There's an old saying that goes, "You're known by the company you keep." In an industry like ours, where partnerships are key, those are words to live by. Every player in the technology channel, from solution providers to manufacturers to Ingram Micro, puts a lot of thought and care into selecting partners with whom to do business. And when those relationships work, they create an atmosphere of mutual trust that can't be bought or sold.

In this issue's cover story, "Win-Win Vendor Relationships," you'll find out how three solution providers -- Frank Albi of Inacom Information Systems, Tom Rash of Northwest Computer Support and Christine Redshaw of future Vision -- have become "go-to" partners for such leading manufacturers as Cisco Systems, Hewlett-Packard, IBM, Microsoft and Symantec.You'll also see how Ingram Micro?s market development team and customer communities work to provide Ingram Micro customers with the best access to manufacturer products, programs, resources and personnel.

For even more insight into partnering with manufacturers to build business, read our Sales & Marketing Advisor article which tells you everything you need to know about planning and executing marketing activities with manufacturer support. Whether you want to sponsor a training event, send a direct mail piece or launch a customer-outcall program, there are manufacturers whose goals match up with yours -- and we can help you find them. (To learn more about this topic, and to apply for manufacturersponsored market development funds through Ingram Micro, visit www.ingrammicro.com/agencyexpress).

Finally, if you're an Ingram Micro customer, know that we're here to serve as your advocate -- as a group and as an individual, on a regional and local level -- and to represent your interests with all our manufacturer partners. If you have questions, or want to find out how you can develop deeper, stronger manufacturer relationships, contact your Ingram Micro sales representative or a member of our market development team.