Technology Vendors/OEMs Definitions

  • A

    authorized service provider (ASP)

    An authorized service provider (ASP) is an organization that a product manufacturer has deemed qualified to service products covered under the manufacturer's warranty.

  • 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.

  • corporate account manager (CAM)

    In the channel, a corporate account manager (CAM) is responsible for maintaining the relationship between the clients of a value-added reseller (VAR) and the VAR. In this role, a CAM may be responsible for an entire portfolio of client relationships in multiple locations. Corporate account managers serve as the primary contact for the client, which emphasizes the need for both excellent customer skills and a thorough knowledge of the channel.

  • D

    Dell PartnerDirect

    Dell PartnerDirect is an international channel partner program that provides partners with business development, sales and marketing resources.

  • direct market reseller (DMR)

    A direct market reseller (DMR), also known as an e-tailer, is a company that sells directly to consumers online without operating storefront operations of any kind... (Continued)

  • 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.

  • H

    HP Channel Services Network (HP CSN)

    HP Channel Services Network (HP CSN) is a Web-based management system and membership program for HP's authorized channel service partners.

  • HP PartnerOne program (Hewlett-Packard PartnerOne program)

    HP PartnerOne is a channel partner program that provides resources and benefits for value-added resellers (VARs), system integrators, service providers, hosting providers, independent software vendors (ISVs), distributors and other businesses that want to collaborate with Hewlett Packard (HP).

  • I

    IBM PartnerWorld

    IBM PartnerWorld is a program run by IBM that outlines how the company works with IBM Business Partners such as VARs, systems integrators, managed service providers, consultants and independent software vendors.

  • Intel Technology Provider

    The Intel Technology Provider program is Intel Corp.'s partner program designed to support the sales and marketing efforts of channel partners who specify, design, build or resell Intel-based technology products.

  • ISV (independent software vendor)

    An ISV (independent software vendor) makes and sells software products that run on a physical hardware device, on a virtual machine or in the cloud.

  • N

    NetApp Insight

    NetApp Insight is an annual technical conference series for NetApp, a computer storage and data management company. 

  • O

    OEM (original equipment manufacturer)

    Original equipment manufacturer (OEM) is a broad term that describes a web of relationships among IT hardware vendors, component makers such as microprocessor manufacturers, software vendors, and channel partners such as resellers and distributors.

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