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:
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.
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