Intel estimates that over five billion computers globally and 1.9 billion in APAC are ready to get refreshed-which means they are ready to be replaced with the latest versions. While getting first time users to opt for nettops and netbooks is not difficult, it is assumed that existing customers might view this sceptically, which is why the Intel Solutions Summit saw its top executives educating partners on convincing SMB customers to go for this product refresh exercise.

Intel used 'recession' as the theme for its Solutions Summit in Gold Coast, Australia in April, 2009 though it tailored the event to a very optimist note.

Intel tried to encourage the 300-odd participating partners by lauding them for moving with product and technology transitions quicker than the indirect channel. “The channel leads in transitions,” was the message that almost all the present Intel executives kept making and repeating. This aside, Intel will generate better business opportunities this year-consumer, business PC market, servers and government.

Stimulated by government payouts
Elaborating on these, Navin Shenoy, VP-Sales & Marketing and GM, Intel Asia Pacific talked about channel partners taking part in the government economic stimulus programs across the region.

In India Intel is in close conversation with the government about the local stimulus packages as well. So how will Intel ensure that it keeps its channel's interest in mind when it discusses rollout of IT project with the bureaucrats?

A flame thrower entertains the assembled partners during dinner	Intel executives are all smiles during the ISS 2009

Answering this, Shenoy stated that the decision to buy from the channel or from vendors rest entirely with the government.

Consumers, enterprise and servers
The second market that Intel is focusing on this year is that of consumer computers. Steve Dallman, VP-Sales and Marketing Group and GM, Worldwide Reseller Channel Organization, Intel too agreed that customers overall now had a very compelling reason to transition from their old machines, which signals good business opportunities for the channel in turn.

The last thrust area for Intel is the server business, where the company is launching server certification programs to increase the channel's confidence and improve their credibility when they offer their server platforms to enterprise customers.

Steve Dallman talks to the channel partners about Intel's focus on four verticals this year	The gala dinner on the first night of ISS 2009

Pep-talk for the channel
At a round table discussion on ways that the channel can beat the downturn, Tim Bailey, Director-Marketing APAC, Intel pointed out that now was the time for partners to innovate their offerings to the customers.

Similarly, Chris Sharp, GM-Server and Developer Tools Business for Microsoft's Asia Pacific (APAC) region said that his company was helping customers to reduce their IT infrastructure cost by helping them virtualize their technology.

Louis Yang of Equal, an Intel Premier Partner in Taiwan, made an interesting observation on how during slowdown new customer types emerge. “There are customers who are not spending or are hesitant to do so, while there are others who are willing to spend to outperform their competition. Their spending patterns and budget might change, but they are willing to invest in technology,” he explained.

The event also had a showcase area where other participating sponsors like Microsoft, VMware, Symantec, etc displayed their latest products for the benefit of the partners and media alike. And Intel managed to inject its key partners with the right dose of optimism, if the conversations on the sidelines of the event were to be believed.

Vinita Bhatia
vinitavs@cybermedia.co.in
The author was hosted in Gold Coast, Australia by Intel

Page(s)   1