For the second year in a row, solution providers say their satisfaction with their vendor partners has increased. What's behind their glowing reviews?
ARC In-Depth
When it comes to relationships, some vendors--Samsung, in particular--know how to gel with their partners. Here are the qualities VARs say matter most.
›› Plus: Lenovo's partner slip-up.
Four-category winner Cisco seems to be one of the few vendors that "gets" the channel. Delivering what it promises is just one reason why.
›› Plus: Big-name vendors that came up short on support.
Has Intel's recent barrage of new processors given partners confidence that the microprocessor giant will lead the next generation of computing?
From personalized attention to higher margins, vendors are doing what they can to earn the allegiance of their solution-provider partners.
The tide is shifting from vendors dictating terms to solution providers; now, VARs expect to be courted.
›› Plus: Top 10 channel-program draws.
How's this for a surprise: Three of the 19 first-place category winners were ARC newbies.
A high-level look at the hits, misses and trends from this year's ARC shows how in-tune vendors are with their solution providers.
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What does it take to build and manage a winning channel program? In his own words, CMP Channel Group Executive of the Year Donn Atkins prescribes a winning action plan.
"The ARC is more than just a ranking of partner programs; it's a tool for communication and change," says VARBusiness editor Larry Walsh.
"Vendors are trying, and now I have facts to back up my claim," says VARBusiness publisher Robert DeMarzo.
