Channel awards
Two more candidates in the running for this year's channel awards.
New products lead 3Com charge
3Com will pull out all the stops to try to win a Channel Award this year. It plans to launch a series of new products and run initiatives throughout 2003 designed to excite the channel and stimulate growth.
Working with a two-tier model through its Focus channel programme, the company is planning further investment in training and support, and a steady stream of promotions, special deals and leads.
According to Buddie Ceronie, area sales director, 3Com also has more resources dedicated to all sizes of partners than any other vendor.
New products will continue to arrive following the introduction of the Expandable Resilient Networking Lan core technology, which homes in on the need to protect investment and control costs.
More recently, the firm shipped the 3Com Network Jack set of 10/100 unmanaged switch ports that fit into any standard wall cut-out or modular furniture opening. This addresses SMEs' need to cut down on cabling costs.
Ceronie also believes that 3Com's approach to the channel sets it apart.
"3Com is always looking at how it can offer partners what they need, and taking an innovative and creative approach," he said.
Winning at the Channel Awards would demonstrate that the channel has fully embraced 3Com. "It shows that the channel trusts and has faith in your ability to provide consistently good products and offer them support," Ceronie said.
"It means a great deal to us, particularly as it is voted for by those who sell our products and get direct feedback from customers."
CRN analysis
In theory, 3Com could be in the running for all five vendor awards, but it will need to excel in all areas to win Vendor of the Year. Additions to its portfolio may give the company its best chance in the Product category.
Hat-trick spurs on Equanet
Equanet has won a Channel Award for the past three years. In 2002 it was named as Approved Technology Innovator of the Year in the private sector, and in the previous two years it won Corporate Reseller of the Year.
Visitors to Equanet's offices in Surbiton cannot fail to notice the Channel Awards logos proudly emblazoned on the wall, reminding visitors and staff of the firm's achievements.
Winning the awards makes a real difference, said Paul Barlow, managing director of the company. "The awards improve the image of the industry and the company," he said.
"For one night you get to hear about companies that have continued to push the envelope with respect to innovation, customer service and satisfaction.
"Not many companies can deliver a £100,000 order next day by 10am. Equanet can. Sometimes we forget how well organised we are, but the awards remind everyone."
Even being considered for an award is significant. "It provides reward and recognition for all the effort throughout the year," he said.
"The fact that you have been nominated is important. Winning can add kudos to your company, among your peers, and in your industry and the marketplace."
This year Equanet will be striving to walk away from the November awards ceremony with further additions to its trophy cabinet. "We have increased our customer focus with a range of initiatives.
"We intend to continue to ensure that our customers are at the heart of our business strategy," said Barlow.
CRN analysis
Few companies demonstrate as much drive and optimism in their approach towards vendor and customer relationships. Equanet must be a near certain contender for Corporate Reseller of the Year and perhaps for the overall Reseller of the Year 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.vnenet.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.