Save or Share this Report

For Sourcing & Vendor Management Professionals

Market Overview: Value-Added Resellers

A Buyer's Guide To The Evolving Software Reseller Landscape

February 6, 2014

Primary author headshot


Why Read This Report

For years, Forrester has followed a changing landscape in the software value-added reseller (VAR) market. An increase in direct selling by original equipment manufacturers (OEMs), a diminishing role in the physical supply chain, and radical changes to channel incentive schemes are all driving the companies formally known as VARs to reinvent themselves as broad IT solution providers. This makes life difficult for sourcing professionals who are, in any case, unsure how to choose a reseller, such as whether to look for global reach or local expertise. This report summarizes Forrester's perspective on the shifting market, taking an in-depth look at how the 14 leading VARs continue to adapt to a highly volatile landscape, and how sourcing and vendor management (SVM) professionals can best take advantage of these changes.

Get Access

Already a Client?

Log in to read this document.

Become a Forrester Client

Customers are the new market-makers, reshaping industries and changing how businesses compete and win. Success depends on how well and how fast you respond. Forrester Research gives you insights and frameworks aligned to your role to shorten the time between a great idea and a great outcome, helping your teams win in the age of the customer. Contact us to learn more.

Want to know what will happen in 2020? Visit Forrester's Predictions 2020 Hub, where you can read what's coming next in marketing, customer experience, technology, innovation, and more.

Purchase Report

This report is available for individual purchase ($745 USD).


Table of Contents

  • Sourcing Professionals Are Unsure How To Find And Compare VARs
  • Disruptive Technology Trends Force VARs To De-Emphasize The "R" Word

  • Evaluate VARs By Which Services, OEMs, And Regions They Support
  • Supplemental Material
  • Related Research Documents

Recommended Research