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All VARs Want for Christmas

by Alison Diana

Just because you're more likely to play Santa Claus than sit on St. Nick's lap this year, doesn't mean you don't have Christmas dreams of your own. Sure, you may not want a Drowsy Doll or a train set, but perhaps some of your holiday wishes may come true.

This holiday season could well be the toughest one yet, for small and large businesses in multiple market segments. As retailers brace for lower than normal sales, solution providers report longer lead times, late payments and customers looking to delay spending when possible. Not surprisingly, many executives wish for a resolution of today's economic turmoil or ways to improve their revenue during the downturn.

"I want credit markets stability and better credit terms and availability for midsize businesses," said Michael Minnich, president and CEO of DeGraff, Ohio-based NetGain, and co-leader of Ingram Micro's VentureTech Network Snow Belt chapter.

Indeed, in one form or another, the economy topped many of the VTN chapter leaders' letters to Santa. "All I want for Christmas is an end to this economic nightmare; the other issues I can fix myself," said Steve Katsman, president of Micro Technology Group, Bristol, Pa.

Solution providers also sought additional tools to combat the weak economy and boost sales. "All I want for Christmas is a consistent up-tick in my managed services sales volume," said Todd Billiar, IT Managed Services Specialist at Synergy Global Solutions in Pittsford, N.Y.

Sklar Technology Partners wants an enhanced Web site to attract and retain clients. "This is what I want for Christmas -- the best web site in the industry so I can market my stellar business and make money during a tough time," said Randy Sklar, president of the Mechanicsville, Pa.-based solution provider.

But there is humor even during the bleakest times -- a trait often required to be successful in a business that has weathered various storms, both economic and technological in nature. "I'd like a month's subscription to the "Wall Street Journal" that enables me to receive tomorrow's edition by 8 a.m. today in order to replenish my 401(k)," said Minnich.

Likewise, Synergy Global Solutions wanted the ability to foretell the future. "A crystal ball to see what's coming down the pipe wouldn't hurt," he noted.

And, of course, there's always the runway standby. "If you want the beauty pageant response, then just toss in some world peace for good measure," joked Katsman.

But many items on one VAR’s Christmas list may be easily filled -- if the right people see his letter to Santa. "I want peace on Earth, some holiday time with my family, a copy of 'Call of Duty: World at War' for my PlayStation 3, an advance ticket for the upcoming "Star Trek" movie," said Steve Meek, vice president at the Fulcrum Group in Keller, Texas, "and some low-cost, high-yield marketing activities in 1Q to help ramp up new customer acquisitions, in case the economic news continues to bode poorly."

 

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