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 overlap of services from telecom companies, or not a core competency. VARs have a difficult choice to make when it comes to competing or not in this growing space.

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http://www.channelinsider.com/networking/slideshows/vars-make-a-big-play-for-telecom.html/