The Intel Solutions Summit 2007

The Changing Face Of The ISS

Every year, Intel organizes a channel event for its channel partners. The biggest impetus for attending this event is the exotic location that changes every year and the pampering imparted by Intel to their premier channel partners.

I have had the opportunity to participate in seven of the past eight Intel Solutions Summit (ISS)—at Phuket in 1999, Bangkok in 2000, Singapore in 2001, Shanghai in 2002, Sydney in 2004, Ho Chi Mhi City in 2005 and Sanya in China last year. This time it held the ISS at Auckland in New Zealand. The only year the company scheduled the event but could not hold it was in 2003 because the venue was Koushing in Taiwan, and the bird flu was prevalent then.

This Intel event saw participation from a cross section of channel partners, distributors and non-competing vendors. Two Intel partners from India who attended the event share their viewpoint on what delighted them most about it

With all these events under its belt, Intel has become an excellent host, attracting the who’s who of the IT channel from the region and prominent sponsors from the industry. From Asia Pacific there are participants from countries like India, China, Thailand, Malaysia, Singapore, Vietnam, Pakistan, Sri Lanka, Bangladesh, Nepal, Korea, Philippines, Indonesia, Australia and New Zealand.

Over the year, ISS has gradually transformed from a closely networked event of about 100 delegates from the region into an ostensible mega show for over 700 delegates. There is a distinct shift of Intel from listening and giving feedback to preaching, motivating and hypnotizing the attendants.

An event originally construed to provide a platform for healthy discussions between Intel, its channel and its distributors has been complicated by the addition of ODM’s, independent software vendors and other relevant and irrelevant non-competing computer hardware and accessories suppliers. Each of these is vying to showcase their products. An event that started as a one and a half day of serious discussions is today a three-day event filled with fun activities. Surely this change is based on the active feedback provided by the attendees of previous shows. This dynamism is also evident from the product show and Intel’s shift of focus from processors to networking products, consumer accessories, etc.

The representation from various countries to the ISS also depicts a dramatic change influenced by their sheer market size. Countries like Sri Lanka, Bangladesh and Nepal are the latest invitees to the show.

I take pride in claiming to be a veteran in Intel business. But the other face of the coin—stagnation—also perturbs me. On many occasions I have shared this experience with an Intel GID, the CEO of Legend, which is now popularly known as Lenovo.

Other prominent and successful partners of our country not seen at this event were Nitin Shah of Allied Digital, Rajeev Goel of Intec Info Systems, Nilesh Arora of Epslon Systems and many more.

Moreover even from Intel’s side I had the opportunity to hear the keynote presented by Paul Otellini, CEO and President, Intel in 2000 when he was VP—Global Marketing. But other faces like Atul Vijaykar, Avtar Saini and Amar Babu have moved to greener pastures.

This is why we call IT a dynamic industry, striving to stability. Surely it is debatable whether stability is stagnation or stagnation is stability but the need of the hour is growth by all means.

Hence what spurs such events is growth oriented selling and this is what should stand out. It should not be lost under the camouflage of exotic locations and sheer opulence.

Saket Kapur,
Director, Green Vision

Getting Ready to
Multiply Opportunities

Intel’s biggest and most prestigious
annual channel event—Intel
Solutions Summit 2007—took place in the wonderful city of Auckland, New Zealand. The event saw attendance from over 400 Intel premier partners from across APAC along with Intel distributors and few selected retailers.

Over the years, Intel has used this event to present partners with its vision, roadmap and technological updates for the future while rewarding deserving partners for their performance. Besides this, there are numerous presentations on varied topics, face-to-face meetings and a chance for partners to network extensively.

This very networking with partners across APAC has helped me learn about other people’s business models and look at new business opportunities as well.

But at the same time, there was a lot of hard selling from Intel. Thomas Rampone, GM—Channel Platforms Group talked about new opportunities including the Intel vPro Technology and managed services model. This promises to provide partners with a new services revenue-based business model. John Antone, GM, Intel APAC talked about their roadmap for the upcoming Quad core technology-based products as well as the current Core 2 Duo-based products.

Of course these presentations gave partners a macro level insight into global trends and also a huge sense of confidence in Intel’s leadership with its existing product line and the upcoming Quad core products as well.

As always, the product showcase presented in ISS 2007 presented a wide range of the latest products and technology solutions like server products, management software, managed services solutions, Viiv technology-based home solutions, new notebook models, Microsoft Windows Vista and hardware, desktop platforms and much more.

As an Intel partner, this is one of the biggest reasons to attend the ISS. Partners get to see the latest and soon to be released products, get replies to their queries in first hand, network with vendors and peers and strike business alliances.

As a long standing Intel premier partner, this year Intel invited me to participate in a talk show with Gary Willihnganz, Director—Marketing. Of course while it was a big honor, the prospect of talking in front of so many people from across the globe was quite daunting to say the least.

We saw Willihnganz bungee jump from the Auckland Sky Tower right on to the stage. During our talk show he revealed many insights behind Intel’s current ‘Multiply’ campaign. The new ‘Intel Inside’ changes and sales tools are quite innovative and should help the channels beat competition from MNCs and OEMs effectively.

I also got the chance to present some of the local channel apprehensions and concerns to the top man right on stage. Obviously partners want to know Intel’s plans for the channel and how they will help us fight MNCs. Gary’s presentation to these queries on Intel’s new marketing plans for channels were quite exciting.

Many Intel partners got awards including Jai Kushal Exports from India for his performance in selling Intel’s server platforms. Seeing someone from my country get this award made me feel doubly proud to be there..

Chetan shah,
MD, Xpress Computers