N-able Mid-Market Managed Services Push Proving Lucrative

October 9, 2009

D.H. Kass

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The Computer Technology Industry Association (CompTIA) also sees the gloom that has blanketed the IT industry lifting a bit.

A CompTIA study of 200 technology companies conducted from May to August suggested that the IT industry’s confidence level, while not approaching that of a swagger, may be returning.

Survey respondents included IT companies, solution providers, VARs, hardware and software vendors.

The study’s results showed that 48 percent of companies expect to increase research and development investments and other activities to generate revenue. One-third of the study’s participants said that they will up technology spending in the coming months.

CompTIA’s IT Industry Business Confidence Index, a mixture of three different measures of confidence, rose more than three points in August, on a scale of 0 to 100.

“The data suggests that companies have begun to reset expectations with an eye towards an improved economic landscape,” said Tim Hebert, CompTIA vice president of market research.

HP Adds Designations, Tools and Rewards to PartnerOne Channel Program

Hewlett-Packard Co. has added new Elite designations in key growth areas, marketing resources to help partners stir up sales opportunities and special compensation for resellers that post year-over-year growth in targeted technologies.

The vendor’s strategists are urging channel partners to grab growth opportunities, particularly in important areas such as virtualization, data center and services, and leverage the entire HP portfolio as a competitive advantage.

“These PartnerOne enhancements address key growth areas such as virtualization and networking, along with several new marketing resources to help partners turn those opportunities into real results,” said Tom LaRocca, vice president, marketing and strategy, Solution Partners Organization, HP Americas.

Accordingly, HP is extending its Growth Accelerator, a rebate program that incents partners for year-over-year growth in ProCurve networking, enterprise servers and storage and enterprise services.

The vendor’s new Elite designations include virtualization, data center and point-of-sale.

The Virtualization Elite designation blends the former BladeSystem Server and Storage and Virtualization Solutions tags and includes back-end rebates, special pricing, marketing funds and sales leads.

HP’s Data Center Elite designation provides rewards partners who hold designations in enterprise storage, services and virtualization with back-end rebates, special branding and value-added solutions for the data center.

The Store Solutions Elite designation rewards partners with an expertise in point-of-sale solutions, including hardware, software, service and support with back-end rebates, supplemental demonstration units and branding materials.

HP said that partners holding its Services Elite designation will be measured based on a new yardstick called the Services Penetration Rate Index that rates services penetration irrespective of a partner’s business model. The PRI will go into effect in May 2010. All other program enhancements and benefits will become available on November 1.

The vendor also is offering partners some additional marketing resources, including an e-marketing tool to publish information about HP products and solutions on their web sites, a web-based tool to help partners plan and conduct customer events and webinars, and funds to help offset the cost of sales and technical training to obtain Elite designations.

Ingram Micro Offers New End User Leasing Program

Distributor Ingram Micro has launched a new end user financing program for its U.S.-based channel partners through VAR Resources, a financing company that works exclusively with channel partners.

The financing option provides end user leasing for products from vendors with which Ingram does not maintain an existing leasing arrangement. The distributor holds captive leasing agreements with a number of its major IT suppliers, including Hewlett-Packard Co., IBM Corp., Cisco Systems Inc. and others.

Funding is available for a range of IT solutions, including software, service contracts, implementation costs and phased installations. Ingram’s resellers have access to pre- and post sales support provided by VAR Resources dedicated staff.

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