Secrets to VAR Sales Success image

Before the whole world got the memo that software consulting and implementation is the road to riches, early value-added resellers (VARs) and channel partners that were fortunate to represent legacy publishers like Great Plains, Sage, Microsoft and many others could close deals just by getting referrals from relationships, networking, telemarketing, and yes, sales staff. Only basic marketing was required (can you spell Tchotchke?). Fast forward to 2020, more than 100,000 software publishers exist with 1 million projected by 2027 (source: Forrester). With channel partners often competing with the publishers they represent. To say business software is a competitive market is an understatement. With that set-up, sit back and take in some perspective on such thought-provoking questions as: Why VARs are relevant? How ...
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