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November 5, 2009 Refresher Course: Hiring VARsMost Enterprises Have Experience With Value-Added Resellers, But Updating The Selection Process Can Bring More Value For Clientsby Duncan Jones, Caroline Roeleveld-Hoekendijk with Christine Ferrusi Ross, Tim Harmon, Peter O'Neill, Antonin Shanahan |
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Executive Summary
Most enterprises use value-added resellers (VARs), but in our research we found that clients are dissatisfied with their resellers' value for money. Sourcing managers should work out what they are spending with resellers across all product and business units and source it as a single strategic event. You may end up awarding parts to multiple VARs, but give them the chance to bid on the package. Sourcing teams should focus negotiations on extra services the VAR can provide, its global reach, and how much power it has with its software publisher.
TABLE OF CONTENTS
- Enterprises Use Software Resellers, But For Different Reasons
- Use A Strategic Sourcing Process To Select Your Resellers
RECOMMENDATIONS
- Start Preparing To Strategically Source Your VAR Spend
- Supplemental Material
- Related Research Documents
This is an excerpt
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