Distribution Channel Offerings

There is little question that resellers, VARs, and integrators hold the collective keys to success in today's technology markets – without them, vendors and distributors of imaging, document management, Internet, ERP, and other high-tech offerings would have a much tougher time explaining and selling their wares to an increasingly segmented customer community. Achieving this success, though, is no simple matter, for the technologies are converging, competition is intensifying, and margins are shrinking.

Recognizing this, Kinetic Information dedicates a significant portion of its resources to helping clients build the most effective distribution channel and business partner programs they can. By leveraging our exclusive primary research with channel participants and end users, we paint a holistic picture of IT sales and acquisition … and then apply what we learn to significant practical effect. The end result is a remarkable combination of market intelligence vehicles and outreach opportunities that are delivered through a uniquely valuable set of services:

  • Channel Outreach & Intelligence, providing a steady stream of customized marketing materials, strategic market information, and opportunities to connect personally with resellers, VARs, and integrators. Built atop Kinetic Information's internationally-known research capabilities, it gives you both the visibility and understanding you need to foster a thriving distribution business.
  • The Channel Channel, a state-of-the-art television series that is designed specifically to facilitate your relationship with channel participants. Using the latest satellite and fiber technology, it lets you reach thousands of qualified VARs, integrators, distributors, and even corporate IT professionals in an independently-produced forum that encourages interaction and ensures your message is clearly understood.
  • Channel Development Services, concentrating on the key business issues that determine whether present or potential distribution partners will perform the way you hope and expect they will. By systematically cataloging their strengths and weaknesses, the service improves your ability to support and maximize the performance of the organizations on which you are relying to increase your market penetration.
Kinetic Information Experience in the Channel
(representative list)

Kinetic Information and its principals have experience in the distribution channel and business partner arena that is deep, varied, and characterized by numerous successes, rich resources, and a unique ability to influence the conventional wisdom as follows:

Prior Successes

  • Grew workflow/imaging/document management distribution business nearly 150% per year over three years
  • Increased number of VAR partners in that program from 300 to 3000 in three years
  • Mounted technology road shows (32 cities in five countries over five months) that averaged 50-75 attendees in each U.S. city, 100+ internationally
  • Surveyed 300 resellers for Reseller Channel Dynamics report
  • Attracted 100+ guests including channel players to pre-AIIM Kickoff Event
  • Received scores of Process Innovation Awards nominations from VARs and integrators in key vertical markets
Key Resources
  • Proprietary contact database of nearly 4000 resellers, integrators, and ISVs
  • Proprietary email hot list of approximately 200 more
  • Partnerships with key publications and distributors (e.g., Corry Publishing, Tech Data)
  • Relationships with distance learning organizations serving channel partners and customers (e.g., PeopleSoft Knowledge Broadcast, Lotus Learningspace)
  • Access to satellite TV broadcast to 3000 pre-identified and pre-qualified resellers
  • Continuous interaction with editors and reporters as a source for insight and information
  • Opportunities to publish articles in leading trade and integration consulting publications (e.g., KMWorld, Inform, Consultant Magazine)

Kinetic Information Home