2016 Women of the Channel

Tina PeeplesBob Laclede_65x85By Bob Laclede, Channels VP

We’re thrilled to announce that immixGroup’s own Tina Peeples (pictured) and several leaders from our parent company, Arrow Electronics, were named to the Channel Company’s CRN Women of the Channel for 2016.

Working with Tina the last few years, I’m not surprised she’s being recognized. The 7-year immixGroup veteran has tirelessly led the company’s renewals business through 52 percent growth in the last year, along with overseeing the sales ops and inside sales teams. You’ll often hear Tina talk about “protect, predict, and grow” when describing how her team approaches a customer’s public sector business.

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immixGroup & Arrow Electronics: One Year Later

integrationupdate_oneyearcandle

Bob Laclede_65x85By Bob Laclede, Channels VP

It’s hard to believe it’s been a year since immixGroup was acquired by Arrow Electronics, a Fortune 131 company. The acquisition, which was finalized at the end of March 2015, dramatically changed immixGroup for the better, making us the largest value-added distributor of enterprise IT products in the public sector.

What’s unique is that this is a reverse integration, meaning that immixGroup is now responsible for Arrow’s federal business and serves as the public sector arm of Arrow Enterprise Computing Solutions. It’s been a smooth, but busy process over the last year. It reminds me of a duck swimming on a pond—everything looks calm above the surface, but there’s a lot going on down below.

So immixGroup channels director Pat Cruciani and I took about 10 minutes to detail all the changes in this on-demand Webinar. Don’t worry, the changes are all for the better. Here’s a little preview of what you’ll hear:

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Why GWACs Are A Good Bet

US Flag, Capitol Building and MoneyBob Laclede 100x135by Bob Laclede, Vice President, Channels

The Office of Management and Budget (OMB) has dusted off a 2011 policy for stamping out “unnecessary” government-wide acquisition contracts. With so much time left to do business in FY 2016, it’s time to review the fundamentals of a good GWAC strategy. And a few of the techniques manufacturers can use to maintain or even boost their federal sales even if they don’t have a prime contract on one of the main GWACs.

What I’m suggesting may sound obvious, yet I’ve heard so many manufacturers over the years complain that they’re blocked out of this or that agency or requirement because they miscalculated their GWAC strategy. Read more of this post

Time to Wring Complexity out of Public Sector Deal Registration

Bob Laclede 100x135by Bob Laclede, Vice President, Channels

There’s Time to Wring Complexity out of Public Sector Deal Registrationlittle doubt that deal registration continues to pull its weight as a mechanism to reward and encourage reseller partners. But when it comes down to managing day-to-day deals in the real world, many partners find existing programs a bit of a chore, our latest research finds.

In particular, the challenges of registering, submitting, updating, and maintaining deals represent significant administrative burdens to partners, according to the Government Channel Leadership Council’s (GCLC) 2015 State of Public Sector Deal Registration survey. The research, conducted in the first quarter of 2015, queried 120 partners 100 vendors that deal in the public sector marketplace.

Immediately clear in this year’s research: Channel partners surveyed want vendors to wring out complexity in current programs and streamline the registration and approval processes. Some 39 percent of partners say that vendors’ deal registration programs are only moderately clear, concise, and well-documented, with 15 percent giving OEMs overall poor marks for the clarity and usability of their programs.

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Is Public Sector Deal Registration REALLY Working? Take Our Survey and Find Out

Bob Laclede 100x135by Bob Laclede, Vice President, Channels

There seems to be a growing Government Channel Leadership Councilconsensus these days, among the public sector IT manufacturer and the channel partner community, that deal registration programs just aren’t working and often lead to a great deal of frustration on both ends; this is why we’ve created the Government Channel Leadership Council (GCLC) Survey.

GCLC’s anonymous survey aims to help IT manufacturers and channel partners improve deal or opportunity registration programs within the public sector IT marketplace. The tabulation of results will be available this spring as a formal report.

Survey participants will not only be entered to win $100 but will also be the first to receive exclusive access to this comprehensive report.

I urge you to take or survey by Friday, February 13 (it will take you less than 10 minutes!)

• If you’re an IT manufacturer or distributor, click here to begin the survey
• If you’re a value-added reseller, solution provider or systems integrator click here to begin the survey

About GCLC
The Government Channel Leadership Council (GCLC), was created to provide a forum for sharing best practices, information, and ideas about the public sector IT market. Today the council is jointly chaired by Skip Liesegang, Director Distribution Sales, Americas at NetApp and Bob Laclede, Vice President, Channels at immixGroup. GCLC members include channel management executives

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