2012 Partner Programs Guide: Distributors

Distribution Partner Programs

Each year in our Partner Programs Guide, we bring you a detailed look at all the leading hardware and software vendor partner programs. Here you'll find information on the programs available from distribution companies for their solution provider partners, including executives, requirements and benefits.

Information provided by distributors.

Arrow Electronics Empower

Location: Englewood, Colo.

URL: http://www.arrowecs.com

Program Manager: Jessica Brower, Director, Marketing

Benefits: Access to solution playbooks, business intelligence, marketing materials, sales enablement, broad data center portfolio.

Arrow ECS gives you the resources and tools to manage and grow your business, all without having to increase operating expenses. From sales, marketing, technical and business development expertise, our data center team is here to help you every step of the way.

Program Requirements: Current Arrow ECS partner in good standing

Financial Requirements: None

D&H Distributing Business Assurance

Location: Harrisburg, Pa.

URL: http://www.dandh.com

Program Manager: Mary Campbell, Vice President, Marketing

Benefits: Readily available financial support that enhances VARs' buying power, allowing them to capture business they might not have before and/or to enter new markets, etc. These increases have been known to stimulate sales by up to 20% among the selected D&H resellers. D&H has infused the marketplace with more than $85 million in additional credit since the program's inception in 2009, with an estimated $25 million in total additional credit planned for 2012.

Program Requirements: Program is offered to select D&H customers in good standing on a rolling basis.

Financial Requirements: None

D&H Distributing City Workshops

Location: Harrisburg, Pa.

URL: http://www.dandh.com

Program Manager: Jeff Davis, Senior Vice President, Sales

Benefits: At D&H's new City Workshop dinner events, a small group of D&H resellers per evening meet with representatives from D&H and a manufacturer partner for intensive instruction on how to sell/market specific solutions. D&H reaches out to a select number of VARs within the corresponding geography, each of whom receives an invitation-only request to attend. The sessions provide a practical, face-to-face opportunity for D&H customers in different geographies to learn to boost sales through high-potential product lines and their associated marketing programs.

Program Requirements: No requirements.

Financial Requirements: None

D&H Distributing Partner Services

Location: Harrisburg, Pa.

URL: http://www.dandh.com

Program Manager: Mary Campbell, Vice President, Marketing

Benefits: The program offers a roster of marketing resources and materials to help VARs advertise their own services and grow their profitability. It provides centralized links to vendor logos, product images, resource libraries, tutorials, collateral and training videos. These materials can be branded with the reseller's logo or incorporated into their existing materials. Initial collateral templates include Every Small Business Needs a Server, The Essentials for Today's SMB Office, The Benefits of a Mobile Workforce.

Program Requirements: No requirements; all D&H resellers are eligible. Additional information and sign-up: www.dandh.com/partnerservices\
Financial Requirements: None

Ingram Micro Cloud

Location: Santa Ana, Calif.

URL: http://www.ingrammicro.com

Program Manager: Fran Killen, Group Manager, Services

Benefits: The Ingram Micro Cloud (www.ingrammicrocloud.com) is the IT industry's go-to power engine for cloud computing, business development and educational content. With a simple and free registration process, VARs and MSPs gain access to a wide variety of cloud-based resources, tools and services available to Ingram Micro partners. The Ingram Micro Cloud is a comprehensive online marketplace for learning more about the cloud, engaging with other MSPs and VARs and adopting new cloud-based services and support offerings.

Program Requirements: Free resource/community for VARs and MSPs interested in cloud computing.

Financial Requirements: None

Ingram Micro Healthcare Partner Network

Location: Santa Ana, Calif.

URL: http://www.ingrammicro.com

Program Manager: Erin Spinney, Senior Marketing Manager

Benefits: A dedicated network of healthcare-focused VARs and MSPs, leveraging the proven infrastructure of the IMSN to encourage greater collaboration among partners.

Program Requirements: VARs must earn at least $100,000 in health-care related revenue each year, have skills to complement existing base, specify areas of practice and expertise, provide account references and commit to help other members.

