One of the many
sessions available to BlueStar VARTECH attendees was a workshop on the
government vertical. If you're like most VARs, this vertical stands as
huge opportunity often outside your reach due to inexperience or lack
of knowledge. A few points pulled from the workshop give me hope that
this vertical might be closer to an AIDC VAR's grasp than most think.
For instance, Brenda Newgaard from Zebra, told attendees that 80% of
DoD items mandated to be marked can be done so with a bar code label.
So, no RFID (radio frequency identification), no problem with federal
and DoD opportunities.
Additionally, Newgaard says there are huge opportunities in selling
e-citation solutions to a variety of groups, including municipalities,
homeland security, and university, tribal, park, and airport police
departments. The reason e-citation solutions are so popular is because
such solutions increase the speed of issuing tickets (most officer
fatalities occur outside the police car), reduce the time it takes to
process the tickets, increase ticketing accuracy to near 100% (some
reports say 30% of citations are dismissed due to inaccuracies/human
error). With such efficiency gains, it's easy to understand why police
(and taxpayers) are willing to support such solution purchases.
Inevitably, one of the most daunting challenges of landing government
work is navigating the forms, bidding process, and requirements
necessary to work in the space. BlueStar, through its government FUSION
program, and many vendors with a government focus, are willing and able
to provide you the help you need. Don't let your lack of experience or
knowledge today keep you from landing these great government
opportunities tomorrow.
One of the more unique
offerings BlueStar provided attendees of VARTECH 2009 was a "Create
your own corporate video" workshop. The value-added distributor
recommended VARs sign up in advance. As part of this preregistration,
BlueStar asked for the VAR's web address. From there, the VAD's
marketing group researched the VAR, pulling key marketing phrases and
messages from the VAR's website. This information was used to create a
script for the video sent to the VAR for fine-tuning, approval, and to
practice reciting the message.
At the event, VARs were given times to enter the workshop where a
professional camera crew, lighting, and other equipment waited. It was
there VARs recorded their one to three minute marketing messages.
Tracey Lugo, marketing communications manager for BlueStar, says the
workshop was free to attendees, as is the web hosting of the video. If
you missed this opportunity, here's some potential good news. Lugo says
due to the popularity of this year's workshop, BlueStar will most
likely offer the workshop again at future events.
President and CEO of
BlueStar, Steve Cuntz was warmly received at Friday morning's keynote
address as he stepped to the podium wearing stereotypical accountant
garb (see photo below). Cuntz' speech focused on the financial health
of the channel and ways the value-added distributor is willing to work
with VARs to provide financial assistance.
Not only is BlueStar willing to help, Cuntz also pointed out other
resources a VAR should consider leveraging to improve their business.
Specifically, Cuntz pointed to the value in joining industry
associations such as AIM
and RSPA.
Beyond the hard benefits each association offers, Cuntz shared a story
about attending an RSPA conference where the keynote speaker provided
information so valuable Cuntz was able to save $20,000 in last year.
Finally, Cuntz pointed to one way VARs can earn more revenue without
doing any additional work. By implementing IT management software Autotask
at your company, Cuntz says the time tracking, billing, and reporting
software can increase billable time 15% on average.
Day one of VARTECH 09
has come to a close and my notebook is filled with an assortment of
observations and announcements.
I can't remember ever standing in such a long
registration line for a trade show. I wondered if attendance was up
this year. Also, while waiting in line, I couldn't understand many of
the conversations going on around me. That is, there were a lot of
foreign languages being spoken. It didn't take long for me to get an
explanation on both the long lines and foreign languages.
During the early afternoon vendor meeting,
BlueStar's Mark Fraker explained that this year's VARTECH was expanded
to include partners from Latin America, Canada, and Europe. Fraker says
Code Zone (the exhibition hall) is 25% larger this year. Also, VARTECH
09 has the most preregistered attendees BlueStar's had in 10 years.
BlueStar will be rolling out Fusion program
enhancements soon (more details will be forthcoming on day 2),
including a push to promote Government Fusion design to help VARs
navigate and succeed in the government vertical.
BlueStar VP of finance Doug Bivins says the
distributor is dedicated to helping VARs get as much financial
assistance as possible. Check out this video
interview where Bivins explains in greater detail.
A couple sales opportunities BlueStar execs
recommend VARs examine: security solutions and digital signage.
BlueStar's Steve Cuntz recommends VARs check
out IT management software Autotask. The time tracking, billing, and
reporting software increases billable time 15% on average.
The Code Zone show floor was crowded, loud, and
full of energy.
(Nashville, TN) -
Business Solutions magazine (BSM) today announced it will be providing
detailed coverage of value-added distributor (VAD) BlueStar's VARTECH
09. The magazine, with 23 years of covering the IT channel, will be
reporting on the latest breaking news and provide commentary and
analysis from the educational conference and trade show.
