Date post: | 29-Nov-2014 |
Category: |
Technology |
Upload: | sp-home-run-inc |
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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
SPHomeRun.com
Depending on the
Business Model,
Geographic
Location,
Company Size,
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Vertical
Specialization
(or Lack thereof),
and Core Skill Sets,
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A Value Added
Reseller,
Over Time,
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Gravitates Towards
Certain Vendors,
Channel Programs,
Platforms,
and Products
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How a VAR
Chooses to
Partner with a
Particular Vendor
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Is Described on
More a Continuum
of Anywhere from
Brand Loyal to
Brainwashed
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Multi-Vendor
Options vs.
One-Size-Fits-All
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“Is it OK for VARs to
Offer Competing
Software products?”
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Advice on How to
Decide Which of the
Two Competing
Products Should be
Offered to Clients:
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Reminder: A Value
Added Reseller
Must Add “Value”
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Reselling Products
and Commoditized
Services Isn’t Really
Sufficient Added
Value
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VARs Learn Very
Quickly That One
Single Platform
Does Not Fit All
Clients
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Be Open to
Working with
Multiple, Competing
Products
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It’s All about
Choices that Meet
Each Client’s
Unique Needs
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A Value Added
Reseller Must:
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• Avoid Putting all
of its Eggs in
One Basket
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• Be Able to
Select from
Among Multiple
Vendors
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Being a VAR
Should Mean
“More Choices” to
Cater to Clients’
Unique Needs
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Fulfill Different
Customers’ Wants,
Needs,
Expectations,
Brand Loyalties,
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And Budgets,
Among Other
Factors
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How Many
Different CRM
Choices Are
Enough?
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A Value Added
Reseller Must Offer
Choice, Which
Would Mean at
Least 2 Choices
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Resell
Substantially More
than Two Different
CRM Platforms?
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Depends on How
Many Employees
and Contractors to
Add to the Mix, at
What Stages,
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And with Which
Skill Sets that
Each Team
Member Would
Bring to the Table
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Steer Clear of
Exclusive
Agreements that
Block Client
Choices
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Adhere to the
Type of Agreement
Signed with Each
Vendor,
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Whether it is
Exclusive or
Nonexclusive
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Ensure that
Available Choices
Take into Account
Clients’ Budgets,
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Existing
Platforms, and
Required Features
and Functionality
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The Bottom Line
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Value Added
Reseller Allegiance
Can be Anywhere
from Brand Loyal
to Brainwashed
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It’s Recommended,
that a VAR Keep its
Options Open, to
Best Satisfy its
Clients’ Needs
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How Loyal is Your
Company to
Certain Brands?
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Has Being
Too Loyal
Ever Cost You
Clients?
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And How Does a
Value Added
Reseller Decide if
Two CRM Choices
are Sufficient?
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Please Share
Your Thoughts in
the Comments
Section Below
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SP Home Run is a registered trademark of SP Home Run Inc.
Creative Commons Image Source: Flickr elisasizzle
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