What a Systems Builder Needs

Continuing to make its mark in the technology world, Intel topped rival AMD in VARBusiness' 2003 Annual Report Card survey. Named overall victor in this year's new desktop and server processors category, the Santa Clara, Calif.-based chip maker bested AMD for product innovation and loyalty. Otherwise, the rivals tied in support, while AMD prevailed in partnership.

"We are proud that this award comes from solution providers and demonstrates the value Intel delivers to the industry," says Steve Dallman, director of North American channel and distribution sales and marketing.

In addition to being chosen as the top company in 10 of the 15 individual criteria, Intel ranked among the vendors with the highest reported return on investment in the entire ARC survey.

"Intel represents what a systems builder needs in today's challenging market," says Don Young, president of Terian Solutions, a Houston-based systems integrator. "Intel and my local account representative work on growing my business, helping us take full advantage of all the benefits of the Intel Product Dealer Program. In doing so, Intel creates opportunity and, consequently, loyalty in the channel community."

Statistically, Intel's scores were among the highest recorded for the entire ARC survey. Its loyalty score outperformed all but one vendor (IBM for its iSeries server). What's more, Intel had the second-highest overall score in the ARC study, second only to Samsung in the display-technology arena.

Intel's triumph over AMD, according to the solution providers polled, can be traced to its performance in scores in product quality/reliability, compatibility and ease of integration, and technical innovation. Loyalty also played a key part.

One interesting finding that emerged from this year's survey: the varying levels in which AMD and Intel rely on distributors--though all good news for the channel. Most of Intel's solution-provider purchases (93 percent) go through distributors. That's 15 percentage points more than at AMD--and a whopping 23 points above the ARC survey average.

Regardless of that difference, both Intel's and AMD's solution providers expressed optimism in the ARC study. For example, 76 percent of Intel's solution providers expect their business with Intel to increase in 2004. That's three percentage points higher than AMD, and 13 percentage points ahead of the overall ARC average.