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VTN Hits a High Note - Ingram Micro gets vendors and partners in tune in the Music City [PDF file, 5,651 KB]

In tune with VTN - We go to Nashville for an up-close look at the VentureTech Network [PDF file, 4,068 KB]

CDN Channel Elite Awards Nominees [PDF File, 127 KB]

Ingram Micro's Top Guns
9 May, 2005
by Steve Wexler

Best of the best. The elite. VentureTech Network's members are the top guns of Ingram Micro's assault on the SMB market. They're rare, but not unique. Over at Tech Data their counterparts are called TechSelect. Their like can be found at other distributors and as the preferred partners of vendors like IBM, HP, Cisco and Microsoft. What they have in common is an understanding that selling solutions, not products, is the only real opportunity the channel has of surviving in an industry where healthy product margins are an endangered species.

The Canadian chapter gathered in Toronto last week, just days after Ingram Micro announced its highest quarterly profit and operating margin in six years, and two weeks after the distributor's VentureTech Network Spring Invitational in Atlanta. Along with the usual vendors' product and program pitches, networking and partying, the gathering featured update on where VTN is going and a number of pending announcements, both from Ingram and Hewlett-Packard, one of the 30 vendors participating in the event.

Ingram Micro brought out the heavyweights to this event, which drew more than 80 attendees from 44 of the 51 companies belonging to VTN Canada. In addition to the Canadian execs, that included GM Murray Wright and marketing VP Dave Walsh, VTN leader Justin Crotty, VP channel marketing, was joined by his predecessor, Bob Stegner, VP worldwide market development, and Keith Bradley, EVP and president of the distributor's North American operations.

Tommy Wald, president and CEO of Austin-based Riata Technologies, was also up for the event. He is head of the U.S. chapter of VTN, and like his Canadian counterpart, Naomi Carmichael, OnDeck Syustems, Courtney, BC, is actively involved in both countries VTNs.

The integration of the Canadian and U.S. VTN groups is proceeding and should be complete by the time of the Fall Invitational in Texas. It's possible that one or two more countries -- probably Mexico and Brazil -- could be added to the network by then, said Stegner, the man responsible for VTN over its first five years. He said each country will continue to have its own council, but that there will be two joint events at least twice a year.

The integration will offer a number of benefits to VTN members, vendors and the distributor, he stated. "First, it enables you to position yourself as a leading North American technology provider. It will help you win opportunities."

In addition to allowing VTN to drive better partnerships with vendors, it will help the 30 vendors currently support the group to streamline their sponsorship capabilities and joint marketing efforts. As for Ingram, Stegner said it will formalize processes and best practices across the border, share internal resources, provide tighter integration with vendors and result in enhanced services.

"It's the first step of a global VTN network."

HP also outlined a couple of announcements due in the next couple of weeks. First launched in September 2003, Smart Office will grow by 8 new solution areas on May 19, said HP's Geoff Kereluik, VP of SMB. "You will see us going to market with specific offerings." In addition to the solutions, there will also be a certification initiative, and this announcement will be followed by another in September. "We're looking to move up into the managed services space." HP will also be announcing some new storage products the week of May 16.

THIS EXECUTIVE OF A SMALL B.C. RESELLER IS THE LEADER OF ONE OF THE NATION’S BIGGEST VAR ORGANIZATIONS

BY PAOLO DEL NIBLETTO

Naomi Ashlee is in charge of business development at OnDeck Systems Inc., a small reseller based in Courtenay, B.C.

According to CDN’s Top 100 Solution Provider list, it ranks 88th with revenues between $5 to $10 million in a community of just 35,000 people. But, that is not why Ashlee is a Top Newsmaker for 2004.

She is also the president of Ingram Micro’s VentureTech Network (VTN) Advisory Council and a member of the North American Integration Committee.

Ashlee is the first president from a West Coast reseller. She is also the first president from a small community. Under her watch, VentureTech has grown into 52-member reselling powerhouse.

