2010 Partner Program Guide: Guiding Light


Vendors step up with services, support and resources


When solution providers partner with a vendor, they are looking for more than just a technology supplier. They need a partner in every sense of the word -- one that will provide them with the resources they need to be successful in today's competitive markets.

And that's never been truer than today, with the economy on the rebound and early signs of increasing demand for computer hardware, software and services.

"I think the purse strings are getting a little looser," said Ronnie Parisella, CTO of Primary Support Solutions, a New York-based solution provider that works with Microsoft, Dell, Hewlett-Packard, SonicWall, VMware and Symantec, among others. "Things are definitely looking up for 2010."

As an example of how business is picking up, Parisella said he is currently working on a project for a customer that calls for $500,000 in hardware—the biggest hardware deal Primary Support Solutions has had in the past two years.

So what have your vendors done for you lately? Sure, margins are important.

But does the vendor provide the marketing resources and market development funds you need? How about technical training for your staff? Presales and post-sales support? And the all-important sales leads?And given the increased emphasis on services today, what about programs to help resellers expand attached services?

To give solution providers a hand, we offer the 2010 Partner Program Guide filled with the information they need to evaluate IT vendors—whether it be the manufacturers and developers they have long relied on or that vendors submitted outlining all aspects The guide is based on detailed applications vendors they are considering working with.

But does the vendor provide the marketing resources and market development funds you need? How about technical training for your staff? Presales and post-sales support? And the all-important sales leads? And given the increased emphasis on services today, what about programs to help resellers expand attached services?

To give solution providers a hand, we offer the 2010 Partner Program Guide filled with the information they need to evaluate IT vendors -- whether it be the manufacturers and developers they have long relied on or vendors they are considering working with. The guide is based on detailed applications that vendors submitted outlining all aspects of their partner programs. Everything Channel research crunched the numbers and, based on those evaluations, some partner programs were designated as 5-Star Partner Programs. (See the complete list of programs here.)

 

Next: Vendor Applications Offer Snapshot Of Programs