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For Sourcing & Vendor Management Professionals

Refresher Course: Hiring VARs

Most Enterprises Have Experience With Value-Added Resellers, But Updating The Selection Process Can Bring More Value For Clients

November 5, 2009


  • By Caroline Roeleveld-Hoekendijk,
  • Duncan Jones
  • with Tim Harmon,
  • Peter O'Neill,
  • Christine Ferrusi Ross,
  • Antonin Shanahan

Why Read This Report

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.

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Table of Contents

  • Enterprises Use Software Resellers, But For Different Reasons
  • Use A Strategic Sourcing Process To Select Your Resellers

  • Start Preparing To Strategically Source Your VAR Spend
  • Supplemental Material
  • Related Research Documents

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