Having a full understanding of what a VAR does, the challenges they face, and the opportunities to support these relationships will help organizations get the most out of their VAR partnerships.
Whether you’re running a SaaS company, selling IT solutions, or consulting front office clients, understanding the latest VAR trends will help you and your organization optimize your VARs.
While these challenges certainly exist in the modern sales environment, VARs can still overcome them and bring tons of value to partner companies when set up for success.
Distribution selling has become another common way to get the product to end-users, and we’ve put together this information that will help you understand the distributed sales model and teach you how to optimize this strategy in your organization.
Organizations have two main options when it comes to selling a product:
Sell straight to the customer through a sales force.
Go through a third-party organization.
These third-party sellers traditionally come from indirect channels like value-added resellers, affiliate marketers, or independent retailers.