Trends Report

Key Players In The Software Reseller Market

Sourcing Professionals Should Consider These Companies When Looking For Global Value-Added Resellers (VARs)

February 2nd, 2011
With contributors:
Christine Ferrusi Ross , Rory Stanton

Summary

Recent developments in the technology industry mean that VARs must focus more on the value-add part of the role they play; that's where the money is and what clients demand. Sourcing and vendor management (SVM) clients often ask Forrester who the key VARs are, and what services they provide. To help with these requests, we examined 10 key global VARs against key criteria: services offered, geographies served, and with which software publishers they partner with. In addition to standard SVM evaluation criteria, we advise you to focus on the specific team that will serve you and question them regarding how they will collaborate with you; how they proactively will support you as services increase; how they'll provide ongoing cost reductions; and how strong their relationships are with your key software publishers.

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