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

Implementing global e-invoicing with guaranteed legal certainty
Explaining the role local tax compliance plays in successful supply chain management and e-business and how leading global brands are addressing this.
The Essential Guide to IT Transformation
ServiceNow discusses three IT transformations that can help CIO's automate IT services to transform IT and the enterprise.
Consolidation: The Foundation for IT Business Transformation
In this whitepaper learn how effective consolidation of IT and business resources can enable multiple, meaningful business benefits.
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.
Build a business case: developing custom apps
Learn how to maximize the value of custom applications by accelerating and simplifying their development.