Financial Requirements: Annual membership fees are waived for solution providers and MSPs already part of IMSN. Those not active in IMSN and who qualify pay an annual membership fee of $300.

Ingram Micro Public Sector Elite

Location: Santa Ana, Calif.

URL: http://www.ingrammicro.com

Program Manager: Christina Carnegie, Marketing Manager

Benefits: Public Sector Elite helps members increase profitability, build customer loyalty and compete more effectively through support and development tools, financial resources, and a network of business resource partners. Members receive exclusive Ingram Micro support and discounted rates on services internal to Ingram Micro, as well as third-party business resource partners.

Program Requirements: Active Ingram Micro Partner; Must do at least 50% of sales in Public Sector; Minimum of $225K in public sector sales with Ingram Micro; U.S. based.

Financial Requirements: The annual membership dues for Public Sector are U.S. $2,500. Minimum of $225K in sales with Ingram Micro.

Ingram Micro Services Network (IMSN)

Location: Santa Ana, Calif.

URL: http://www.ingrammicro.com

Program Manager: John Redman, Manager, Professional Services

Benefits: IMSN leverages a secure network of IT resellers. Service offerings include Cisco, Microsoft, Citrix, VMware, IBM, HP, Juniper, Dell, Avaya, Polycom, Websense, McAfee, cloud, data center, professional services, IT staffing, networking, virtualization, business continuity, security, storage, break-fix, IMAC, digital signage, DC/POS, project deployment, healthcare, SLED, and ITAD Services.

Program Requirements: Only Ingram Micro partners are eligible.

Financial Requirements: No minimum revenue per year requirement. Members choose from two plans with monthly fees of $25 or $75 and varying degrees of dispatch fees.

Ingram Micro SMB Alliance

Location: Santa Ana, Calif.

URL: http://www.ingrammicro.com

Program Manager: Amber Ferrara, Marketing Manager

Benefits: The community provides in-depth business education and training for SMB VARs in the U.S. Interaction with Ingram Micro, as well as community members and sponsoring IT manufacturers, builds partnerships and creates a tighter-knit community. Members receive exclusive support and discounted rates on services internal to Ingram Micro and third-party business resource partners.

Program Requirements: Active Ingram Micro Partner; Must do at least 50% of sales in SMBA; have an end-user focus of 50% or more; minimum of $200K in sales with Ingram Micro; focused on VARs 1,000 seats and under.

Financial Requirements: The annual membership dues for SMBA are $800. Minimum of $200K in sales with Ingram Micro.

Ingram Micro System ArchiTECHS

Location: Santa Ana, Calif.

URL: http://www.ingrammicro.com

Program Manager: Jolene Harlan, Senior Marketing Manager

Benefits: The System ArchiTECHS community enables qualified system-builder members who specialize in creating customized solutions -- not just systems -- to blaze new frontiers when it comes to business technology solutions. As part of the System ArchiTECHS community, manufacturers and solution providers collaborate to build their businesses with new opportunities that extend beyond the components arena.

Program Requirements: Active US.-based Ingram Micro Partner. Select members can join by invite only and all members must opt in.

Financial Requirements: None

Ingram Micro VentureTech Network

Location: Santa Ana, Calif.

URL: http://www.ingrammicro.com

Program Manager: Bill Peterson, VTN Business Development Representative

Benefits: VTN is Ingram Micro's flagship partner community and the No. 1 channel partner community in North America.

Program Requirements: 50 percent of business must be end-user SMB business. End-user focus; one to 1,000 employees. - Certification/Authorization requirements: - Each location must have two sales authorizations (at least one from IBM/Lenovo or HP). Additional authorizations may include Apple, Dell or Toshiba America. - A+ CompTIA Certification - Each location must have two service authorizations (at least one from IBM or HP/Compaq). Others may include Apple, Cisco Systems, Dell or Toshiba America. - Each location must have one software authorization Microsoft MCP or above, or Novell CNA or above. - Each location must have one printer authorization from HP or Lexmark. - VAR must have at least two field sales representatives to ensure outbound sales.

Financial Requirements: Annual dues are $2,500. 65 percent of annual distributor sales must be through Ingram Micro.

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