It is important to understand how channels work. A Channel VAR, or value-added reseller, is a company that resells software, hardware and networking products and provides value beyond order fulfillment. That enhanced value can take a number of forms. Traditionally, a VAR creates an application for a particular hardware platform and sells the combination as a turnkey solution. In many cases, such bundles target the applications of a specific vertical industry. In addition to IT solutions, many VARs offer professional services as their key value-add. For example, a VAR may provide consulting, design, implementation and training services around the hardware, software and networking components it resells.

Image result for channel development

VARs offering such professional services in addition to products are often referred to as solution providers. Such companies typically form channel partnerships with one or, more often, multiple product vendors for assistance in building and marketing solutions.Many IT vendors offer partner programs that target VARs. Smaller VARs, however, may need to source products through distributors if the vendors they work with use a two-tier distribution model. To work with vendors, VARs have to become authorized and meet a set of requirements. For example, vendors can require their partners to hit certain revenue targets on an annual basis, or to achieve technical and sales certifications through training programs. In exchange for meeting these targets, the vendor will typically provide their VAR partners with incremental financial rewards, support, and other benefits and resources.

Organizations will often turn to VARs for assistance with complex IT projects that are too demanding or time-consuming for in-house resources. Each VAR has its own portfolio of product offerings and skill sets. Some VARs have expertise working with organizations in specific industries, such as healthcare or financial services, and therefore understand the unique technical and regulatory requirements of their customers.

We have worked with and inside the channels since ever. That’s why we can offer you such a comprehensive set of channel-oriented services:

  • Assessment and improvement of channel policies
  • Identifying, mapping, recruiting, developing, managing channels
  • Business development of solution areas
  • Launching initiatives on select channels
  • Improvement of channel depth and breadth
  • Channel segmentation and transformation
  • Channel enrollment, training, certification
  • Channel rewards, fidelity programs
  • Daily channel operations

Contact us with confidence to discuss how to develop channels for you!

Click on the image below to enlarge it!