Channel awards
With the deadline for this year's entries passed, the judges are considering which channel players should make it onto the all-important short lists. Simon Meredith profiles a vendor and distributor that are in with an excellent chance.
Allasso part of the service
For security distributor Allasso, winning the Specialist Distributor of the Year award, or even making it onto the short list of six names, would be an achievement.
Although its revenue is flat this year, its customer base of more than 750 resellers makes the company one of the most established and highly regarded specialist distributors in the UK.
It is service, not products, that really count for Allasso, according to sales director Bernie Dodwell.
"We believe we are much more than a distributor. We want to provide valuable services to our resellers, not just products, and we've achieved our status through dedication, commitment and focus on our customers," he said.
As well as offering pre-sales support and training, Allasso has a dedicated team of account managers supported by product specialists and marketing teams.
It has cut back its portfolio to just 13 vendors this year to focus more closely on their ranges, and claims to be the top UK distributor for 10 of them, including Check Point, Websense, ISS, Clearswift and Symantec.
In addition, Allasso produces a weekly HTML newsletter for resellers, runs regular technical workshops to give them hands-on experience before they visit customers, and produces Quick Selling Guides for all its portfolio.
Every month the company runs its Introduction to Network Security course to give resellers a fast-track understanding of network security and how to put solutions together. Last year, more than 200 reseller sales staff attended these free courses.
CRN analysis
Allasso has become one of the UK's leading experts on security in the distribution field. Along with one or two others, it is almost certainly going to be on the short list for the Specialist Distributor award this year.
The continued growth of its customer base in a tough market is impressive and its reputation among resellers is very good. The many pro-active initiatives it has run in 2003 will have done its chances no harm.
Chip giant befriends small firms
Chipmaker Intel believes it has a real chance of winning the SME Vendor Partner of the Year accolade at this year's channel awards, thanks to the tailored solutions it is offering for small firms.
As well as excellent products, the company has put extensive technical training, marketing tools and resources in place, according to Amanda McGonigle, director of reseller channel operations for Intel in EMEA.
McGonigle believes that resellers addressing the SME market appreciate the company's efforts. "We are helping those businesses take full advantage of the unique traits of the local SME sector.
"As a result the end-user, who looks to resellers and system integrators for their local knowledge and ability to serve specific regions well, benefits from a high standard of technical knowledge, advanced product warranties and the benefits of the Intel brand," she said.
The past year has seen Intel run a number of training and 'matchmaking' events such as the Intel Solutions Summit events and its Channel Conferences.
The company has also invested further in building up its technical and marketing support for the channel, offering improved rebates and a 24-hour replacement warranty on many products, and extending its marketing support and funding.
Winning a Channel Award would make all the hard work worthwhile, according to McGonigle.
"It will be validation of our ongoing efforts to support our customers and help them succeed in a highly competitive market," she said.
CRN analysis
It will probably be quite difficult for Intel to win an award as it operates at one remove from the activities of many resellers. But the vendor's strong development programme, which has undoubtedly moved platforms forward this year, and its continued support for the channel are to be commended.
It's time for the judges to decide
The deadline for channel awards entries passed this week, and while additional material and submissions may still be considered, the judges soon will be meeting to decide on the short lists.
Six names will be put forward for each of the eight awards for which resellers and users are being asked to vote. These names will be announced on 4 August.
Until then we will continue to profile the potential winners of this year's awards.
To find out more about the judges and the process, or to post late submissions, go to www.crn.vnunet.co.uk and click on the channel awards button.
The eight categories the readers of vnunet.com's sister titles CRN and Computing will be asked to vote on are as follows:
- 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
Tell us your stories
What happened to you at the channel awards? To what lengths have you or your company gone to try to win? Send your stories to [email protected] and we will publish the best ones on our weekly channel awards page.