It has 75 locations in Canada and approximately 1,700 employees with more than 2,000 certifications. Collectively, VTN members did about $450 million in business this year.

While other resellers suffered during the IT slowdown, VTN members grew their business dramatically, she said.

Her goal is to expand the network to 70 members by the first quarter of next year. It had fewer than 40 when she became president.

“Naomi personifies VTN members out there,” said Dave Walsh, Ingram Micro Canada’s director of marketing. “She recognizes that if they leverage the collective influence of VTN it aggressively increases their market position, their value and their power.”

She lobbied the U.S.-based VTN members to become partners with their northern neighbors, believing that the two entities can be more efficient by eliminating duplicate processes. “This was pivotal,” Ashlee said. “To align the U.S. team with Canada we learned to share information, and it turned out we made VTN a better organization because we were working with Ingram as a North American model, which is how they are run.”

Strength in Numbers

Ingram Micro's VentureTech Network has 45 members, 65 locations, 1,700 employees and more than 2,000 certifications, which means this reselling organization has power and clout.

by Paolo Del Nibletto

My father, who is a great inspiration in my life, has always supported the union movement. It's a group that today is seen by business and others as irrelevant or which has stopped being useful.

Employers are morally and legally responsible for their workforce, and where necessary governments have added protections such as pay equity, safety rules and workers compensation. However, my father defends unions because at their core they have strength in numbers. And when you have strength in numbers you have power and clout. You can be a 98-pound weakling and be just as swift and powerful as Muhammad Ali in his prime.

In the VAR channel, organizations such as Ingram Micro's Venture Tech Network (VTN) enables a small reseller who does a few million in business to operate similar to reselling powerhouses such as GE ITS, Compugen, MicroAge, Xwave and SoftChoice.

Why? Because with 45 member companies, 65 locations, approximately 1,700 employees and more than 2,000 certifications VTN has strength in numbers. Collectively, VTN members did about $450 million in business last year. If they were one company that would make them second in revenue behind NexInnovations in Canada. They would be the No. 2 player on CDN's Top 100 Solution Provider list.

All VTN members sign a code of conduct so no one undercuts another member. VTN members in Canada and the U.S. must help each other out. For example, if a network member has a client expanding out of his local community another VTN member from new community can become an extension arm for the original reseller.

Pricing levels for VTN members are all agreed upon up front, which ensures fairness. Another interesting fact about VTN is that during the IT slowdown, which saw numerous high profile VARs go out of business, only one VTN member closed shop. During that time VTN members grew their own business dramatically, according to Naomi Ashlee of OnDeck Systems Inc. and Peter McMahon of Protek Systems (two senior VTN members).

Now they want to grow to 70 members by the end of the year, said Ashlee, the president of the VTN council in Canada.

Is VTN a union? Well . . . I'm sure the folks at Ingram Micro Canada and the VTN members themselves would say no. But, do they have strength in numbers? Absolutely!

Originally published at http://www.itbusiness.ca/index.asp?theaction=61&sid=55641#.

Think Globally, Act Locally: VentureTech Solution Providers Combine National Scope and Local Presence

Most people think of technology as impersonal. In fact, it's deeply personal. Technology transforms the way people go about their business. It takes people - skilled and dedicated people - to make technology work for business.

Businesses can buy hardware and software on the phone or over the Internet. but on their own, hardware and software can't solve business problems or streamline business processes. That takes a close relationship with a local solution provider who understands how to make technology work.

How do small and medium businesses find technology providers who can help them achieve their business goals?

There's a simple answer: Look for a solution provider who's a member of the VentureTech Network (VTN), a nation-wide organisation of solution providers with a compelling offering for small and medium businesses (SMBs): depth of industry knowledge, expertise in best practices, quick resolution of problems, and installation of the right solutions, the first time.

Continued >  [PDF file, 1.5MB]

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