Channel Awards
Simon Meredith looks at two more companies that could be in the running for this year's Channel Awards.
Crane in the frame
Crane has a strong presence in the voice sector already, and if it can replicate that reputation with converged data solutions resellers, it could well be a contender for one of the 2003 awards.
The company works with only a small number of vendors and has recently split its business into three distinct units that focus on one of its key lines: Avaya, NEC and LG. In addition, recently it set up Anikti, a business focused on selling telecoms servers.
The strategy has been a real success, according to Will Morey, group marketing manager at the firm. "Having that focus made a huge difference and we are now beginning to see the benefits," he said.
In the Avaya business, Crane's detailed approach even extends to mirroring the vendor's structure so that there is a separate focus on converged solutions opportunities in the enterprise and SME markets.
With LG, the focus is on the SME sector, and with NEC on medium-to-large enterprises.
But the award that Crane is most likely to contest is the Specialist Distributor of the Year. "Everyone is talking about convergence this year," Morey said.
"We are putting a huge effort into training, so resellers can take advantage of the opportunities."
Winning, or even being nominated, would be a major boost for Crane, he added.
"It would be an indication that we are doing something right in the market," Morey said.
CRN analysis
If Crane can bring some of its voice expertise to the data channel, Crane stands a good chance of making it onto the short list.
Nortel counts on partnership
If partnership and pragmatism are qualities that resellers value, Nortel may be in with a good chance of being nominated or winning one of this year's vendor Channel Awards.
The firm has revised its channel strategy over recent months. In the enterprise market it has introduced a new pricing structure and overhauled partner development.
"We are putting a real focus on partnership, being quite selective about the number of partners we work with, and aiming to build mutually profitable, long-term relationships," said Adrian Marsh, director EMEA channel strategy.
Marsh believes Nortel's commitment to indirect sales will be important in the enterprise market. The firm is ramping up its demand generation, and partners that invest in Nortel skills will be rewarded with closer engagement and higher discounts.
Marsh thinks Nortel's product line, now very much focused on convergence, combined with its channel programme, could put the firm in the running for the Corporate Vendor of the Year award.
Winning an award would confirm that Nortel is making real progress.
"It would help build confidence that when it comes to forging partnerships in the convergence space, Nortel is the vendor to work with," he said.
CRN analysis
Nortel is at the forefront of the voice and data market. If it can open up this area of opportunity for resellers, the company could well be in the running for an award.
Put yourself in the running
Eight categories at the Channel Awards will be put to a vote from a short list of six companies.
Voting will start in September and go on until late October. The short lists will be drawn up by a panel of independent judges from entries received between now and 4 July. This means that if you want to be in with a chance of winning, you have to put yourself forward.
It is easy to enter, and as long as you provide a minimum amount of information, the judges will consider your entry carefully. To post your entry, go to www.crn.vnunet.com and click on the Channel Awards button. The eight categories you can enter are:
- Corporate Vendor of the Year
- SME Vendor of the Year
- Specialist Vendor of the Year
- Corporate Distributor of the Year
- SME Distributor of the Year
- Specialist Distributor of the Year
- Corporate Reseller of the Year
- SME Reseller of the Year
All CRN reader votes will be audited by the Audit Bureau of Circulation.