Best Practice Report

Channel Coverage Model And Competencies: Value-Added Resellers

January 1st, 2018
Stephanie Sissler, VP, Principal Analyst
Stephanie Sissler VP, Principal Analyst

Summary

Suppliers seeking to drive sales through value-added resellers (VARs) must employ a low-touch, one-to-many model. Suppliers can directly support a large quantity of VARs or support this type of partner via a two-tier model leveraging distributors. An effective coverage model, led by a competent partner manager, is key to delivering the right support structure when engaging VARs. In this report, the fourth in a series on coverage models for various partner types, we present a coverage model and key competencies for suppliers seeking to optimize the management of value-added resellers (VARs).

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.