Ingram Micro is plannng to introduce a new partner advisory council composed to 10 channel partners focused on the SMB market to provide perspective. The distributor will also enhance its existing SMB social networking site and provide a number of workshops and breakout sessions focused on successful sales techniques and business strategies (especially in the growing managed services area.)

Other distributors also are increasing their visibility and services for VARs active in the SMB space. It is emerging as a point of differentiation in the channel. As small and midsize business sales grow more important amid the current economic challenges, you can expect the issue to take center stage in the channel.