VARs, Integrators: Stand Up And Be Noticed

If you asked the average man on the street, What is a VAR? it's unlikely he would respond "a value-added reseller." The reality is that the general public has little, if any, knowledge of the technology channel and its members (VARs, systems integrators, and solution providers). Yet, all of us benefit every day from the efforts of channel companies. When I log on to the company network, when a cashier scans items at the checkout, or when a traveler goes online to obtain directions, chances are a VAR helped build these technology solutions.

The Importance Of The Channel
VARs, systems integrators, and solution providers are often the unsung heroes of the technology world. Acting as middlemen, they combine the products of hardware manufacturers and software vendors to solve the problems of their end user customers. They tackle the integration issues, customer modifications, and sometimes the middle-of-the-night technical support calls.

Business Solutions, now in its 11th year as a magazine designed specifically for the channel, saw the need to recognize VARs and reward them for their achievements. Many award programs exist to honor the advanced products developed by technology vendors. A number of events also decorate end users for the adoption of new technologies. But, the few award programs that did exist for channel companies were offered by technology vendors for highest volume sales of the vendors' products or product lines.

Recognizing Channel Contributions
In 1998, Business Solutions launched its Total Solution Provider Awards program. These awards recognize the sales achievements, innovative installations, and customer service efforts of VARs, systems integrators, and solution providers. To date, Business Solutions has presented five award programs for channel companies in the retail, automatic identification and data collection (AIDC), and document management and imaging technology arenas.

The award program that Business Solutions has designed for document management and imaging VARs operates under a special name, the Channel Connection Awards. This program, also sponsored by AIIM (The Association for Information and Image Management) International, is tied to the Channel Connection, a special event for VARs at the AIIM Exposition and Conference. This year, Business Solutions and AIIM will present awards to channel companies in the following categories:

• innovative document management and imaging installation
• innovative Web imaging installation
• innovative workflow installation
• innovative forms processing installation
• innovative knowledge management installation.

The awards will be presented at a special luncheon at AIIM 2001, April 30-May 3, at the Jacob Javits Convention Center in New York City. We are presently seeking channel companies for awards consideration. The application process is simple; see the information below to apply. Deadline for applications is April 1st. Good luck!