The market for technology for the channel has grown in the last few years and the links between different parts of the reseller eco system are often vital but not looked into quite as much as they should be.
A good example of what this looks like in practice is the relationship between Compuware and Atos Origin.
Compuware specialises in application performance and has been building a partner network with a selection of resellers that not only take its product and use it to deliver services but also act as a reference point providing some market knowledge and feedback.
There are other tools out there providing tools for those resellers that are providing managed services, MicroScope is doing a seminar series with one of them Kasyea.
But for some reason most of the time the important pieces of the jigsaw that make things work so well for the customer get overlooked. As one reseller put it to me earlier this year "these are the tools that can really add value and perhaps we are not that keen on telling the world and his wife how they operate".
Perhaps that is right but certainly in an era when good service is something not just demanded by SLAs but something that can offer business advantage expect to see more names being added to the Compuware partner network.
This was first published in May 2010