Cover Story ypically, i use this space to comment on
VENDOR LEADS Opinion Tthe cover story, but this month I couldn’t
resist the charm of our case study, starting
on Page 20, about solution provider Unison and
CHANNEL SOUNDINGS its customer, Qqest Software Systems.
Some solution providers Michael Vizard I get this mental picture of the sales represen-
swear by them, but Automation gives tative who was resisting
others don’t see any
7 vendors better visibility his company’s automa-
value in them. PEDRO PEREIRA
5 tion plans by protecting with both arms the
GUEST COLUMN shoebox in which he
Charles Weaver kept his sales leads.
Users get attuned to His actions powerfully
24 illustrate the resistance
to change, something
GUEST COLUMN to which we can all
Tiffani Bova relate if we are being
Unison replaces shoeboxes with technology for
VARs answer the question, “What’s in your
VARs are taking advantage of free tools from
Harmony reigns in the honest with ourselves.
channel ... for now.
25 The remarkable
achievement, as skillfully related by writer Alison
Diana, is how the sales rep, Larry Karas, in the end
came to appreciate the change. Once he realized
how it would improve his life, he was all for it.
But that couldn’t have happened without the
savvy and hard work of Unison, which went to
VIRTUAL RACE great pains to come up with an automation plan
that would ultimately win over Karas and the
rest of the folks who were resisting change. The
result was Unison’s brilliant idea of a “virtual
shoebox.” Instead of physically sifting through
cards in a shoebox, Karas and his colleagues
could do so on-screen with clicks of a mouse.
It’s this kind of ingenuity that makes the
IT channel worth its keep. This kind of attention to customer needs and creativity is not
something the typical large vendor can handle.
The solution provider that takes the time to
become intimate with a customer’s systems
and business goals has a better chance at
satisfying the customer than a vendor trying
to do it remotely.
VMware is still king in the
virtual machine space, but
how long until open-source
competitors catch up?
Senior Production Designer
Senior Vice President
e WEEK Strategic Partner
Senior Art Director
Deputy Managing Editor
In the past couple of years, an increasing
number of vendors has put more emphasis on
working with partners rather than trying to sell
direct. Hopefully this will continue so that solution
providers like Unison can put all their efforts into
solving customer problems rather than having to
constantly fend off vendor competition. ´
Editorial Director, e WEEK
Pedro Pereira is editor of eWEEK Strategic Partner.
He can be reached at firstname.lastname@example.org.