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For B2B Marketing Professionals

Enabling Value-Added Resellers In Asia Pacific

Support Your Channel Partners' Services-Driven Transformation

October 16, 2013

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Why Read This Report

IT resellers in Asia Pacific (AP) are being affected by technological disruptions and changing IT consumption models. Selling hardware and software alone is no longer the most profitable business model for resellers due to falling margins and the fact that "as-a-service" is becoming the norm. The logical move for resellers in AP is to transition to a service-based value-added reseller (VAR) or solution provider (SP) model, similar to what has happened in North America and Western Europe over the past 10 to 15 years. However, multiple factors deter resellers and other partners in AP from making this shift. Resellers need their technology vendor partners to help them select the appropriate service path and make the move to a service-based model. Channel professionals who support this shift will in turn be able to drive more partner stickiness toward their brand.

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Table of Contents

  • Revitalize Your Resellers Through A Service-Led Approach
  • A Service-Based Model Is Enticing, But The Road Is Full Of Potholes
  • Service-Enabling Your Resellers Will Strengthen Your Channel
  • RECOMMENDATIONS

  • A Well-Balanced Portfolio Will Yield Long-Term Dividends For All
  • WHAT IT MEANS

  • Partners Have To Change At A Faster Pace
  • Supplemental Material
  • Related Research Documents