Between 2013 and 2016, the overall cloud market grew from $78 billion to an estimated $150 billion. With cloud adoption continuing at a steady pace, traditional IT distributors and VARs have had to adapt to their new reality. Those who haven’t been able — or in many cases, refused — […]
How VARs Can Overcome Today’s IoT Challenges
Value-added resellers (VARs) face a variety of challenges when it comes to new offerings, from developing new engineering skills and expanding vendor relationships to selling those offerings to newfound buyers. Those challenges are particularly relevant when it comes to the Internet of Things (IoT) and its commercial applications. According to […]
4 Traits SMBs Expect of VARs
For countless small and medium businesses (SMBs), staying competitive means relying on a partner they can trust. Having a value-added reseller (VAR) partner with the expertise and skills to solve the many problems faced by SMBs on a daily basis can mean the difference between success and failure. SMBs are […]
Sales Strategies for VARs: Attracting the Right Customers
In the competitive world of sales, it often takes multiple touches or contacts with a prospective buyer before a sale is made, and this can create a lengthy sales process and increase costs for VARs. Identifying and attracting potential buyers who are already close to making a buying decision can […]
Year-End Strategies for VARs
It is often said that “competition improves the breed”—this is certainly true for value-added resellers (VARs). Although most VARs know what it takes to succeed in today’s highly competitive environment, there’s always room for improvement. With a greater focus on customer loyalty and improved profit margins, the average VAR would […]
The Hybrid VAR: Where the Cloud Meets Sales
Companies that resell or have had a third-party channel handling products/services on behalf of an end-user are familiar with the concept of a value-added reseller (VAR). Indeed, VARs came of age in the IT era, when the main focus was selling a piece of hardware or software. But as cloud computing has […]
The Evolution of VARs and the IoT
In the business world, customization is key to success both inside the company and when dealing with clients. Traditionally, this customization has come from VARs who have customized and integrated various vendor products to address a specific market segment. The Rising Trend of SaaS and Cloud Computing In order to […]
Essential Elements of Successful Partner Programs
Putting together a mutually beneficial partner program means creating a cycle of benefits that extends to both the VARs and the customers–and then back up the chain. Anything that a seller can do that ultimately encourages the customer to use a VAR, therefore, will pay off for them in the […]
VARs Make a Big Play for Telecom
Value added resellers can differentiate themselves with telecom services and can lead to new business. However, due to complexity of the marketplace VARs must choose to either partner or directly compete with existing businesses. Some factors impeding VAR participation in telecom is lack of telecom experience or sales skills, potential […]