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Maximize Value From Your Value-Added Reseller (VAR)

Manage your VARs more effectively to maximize their value-added benefits for your organization.

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)

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.

1. Organize and prioritize

Organize all your VARs and create a manageable portfolio detailing their value, specific, product, services, and certifications.

2. “EvaluRate” your VARs

Create an in-depth evaluation of the VARs’ capabilities.

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.


About Info-Tech

Info-Tech Research Group is the world’s fastest-growing information technology research and advisory company, proudly serving over 30,000 IT professionals.

We produce unbiased and highly relevant research to help CIOs and IT leaders make strategic, timely, and well-informed decisions. We partner closely with IT teams to provide everything they need, from actionable tools to analyst guidance, ensuring they deliver measurable results for their organizations.

What Is a Blueprint?

A blueprint is designed to be a roadmap, containing a methodology and the tools and templates you need to solve your IT problems.

Each blueprint can be accompanied by a Guided Implementation that provides you access to our world-class analysts to help you get through the project.

Need Extra Help?
Try Our Guided Implementations

Get the help you need in this 4-phase advisory process. You'll receive 6 touchpoints with our researchers, all included in your membership.

Guided Implementation #1 - Organize and prioritize
  • Call #1 - Scope requirements, objectives, and your specific challenges.

Guided Implementation #2 - “EvaluRate” your VARs
  • Call #1 - Organize your VAR portfolio. Review the VAR Listing and Prioritization Tool.
  • Call #2 - Understand and list your VAR capabilities. EvaluRate your VARs’ VAR classification.

Guided Implementation #3 - Consolidate and reduce
  • Call #1 - Identify VARs for reduction or consolidation.
  • Call #2 - Create an information and scorecard file for each VAR.

Guided Implementation #4 - Maximize their value
  • Call #1 - Create an improvement plan for strategic VARs to maximize performance. Schedule QBRs.

Author(s)

Ted Walker

Contributors

  • Hanif Jessani, IT Manager, Western Forest Products
  • Three anonymous contributors

Search Code: 97214
Published: June 8, 2021
Last Revised: June 8, 2021

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