highly mobile workforce might seem like a natural fit for netbooks, that market still hasn't matured, solution providers said.

Quick Clicks: A Closer Look At Netbooks On The Market

Vendors are getting into the netbook act as quickly as they can, and several are looking for ways to leverage their channel partnerships to help ramp up netbook sales. Both Acer and Dell, for example, have targeted the education market segment as a good place for them and their channel partners to play. For its part, Acer is offering low-cost demo units of its Aspire One 8.9-inch netbook to entice partners to make education bids. Dell, meanwhile, has partnered with software firm Stoneware, tapping its virtual desktop technology to create managed services targeted at education customers that solution providers can sell. And vendors such as Hewlett-Packard, Lenovo and Samsung are working to build up channel partnerships around the devices, channel partners said.

One of the most important things vendors can do to create strong channel partnerships in the netbook space is to keep the information flowing, said Scott Darling, president and CEO of Pleasanton, Calif.-based systems reseller Portable One, which is working with netbook vendors such as Asus and Samsung.

"I want to make sure information is coming my direction," Darling said. "I want to know about changes in key features and the latest specifications. For me, it's important that I'm abreast of the latest technological changes."

The Education Opportunity

The education market, particularly the K-12 space, is the market where solution providers say they are best positioned to make inroads with netbooks. With school budgets shrinking, the opportunity to provide a low-cost computing solution is ripe for the taking.

San Jose, Calif.-based Acer America in November launched its K-12 Seed Unit Program, an outreach initiative aimed at helping jump-start netbook sales. The computer manufacturer sent out e-mails promoting a low-cost trial for channel partners who might be interested in reselling netbooks into schools.

Bob Parsons, president of Evansville, Ind.-based systems reseller Automated Office Solutions, saw the promotion and decided to give it a try. "I didn't pay much attention to the Acer e-mail other than it offered a machine for $199 with the option to buy more," Parsons said.

The lowered price point convinced Parsons to send out a round of about 200 e-mails to K-12 school districts throughout Indiana and parts of Kentucky. To his surprise, the offer resonated strongly with the school systems. About 12 potential customers expressed interest, which Parsons called a "good turnaround for an e-mail blast." He's now beginning to turn those sales leads into bids.

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