Value Added Reseller (VAR) Check-Up: Brand Loyal vs. Brainwashed (Slides)

SPHomeRun.com

Value Added Reseller

(VAR) Check-Up:

Brand Loyal vs.

Brainwashed

Courtesy of the

Small Business Computer Consulting Blog

http://blog.sphomerun.com Creative Commons Image Source: Flickr elisasizzle

http://blog.sphomerun.com/

SPHomeRun.com

Depending on the

Business Model,

Geographic

Location,

Company Size,

Sponsored by HowToStartAnITBusiness.com

http://howtostartanitbusiness.com/

SPHomeRun.com

Vertical

Specialization

(or Lack thereof),

and Core Skill Sets,



SPHomeRun.com

A Value Added

Reseller,

Over Time,



SPHomeRun.com

Gravitates Towards

Certain Vendors,

Channel Programs,

Platforms,

and Products



SPHomeRun.com

How a VAR

Chooses to

Partner with a

Particular Vendor



SPHomeRun.com

Is Described on

More a Continuum

of Anywhere from

Brand Loyal to

Brainwashed



SPHomeRun.com

Multi-Vendor

Options vs.

One-Size-Fits-All



SPHomeRun.com

“Is it OK for VARs to

Offer Competing

Software products?”



SPHomeRun.com

Advice on How to

Decide Which of the

Two Competing

Products Should be

Offered to Clients:



SPHomeRun.com

Reminder: A Value

Added Reseller

Must Add “Value”



SPHomeRun.com

Reselling Products

and Commoditized

Services Isn’t Really

Sufficient Added

Value



SPHomeRun.com

VARs Learn Very

Quickly That One

Single Platform

Does Not Fit All

Clients



SPHomeRun.com

Be Open to

Working with

Multiple, Competing

Products



SPHomeRun.com

It’s All about

Choices that Meet

Each Client’s

Unique Needs



SPHomeRun.com

A Value Added

Reseller Must:



SPHomeRun.com

• Avoid Putting all

of its Eggs in

One Basket



SPHomeRun.com

• Be Able to

Select from

Among Multiple

Vendors



SPHomeRun.com

Being a VAR

Should Mean

“More Choices” to

Cater to Clients’

Unique Needs



SPHomeRun.com

Fulfill Different

Customers’ Wants,

Needs,

Expectations,

Brand Loyalties,



SPHomeRun.com

And Budgets,

Among Other

Factors



SPHomeRun.com

How Many

Different CRM

Choices Are

Enough?



SPHomeRun.com

A Value Added

Reseller Must Offer

Choice, Which

Would Mean at

Least 2 Choices



SPHomeRun.com

Resell

Substantially More

than Two Different

CRM Platforms?



SPHomeRun.com

Depends on How

Many Employees

and Contractors to

Add to the Mix, at

What Stages,



SPHomeRun.com

And with Which

Skill Sets that

Each Team

Member Would

Bring to the Table



SPHomeRun.com

Steer Clear of

Exclusive

Agreements that

Block Client

Choices



SPHomeRun.com

Adhere to the

Type of Agreement

Signed with Each

Vendor,



SPHomeRun.com

Whether it is

Exclusive or

Nonexclusive



SPHomeRun.com

Ensure that

Available Choices

Take into Account

Clients’ Budgets,



SPHomeRun.com

Existing

Platforms, and

Required Features

and Functionality



SPHomeRun.com

The Bottom Line



SPHomeRun.com

Value Added

Reseller Allegiance

Can be Anywhere

from Brand Loyal

to Brainwashed



SPHomeRun.com

It’s Recommended,

that a VAR Keep its

Options Open, to

Best Satisfy its

Clients’ Needs



SPHomeRun.com

How Loyal is Your

Company to

Certain Brands?



SPHomeRun.com

Has Being

Too Loyal

Ever Cost You

Clients?



SPHomeRun.com

And How Does a

Value Added

Reseller Decide if

Two CRM Choices

are Sufficient?



SPHomeRun.com

Please Share

Your Thoughts in

the Comments

Section Below



SPHomeRun.com

Copyright © SP Home Run Inc. All worldwide rights reserved.

SP Home Run is a registered trademark of SP Home Run Inc.

Creative Commons Image Source: Flickr elisasizzle

Recommended Reading:

How to Start a Computer

Consulting Business 6 Proven Ways to

Build Your Initial Client Base

Download this Free Special Report Now at

HowToStartAnITBusiness.com


Value Added Reseller (VAR) Check-Up: Brand Loyal vs. Brainwashed (Slides)

Technology

Transcript of Value Added Reseller (VAR) Check-Up: Brand Loyal vs. Brainwashed (Slides)