Comments on: Can you claim the title of trusted partner? http://itknowledgeexchange.techtarget.com/channel-marker/can-you-claim-the-title-of-trusted-partner/ A SearchITChannel.com blog Sat, 28 Nov 2009 00:59:07 +0000 http://wordpress.org/?v=2.6.2 By: Vikassinghania http://itknowledgeexchange.techtarget.com/channel-marker/can-you-claim-the-title-of-trusted-partner/#comment-698 Vikassinghania Mon, 18 May 2009 20:44:48 +0000 http://itknowledgeexchange.techtarget.com/channel-marker/?p=2074#comment-698 The first investment trust was the Foreign & Colonial Investment Trust, started in 1868 'to give the investor of moderate means the same advantages as the large capitalists in diminishing the risk of spreading the investment over a number of stocks'. As well as being the oldest investment trust, it is now also the largest global growth investment trust in the world and still open to investment. ------------------------- Dx -------------------- <a href="[A href="http://www.fastrealestate.net"rel="dofollow"]real estate[/A]" The first investment trust was the Foreign & Colonial Investment Trust, started in 1868 ‘to give the investor of moderate means the same advantages as the large capitalists in diminishing the risk of spreading the investment over a number of stocks’. As well as being the oldest investment trust, it is now also the largest global growth investment trust in the world and still open to investment.

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]]> By: AndyBryantArrowECS http://itknowledgeexchange.techtarget.com/channel-marker/can-you-claim-the-title-of-trusted-partner/#comment-694 AndyBryantArrowECS Mon, 18 May 2009 14:44:25 +0000 http://itknowledgeexchange.techtarget.com/channel-marker/?p=2074#comment-694 Great post, Heather. I would point out that resellers can use similar criteria to determine whether their distributor is being a “trusted advisor” as well. I believe that distributors have a critical role in helping resellers support their customers and grow their business. Evolving to a channel management model is key to becoming a trusted partner to resellers for distributors. Channel management comprises three aspects of reseller support: channel development (supporting the business needs of resellers); market development (demand and lead generation programs, as well as industry-specific support); and services (such as managed, maintenance and professional services). Arrow Enterprise Computing Solutions has been evolving to a channel management model by increasing our depth in innovative programs, end-to-end solutions and industry-leading resources. Our goal is to be the highest value provider in the channel. Arrow ECS’ attributes based on Nault’s criteria include: - Size: Arrow ECS brings the strength of a $16.8 billion Fortune 200 company to provide flexible financing programs, combined with dedicated sales and marketing teams for each reseller we support. We pride ourselves on the personalized service we provide to our resellers, and we offer both enterprise and midmarket programs to support resellers with whichever size customers they serve. - References: Of the companies recognized for the 2008 VARBusiness 500, nearly half (242) are Arrow ECS resellers. Of the companies recognized for the 2008 CRN Fast Growth 100, exactly half (50) work with Arrow ECS. - Certifications: Arrow ECS provides a wide range of educational and certification programs to help resellers sell and configure the technology their customers need. More than 4,200 sales and technical certifications have been passed through our annual May Days conference alone, and thousands more are passed year-round and through other programs. - Collaborative partnerships: We represent more than 75 of the world’s leading technology suppliers. We are focused on building a portfolio that supports the full spectrum of the enterprise environment, including hardware, software and storage. We are the No. 1 distributor of enterprise storage and security and virtualization software. - Solutions-selling approach: Arrow ECS offers a wide range of educational programs, business intelligence, support services and industry expertise to help resellers sell end-to-end solutions. - Project management: We offer a variety of innovative programs and services to assist resellers with completing projects on time. For instance, we provide demonstration support at solutions labs, as well as integration services and onsite engineering support. - Knowledge sharing: Our educational resources and seminars are industry leading. Many of our enablement offerings, such as product information and sales workshops, are available online. - Ongoing support: We support resellers with identifying target markets, pursuing prospects, pursuing special pricing discounts, closing sales, financing projects, strengthening relationships with suppliers and expanding their business. Andy Bryant President Arrow Enterprise Computing Solutions Great post, Heather. I would point out that resellers can use similar criteria to determine whether their distributor is being a “trusted advisor” as well.

I believe that distributors have a critical role in helping resellers support their customers and grow their business. Evolving to a channel management model is key to becoming a trusted partner to resellers for distributors. Channel management comprises three aspects of reseller support: channel development (supporting the business needs of resellers); market development (demand and lead generation programs, as well as industry-specific support); and services (such as managed, maintenance and professional services). Arrow Enterprise Computing Solutions has been evolving to a channel management model by increasing our depth in innovative programs, end-to-end solutions and industry-leading resources. Our goal is to be the highest value provider in the channel.

Arrow ECS’ attributes based on Nault’s criteria include:
- Size: Arrow ECS brings the strength of a $16.8 billion Fortune 200 company to provide flexible financing programs, combined with dedicated sales and marketing teams for each reseller we support. We pride ourselves on the personalized service we provide to our resellers, and we offer both enterprise and midmarket programs to support resellers with whichever size customers they serve.
- References: Of the companies recognized for the 2008 VARBusiness 500, nearly half (242) are Arrow ECS resellers. Of the companies recognized for the 2008 CRN Fast Growth 100, exactly half (50) work with Arrow ECS.
- Certifications: Arrow ECS provides a wide range of educational and certification programs to help resellers sell and configure the technology their customers need. More than 4,200 sales and technical certifications have been passed through our annual May Days conference alone, and thousands more are passed year-round and through other programs.
- Collaborative partnerships: We represent more than 75 of the world’s leading technology suppliers. We are focused on building a portfolio that supports the full spectrum of the enterprise environment, including hardware, software and storage. We are the No. 1 distributor of enterprise storage and security and virtualization software.
- Solutions-selling approach: Arrow ECS offers a wide range of educational programs, business intelligence, support services and industry expertise to help resellers sell end-to-end solutions.
- Project management: We offer a variety of innovative programs and services to assist resellers with completing projects on time. For instance, we provide demonstration support at solutions labs, as well as integration services and onsite engineering support.
- Knowledge sharing: Our educational resources and seminars are industry leading. Many of our enablement offerings, such as product information and sales workshops, are available online.
- Ongoing support: We support resellers with identifying target markets, pursuing prospects, pursuing special pricing discounts, closing sales, financing projects, strengthening relationships with suppliers and expanding their business.

Andy Bryant
President
Arrow Enterprise Computing Solutions

]]> By: BobOlwig http://itknowledgeexchange.techtarget.com/channel-marker/can-you-claim-the-title-of-trusted-partner/#comment-693 BobOlwig Tue, 12 May 2009 23:22:25 +0000 http://itknowledgeexchange.techtarget.com/channel-marker/?p=2074#comment-693 Heather, thanks for highlighting these attributes from the book...I agree with them all but very much agree with the "collaborative partnerships" and project management skills. "Trusted Advisor" may be a bit overused but I believe it's a worthy goal to strive for as a systems integrator/reseller. Heather, thanks for highlighting these attributes from the book…I agree with them all but very much agree with the “collaborative partnerships” and project management skills. “Trusted Advisor” may be a bit overused but I believe it’s a worthy goal to strive for as a systems integrator/reseller.

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