- Major Studies
- Market Assessments
In light of these trends, VARs who prosper will be those who do not rely primarily on OEM product margins. In other words, their emphasis is less on the “R” (reseller) and more on the “VA” (their value-add). In fact, those who transform their business models in this way should no longer be referred to as VARs: a more appropriate term is “solution providers,” as shown in Figure 2 from our report, From VAR to Solution Provider: Five Strategies for Business Transformation.
The pressure on product margins is not something new. The most successful VARs already have transitioned their business models. From their experiences, we can understand the keys to success. In the full report, we outline five strategies for migrating from VAR to solution provider.
This Research Byte is a brief overview of our report on this subject, From VAR to Solution Provider: Five Strategies for Business Transformation. The full report is available at no charge for Computer Economics clients, or it may be purchased by non-clients directly from our website (click for pricing).