What does it take to make a good Value Added Reseller (VAR)
Over the last seven years I have worked for consultants/Value Added Resellers. All companies that wanted/needed to make money on the skills of the IT staff.
Skills like the follow:
- Active Directory Upgrades or migrations
- Exchange upgrades or migrations
- Virtual Desktop
- New Virtualization
- Virtualization consulting
- Lync Install
- Automation
Most of the above tasks fell on my shoulders because of the certifications and the overall experience. I am one of those people who likes to make other people look good. I do not try to take the credit for myself.
OK enough about me.
I have been watching the big VAR in my region for quite a while. I am always interested in what they are doing and how they are doing it.
Companies like:
- Alliance Technology
- IP Pathway
- AOS
- AHEAD
- LightEdge
- Sirius (Varrow)
Most of these companies are at the forefront of their industry. Some a little farther than others.
The two companies that really stand out are AHEAD Technologies and Sirius Computer Solutions. They both have test labs to allow client to deploy a Proof of Concept (POC) projects before they decide to purchase the full solution. Most smart companies will not deploy a $100K or more solution without kicking the tires. That kind of investment needs to have a little Proof behind the Concept. OK, I went a little over there.
What makes a good VAR in your opinion?
The ability to sell on based on customer requirements vs. the ability to sell based on budgetary constraint.
Interesting post James! I was quite surprised that I did not recognize some of the VARs you mentioned in your list. What I see in each of those VARs is that they have a niche that they excel at, like ITIL and service oriented, particular vendors or specific skillsets like you mentioned.
In your previous post you mentioned customer service, and I think that is really one of the most important things to come from your VAR. All the services and certifications in the world don’t matter unless you get timely service when you need it most. I find VARs that take care of their staff produce the best care for their clients. This means that even a small local VAR can compete with a huge corporate entity by providing the best service.