Organizations need to understand their value-added reseller (VAR) portfolio and the greater VAR landscape to better:
- Manage the VAR portfolio.
- Understand additional value each VAR can provide.
- Maximize existing VAR commitments.
- Evaluate the VARs’ performance.
Our Advice
Critical Insight
VARs typically charge more for products because they are in some way adding value. If you’re not leveraging any of the provided value, you’re likely wasting money and should use a basic commodity-type reseller for procurement.
Impact and Result
This project will provide several benefits to Vendor Management and Procurement:
- Defined VAR value and performance tracking.
- Manageable portfolio of VARs that fully benefit the organization.
- Added training, licensing advice, faster quoting, and invoicing resolution.
- Reduced deployment and logistics costs.
Maximize Value From Your Value-Added Reseller (VAR) Research & Tools
Start here – read the Executive Brief
Read our informative Executive Brief to find out why you should maximize value from your value-added reseller, review Info-Tech’s methodology, and understand the three ways to better manage your VARs improve performance and reduce costs.Besides the small introduction, subscribers and consulting clients within this management domain have access to:
- Maximize Value From Your Value-Added Reseller – Phases 1-4
1. Organize and prioritize
Organize all your VARs and create a manageable portfolio detailing their value, specific, product, services, and certifications.
- Maximize Value From Your Value-Added Reseller – Phase 1: Organize and Prioritize
- VAR Listing and Prioritization Tool
2. “EvaluRate” your VARs
Create an in-depth evaluation of the VARs’ capabilities.
- Maximize Value From Your Value-Added Reseller – Phase 2: EvaluRate Your VARs
- VAR Features Checklist Tool
- VAR Profile and EvaluRation Tool
3. Consolidate and reduce
Assess each VAR for low performance and opportunity to increase value or consolidate to another VAR and reduce redundancy.
- Maximize Value From Your Value-Added Reseller – Phase 3: Consolidate and Reduce
4. Maximize their value
Micro-manage your primary VARs to ensure performance to commitments and maximize their value.
- Maximize Value From Your Value-Added Reseller – Phase 4: Maximize Their Value
- VAR Information and Scorecard Workbook