Category: Customer Relationship Management (CRM)
Published: November 2012
The IT channel is at a crossroads, with the ‘traditional' ways in which technology is procured, deployed and managed is changing. The clear demarcations that existed in the past, between vendors, distributors and resellers, and between the corporation and the consumer are being blurred as organisations look to take advantage of the advances in IT and, crucially, the capital and operational costs efficiencies that consumerisation, the cloud and managed services promise to deliver.
Increasingly, the channel is having to collaborate at all levels in order to meet the needs of customers. This is making the partnerships choices resellers make even more crucial. This white paper explores this changing landscape and sets out the key criteria that resellers need to consider when choosing supplier partners that will enable them to meet the expectations of end-user customers.
This document discusses the changes now taking place in the market from both an end-customer and a supplier perspective and goes on to identify the importance for value-added resellers in terms of selecting vendor and service provider partners and the key success factors that will give VARs the best chances of success in an increasingly dynamic market.
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