Trends Report

Market Overview: Value-Added Resellers

A Buyer's Guide To The Evolving Software Reseller Landscape

February 6th, 2014
Duncan Jones, null
Duncan Jones
With contributors:
Christopher Andrews , Tim Harmon , Ben Jennings


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.

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