Why VARs Need A Partnering Plan

Michael Giambanco, Manager of Services Business Development for Ingram Micro, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview. In this interview, Giambanco discusses common reseller fears about partnering, reveals recent partnering trends, and talks about the future of VAR partnerships.

"I think you would be hard pressed to find a reseller out there who's not partnering in some way," Giambanco says. "If they're not doing any kind of partnership ... they're actually turning away business. The real decision comes down to how will they deliver that service. Is it going to be through another partner via one of the many networks out there or social networking? Or are they going to look through a headhunter service with a 1099 contracted employee?"