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


Published on SUMMARY SLIDES: Own a value added reseller? This post takes you through a simple value added reseller check-up on brand loyalty, client needs, and choices. Copyright (C) SP Home Run Inc.

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

  1. 1. Value Added Reseller (VAR) Check-Up: Brand Loyal vs. Brainwashed Courtesy of the Small Business Computer Consulting Blog Creative Commons Image Source: Flickr elisasizzle
  2. 2. Sponsored by Depending on the Business Model, Geographic Location, Company Size,
  3. 3. Sponsored by HowToStartAnITBusiness.comSPHomeRun.comVerticalSpecialization(or Lack thereof),and Core Skill Sets,
  4. 4. Sponsored by A Value Added Reseller, Over Time,
  5. 5. Sponsored by HowToStartAnITBusiness.comSPHomeRun.comGravitates TowardsCertain Vendors,Channel Programs,Platforms,and Products
  6. 6. Sponsored by How a VAR Chooses to Partner with a Particular Vendor
  7. 7. Sponsored by Is Described on More a Continuum of Anywhere from Brand Loyal to Brainwashed
  8. 8. Sponsored by Multi-Vendor Options vs. One-Size-Fits-All
  9. 9. Sponsored by“Is it OK for VARs toOffer CompetingSoftware products?”
  10. 10. Sponsored by HowToStartAnITBusiness.comSPHomeRun.comAdvice on How toDecide Which of theTwo CompetingProducts Should beOffered to Clients:
  11. 11. Sponsored by Reminder: A Value Added Reseller Must Add “Value”
  12. 12. Sponsored by HowToStartAnITBusiness.comSPHomeRun.comReselling Productsand CommoditizedServices Isn’t ReallySufficient AddedValue
  13. 13. Sponsored by VARs Learn Very Quickly That One Single Platform Does Not Fit All Clients
  14. 14. Sponsored by HowToStartAnITBusiness.comSPHomeRun.comBe Open toWorking withMultiple, CompetingProducts
  15. 15. Sponsored by It’s All about Choices that Meet Each Client’s Unique Needs
  16. 16. Sponsored by A Value Added Reseller Must:
  17. 17. Sponsored by • Avoid Putting all of its Eggs in One Basket
  18. 18. Sponsored by • Be Able to Select from Among Multiple Vendors
  19. 19. Sponsored by Being a VAR Should Mean “More Choices” to Cater to Clients’ Unique Needs
  20. 20. Sponsored by Fulfill Different Customers’ Wants, Needs, Expectations, Brand Loyalties,
  21. 21. Sponsored by And Budgets, Among Other Factors
  22. 22. Sponsored by How Many Different CRM Choices Are Enough?
  23. 23. Sponsored by A Value Added Reseller Must Offer Choice, Which Would Mean at Least 2 Choices
  24. 24. Sponsored by Resell Substantially More than Two Different CRM Platforms?
  25. 25. Sponsored by Depends on How Many Employees and Contractors to Add to the Mix, at What Stages,
  26. 26. Sponsored by And with Which Skill Sets that Each Team Member Would Bring to the Table
  27. 27. Sponsored by Steer Clear of Exclusive Agreements that Block Client Choices
  28. 28. Sponsored by Adhere to the Type of Agreement Signed with Each Vendor,
  29. 29. Sponsored by Whether it is Exclusive or Nonexclusive
  30. 30. Sponsored by Ensure that Available Choices Take into Account Clients’ Budgets,
  31. 31. Sponsored by Existing Platforms, and Required Features and Functionality
  32. 32. Sponsored by The Bottom Line
  33. 33. Sponsored by HowToStartAnITBusiness.comSPHomeRun.comValue AddedReseller AllegianceCan be Anywherefrom Brand Loyalto Brainwashed
  34. 34. Sponsored by It’s Recommended, that a VAR Keep its Options Open, to Best Satisfy its Clients’ Needs
  35. 35. Sponsored by How Loyal is Your Company to Certain Brands?
  36. 36. Sponsored by Has Being Too Loyal Ever Cost You Clients?
  37. 37. Sponsored by And How Does a Value Added Reseller Decide if Two CRM Choices are Sufficient?
  38. 38. Sponsored by Please Share Your Thoughts in the Comments Section Below
  39. 39. Recommended Reading: How to Start a Computer Consulting Business 6 Proven Ways to Build Your Initial Client Base Download this Free Special Report Now atHowToStartAnITBusiness.comCopyright © 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