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Cooperation Helps Server VARs: Page 4 of 6

VARBusiness research supports this trend, showing nearly half of large and midsize VARs (48 percent and 46 percent, respectively) becoming more vertical-market specialized in the past 24 months.

Ingram Micro, the largest distributor in the world, found it had something special to offer toward this ongoing trend: the Ingram Micro Service Network (IMSN) and the VentureTech Network (VTN). IMSN functions as a centralized dispatch system--similar to the auto industry's AAA--that connects 550 solution providers and more than 10,000 technicians in approximately 800 North American markets into a centralized network managed by Ingram. VTN is a less structured program that works more like a networking program to connect 350 resellers.

Here's an example of how it works: Information Networking in Irvine, Calif., was asked by a customer in Southern California to perform a Token-Ring-to-Ethernet migration of 400 PC workstations and 70 servers. The task involved planning meetings, design and project management. But there was one major requirement: The job had to be done in one weekend.

Through IMSN, Torrance, Calif.-based MicroWorld supplied 25 certified PC and server technicians to work around the clock during that time period. In conjunction, Information Networking provided three PC and server technicians, four Fibre and copper cable technicians, as well as server project management.

After some on-site planning meetings and numerous telephone conference calls, the migration project began on a Friday afternoon at 5 p.m. Roughly 460 man-hours later, the job was done. Ingram Micro is now touting this as one of its success stories made possible through its dispatching call center.