IT Distributors/Wholesale Providers Definitions

  • A

    Apple Authorized Reseller (AAR)

    An Apple Authorized Reseller (AAR) is a business partner that has entered into a contractual relationship with Apple Computer Inc., to sell software and/or hardware products.

  • C

    channel captain

    A channel captain is the individual or organization responsible for managing a particular distribution channel and overseeing channel partnerships. The channel captain is usually a channel member.

  • channel partner

    A channel partner is a person or organization that provides services or sells products on behalf of a software or hardware vendor. Value-added resellers (VARs), managed service provider (MSPs), consultants, systems integrators (SIs), original equipment manufacturers (OEMs) and distributors may all be called channel partners.

  • channel strategy

    A channel strategy is a vendor's plan for moving a product or a service through the chain of commerce to the end customer. A vendor may embrace a direct or indirect sales channel or a combination of the two.

  • Citrix Solution Advisor

    Citrix Solution Advisor is Citrix Systems Inc.'s global channel partner program for partners who plan, design, implement and maintain Citrix products for customers.

  • D

    distribution channel

    A distribution channel is the network of individuals and organizations involved in the process of moving a product or service from the producer to the end user.

  • distributor agreement (distribution agreement)

    A distributor agreement is a business contract between a vendor and distributor. Types of agreements include master, exclusive, selective and international distributor agreements.

  • F

    Full Packaged Product (FPP)

    Full Packaged Product (FPP) is the retail version of a Microsoft licensed product. FPPs are sold in stores in shrink-wrapped boxes.

  • I

    IT distributor

    An IT channel distributor is a business that acts as an intermediary between vendors and value-added resellers (VARs) or system integrators (SIs) in the distribution of software or hardware.

  • P

    partner account manager (PAM)

    As liaisons between vendors and channel partners, partner account managers have important functions within a vendor's channel partner program.

  • R

    reseller

    In information technology, a reseller, also sometimes known as a value-added reseller (VAR), is a company that typically buys products such as computers in bulk from a manufacturer and then 'adds value' to the original equipment by including specific soft...

  • V

    VAR-to-VAR

    VAR-to-VAR is a business model based on cooperation between value-added resellers (VARs) that allows the companies to obtain professional services and solutions outside their specialties or geographic areas... (Continued)

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