Wanted: VARs And Integrators

The technology industry continues to court VARs and integrators. The reason is simple: the channel can exponentially grow technology sales. Consequently, hardware manufacturers, software developers, and distributors go to great lengths to attract new resellers, and event producers that support these vendors have come to realize the channel's value. For VARs and integrators, this means more offers and programs, some of which are free, are catered to their needs.

March Events For The Channel
Business Solutions is sponsoring two events this month designed for the channel. First is the 8th Annual Channel Connection, March 6 to 8, a free event for VARs and integrators at the AIIM 2002 Conference and Exposition (San Francisco). At the Channel Connection, you can network with fellow VARs and integrators, as well as schedule private one-on-one meetings with executives at enterprise content management companies. The Channel Connection also offers interactive sessions on hot topics such as:

• Project Management Insights and VAR War Stories
• Write a Winning Proposal: Get Attention and Business
• Prove Product and Service Value in a Tough Economy
• Real-Life Applications for Color Imaging and How these Solutions Were Sold
• Benchmarking VAR Programs of Integrated Document Management Vendors

For more information, visit http://www.aiim2002.com/main-channel.html.

Also, this month is the 3rd Annual Executive Marketing Summit, March 11 to 12, (Chicago). This event was designed by leaders of the automatic identification and data collection (AIDC) industry to provide a forum for interaction between resellers and manufacturers. Many presidents and VPs of major AIDC companies attended past summits and sat side-by-side with the VAR participants. Beyond networking opportunities, the 2002 Summit will present findings from a market intelligence report conducted at the 2001 Frontline Solutions Expo. The study, entitled "Cracking the Code," will give data on how vendors and their channel partners can improve their sales and market strategies. There is a registration fee for this event, but promoters promise the findings will be worth the price. For more information, visit http://www.infocatt.com/summit2002/.

Channel Events Throughout 2002
Another unique producer of channel events is Vision Events. Business Solutions is the premier media partner for Vision Events' channel events, including VARVision, May 29 to 31, (Orlando, FL) and EnterpriseVision, July 14 to 16, (La Jolla, CA). Vision Events brings together technology vendors and resellers in private boardroom appointments to form strategic partnerships and secure new business. For VARs and integrators participation is "by invitation only." But if you qualify, all travel expenses (airfare, transportation, hotel, and meals) are paid for. For more information, visit http://www.visionevents.com.

There's simply not enough space on this page to mention all of the 2002 events tailored toward the channel that Business Solutions sponsors. Check out the Partner Planner section in each issue to see upcoming shows and conferences (p. 107 in this issue). And, remember a big advantage of being popular is you have more choices. Select events and programming that work for you and your business.