IBM

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?

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Celebrating 85 Years of Commitment to Canada

IBM Canada Ltd. is a leading provider of advanced information technology products and services. As a technology-based solutions company, IBM is dedicated to helping its customers solve their business problems, pursue new market opportunities and become more productive through the innovative application of e-business and Internet technology.

Headquartered in Markham, Ontario, IBM Canada has nationwide responsibilities for marketing and service. Its manufacturing and development operations include a semiconductor packaging plant in Bromont, Quebec, a software solutions laboratory in Toronto, Ontario and three Centres for e-business Innovation located in Burnaby, B.C., Edmonton, Alta., and in Toronto. In 2001, IBM Canada and its wholly-owned subsidiaries hired 2,077 employees bringing its total Canadian workforce to 18,839. IBM Canada is a strong believer in the skills development of its employees and invested over $68 million in employee education and training in 2001.

IBM Canada contributes to the Canadian economy through significant investment, job creation, use of Canadian suppliers and extensive participation in university research programs. Over the past decade, IBM Canada has been one of the largest R&D investors in Canada through investments at its Toronto Software Lab. The Toronto Software Lab represents one of IBM's largest research and development sites worldwide.

IBM's corporate donation strategy is to combine its technology and its people in effective partnerships to bring solutions to the systemic problems that impact society, business and quality of life. IBM's focus is primarily K-12 and pre-school education, and workforce development. IBM also supports selected programs in the areas of health, human welfare and the arts. Corporate contributions valued at more than $2.2 million, in the form of IBM technology and cash, benefited Canadian communities in 2001.

In addition, IBM employees and retirees pledged $2.9 million in personal donations to be distributed to more than 1,000 registered charities across Canada through its Employee Charitable Fund Campaign. In addition, more than 40 IBM employees volunteered their time for a number of new Women in Technology initiatives (Exploring Interests in Technology and Engineering - EXITE summer camp; e-Mentoring) for Grade 7 and 8 girls, designed to stimulate their ongoing interest in maths and sciences. In total, IBMers volunteered more than 400,000 hours of their personal time supporting their communities.

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 organization 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.

In Canada, there are 45 VentureTech solution provider members with 50 locations. There are 350 members in the U.S. The VentureTech Network also includes manufacturer partners like IBM.

Providing solutions into the small- and medium-business community in Canada is a key focus for IBM. The needs of SMBs are radically different from larger-scale customers. They need to work with diligent solution providers who understand the unique needs of each individual customer.

VentureTech solution providers are dedicated to providing high-quality solutions and local support. IBM provides quality technology, support and services that enable VentureTech members to provide the highest-quality solutions.

No business can be all things to all people, and no solution provider can be all things to all businesses. But through collaboration on challenging projects, and conferences where they share skills and ideas, VentureTech members vastly increase the range of solutions they can offer their customers.

"With VentureTech, customers get the depth of a national organization and the close relationship with a local solution provider. It's the best of both worlds."

– Don Conaby, President, CONPUTE Coral Technologies

Through VentureTech Solution Providers, IBM Provides Proven Solutions to Small and Medium Businesses

Before becoming VentureTech members, solution providers undergo a rigorous evaluation including a due-diligence check. Applications are passed on to VTN's seven-member advisory board, which is elected by the membership at large. Membership in the VentureTech Network is subject to periodic review.

"One of the biggest problems in our industry is there are way too many trunk slammers – people with a couple of bucks and no skills," states Peter McMahon, Vice-President, Sales, for Protek Systems, an IBM Business Partner with locations in Windsor and London, Ont., and a member of VTN. "If you just pick a technology provider out of the phone book, how do you know you're dealing with someone with a solid reputation and a solid skill set?"

VentureTech membership addresses that question. "Among the thousands of solution providers across Canada, only 45 are part of the VentureTech Network," says Don Conaby, President of CONPUTE Coral Technologies, an IBM Advanced Business Partner based in Oshawa, Ont., and a member of VTN. "We look for partners with a high level of integrity, and high-level skills and training."

Up Close and Personal

VentureTech members combine a solutions approach to selling with close personal service. "We have the flexibility to meet the unique needs of each SMB client," Mr. Conaby states. "We provide everything SMB clients are looking for: quick response, local support, and a long-term relationship with a trustworthy partner."

"SMB customers need providers who can take responsibility for delivering a working solution, instead of just throwing hardware at problems," adds Larry Poirier, CEO of Nitro Microsystems, an IBM Business Partner based in Ottawa, and a member of VTN. "Whether we're working on an Exchange 2000 migration or an ERP and IBM ^implementation, we work with customers to develop solutions to their everyday business problems, minimize downtime and improve their business processes. We offer a full range of outsourced services, from network management to help desk."

All for One and One for All

When you deal with a VentureTech solution provider, you're getting the expertise of all the other members. VentureTech solution providers frequently involve other members in projects that require special skills and services. For one project, Protek flew in a VTN member from Vancouver whose skills complemented Protek's. "The knowledge-sharing among VentureTech members is phenomenal," Mr. McMahon states.

In addition to ad hoc knowledge-sharing, VTN members share skills during two semi-annual national conferences and two semi-annual regional meetings. "At these events, members have a forum to deliver presentations on the solutions they offer," says Robert Paluzzi, Senior Manager, VentureTech Network for Ingram Micro Inc. (Canada). "When you work with a member of the VentureTech Network, you're being exposed to a much broader suite of proven solutions for your type of business."

Businesses with multiple locations can get national service through VentureTech solution providers. "VTN is an extension of my company," Mr. McMahon says. "One of our national accounts told me, 'The value you bring to me is that I can call you at nine in the morning about a problem in Calgary. The next call I get from you is that afternoon to tell me the problem has gone away'."

"With VentureTech, customers get the depth of a national organization and a close relationship with a local solution provider," Mr. Conaby adds. "It's the best of both worlds. The VentureTech Network represents the best of the best in the small- and medium-business marketplace."

The VentureTech Network is operated by Ingram Micro, the largest distributor of IT products in North America.

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