XCHANGE 08 comments from Dallas
Everything Channel’s Xchange ‘08 had approx 250 VARs meeting with over 100 leading vendors. Some highlights of note:
Bandspeed (www.bandspeed.com) - a fantastic WLAN solution that can lead to huge profitability for MSPs who want to deploy and sell managed WLAN solutions for customers. Once I learned of them and asked other partners if they’ve heard of Bandspeed, I received one of two answers 1) “never heard of them” or 2) “Bandspeed ROCKS!”
Symantec - during our boardroom appointment, someone introduced the “elephant in the room” by asking the exec presenting about Syamntec’s recent partner/channel policy changes notably the practice of going direct to customers cutting out partners on renewals. The exec tried to play the good cop bad cop routine but was unsuccessful at delivering any feelings that were warm or fuzzy. At one point he even blamed the new practice on partners (or at least he tried) by stating that “30% of licenses don’t renew” - my colleagues and I gently pointed out that the reason for the 30% is more likely due to VARs switching solutions for the customers rather than simply forgetting to sell the renewal.
Overall, many vendors were trying very hard to position themselves as a one stop shop for a VAR. “we have this product/software, but we’ll also train you, help you grow your business, etc…” While all of that sounds great, many miss the mark in delivering what VARs are truly looking for - a PARTNERSHIP. In an era where VARs need partnerships to diversify offerings, “commitment to our channel” has got to be real. Of course, some vendors get this and others don’t even come close.
Happy hunting…
Matt Makowicz