Feeds

Stand by your VAR

Sometimes it's hard to be a vendor

  • alert
  • submit to reddit

In the current economic climate vendors may be tempted to dump the things they feel aren't really necessary - such as their VARs.

But IDC warns manufacturers that they are "jeopardising significant market potential" by dipping in and out of the channel.

"Vendors that let them (VARS) starve during these lean economic times will be hard-pressed to get their attention when the economic tides turn," it says.

The IT analyst firm reckons that resellers are preparing for the worst where the economy is concerned, and are moving towards services and more mixed business models.

This could make it more difficult for vendors to penetrate the market, especially if they use and abuse the channel.

"The dependence on supplier-provided products has minimised, which has allowed many partners to be far more agnostic about their product selections," Stephen Graham, IDC VP of Global Software Partnering and Alliances, says.

"As a result, it's time for suppliers to reassess their partnering positions and consider additional investments and incentives for the VAR community."

What chance of that, we wonder? HP is currently throwing some more money the way of resellers way, after a botched attempt to sell more enterprise systems direct. It now has to repair channel relationships. But what about other big-name players, which haven't annoyed their VARs? It is the lot of resellers to jump through more hoops each year for less co-operative funds. So long as vendors don't try to steal their customers, they put up with this. ®

Related Stories

MS Enterprise resellers should adapt or die
ASPs are the next best thing, after all

Whitepapers

Designing a Defense for Mobile Applications
Learn about the various considerations for defending mobile applications - from the application architecture itself to the myriad testing technologies.
How modern custom applications can spur business growth
Learn how to create, deploy and manage custom applications without consuming or expanding the need for scarce, expensive IT resources.
Reducing security risks from open source software
Follow a few strategies and your organization can gain the full benefits of open source and the cloud without compromising the security of your applications.
Boost IT visibility and business value
How building a great service catalog relieves pressure points and demonstrates the value of IT service management.
Consolidation: the foundation for IT and business transformation
In this whitepaper learn how effective consolidation of IT and business resources can enable multiple, meaningful business benefits.