The Top 5 Tips For A Successful VAR And Vendor Relationship
Building a strong reseller offering is not easy in today's market. Competition is fierce in the software channel environment, and as a result, revenue targets and margins are coming under pressure. End customers are looking for ways to drive down TCOs while extracting more and more value from their VAR partners. The result of this environment is that progressive VARs are continuously on the hunt for ways of providing value to their customer base. Through doing so, the vendor needs to assist in creating opportunities for the VAR to be able to provide additional value offerings over and above the underlying products. This can be a great - and profitable - differentiating factor!