The Top Industry Events Every ICT VAR Should Attend 

With 90% of executives ranking conferences among their top lead sources, it is no wonder that in-person networking events have become increasingly popular across the IT industry.  These events are a valuable way to learn about new opportunities, make connections within the industry, and build relationships with partners, vendors, and customers. These events often feature […]

3 Ways to Integrate Cisco CCW with Salesforce

 For ICT Value Added Resellers (VARs), lack of integration between Salesforce, a leader in customer relationship management (CRM), and Cisco Commerce Workspace (CCW), a robust platform for managing Cisco product orders, is a significant challenge.  When these two platforms cannot talk to each other, the quoting and renewals process is fraught with errors when copy-pasting […]

Transitioning to Managed Services: A 5-Step Guide for ICT VARs

In recent years we see a ICT Value-Added Resellers (VARs) increasingly transitioning from a project-based to a managed services model. And for good reason. Even in 2019, Gartner predicted that approximately 40% of VARs might face the risk of going out of business if they do not adopt a managed services model. More recent research […]

Mastering the Art of Quoting in Managed Services: A Strategic Guide for VARs

Managed services are becoming increasingly significant for the ICT sector, particularly for VARs, due to several compelling reasons. One of the primary advantages is the recurring revenue model, which provides VARs with a stable and predictable income stream. Unlike the traditional model of one-time sales or project-based work, managed services involve continuous fees for ongoing […]

The Quoting Conundrum: Build vs. Buy for ICT VARs

The 1980s saw significant technological advancements, including the rise of personal computers, the internet, and various software applications. This period marked a turning point for ICT VARs, as technology became increasingly essential for their customers’ operations. With new computing technologies emerging, ICT VARs played a vital role in providing value-added services to businesses seeking technological […]

Challenges for VARs managing modified subscription (MSDR)

VARs play a pivotal role in facilitating the adoption and integration of cutting-edge solutions for businesses. However, beneath the surface of seamless service delivery lies a series of intricate challenges, particularly concerning the quoting of subscriptions, modified subscriptions, and renewals of maintenance and subscriptions. Modified Subscriptions Deal Registration, or MSDR, lie at the core of […]

Challenges for VARs Navigating the Complexities of Multi-Source Quoting

The challenges of multi-source quoting for VARs present themselves as a complex puzzle demanding meticulous attention. As VARs endeavor to construct comprehensive solutions for end customers, they must navigate through the complexities of stock variability, quote disparities from diverse sources, intricate negotiation nuances, and the subsequent orchestration of orders across multiple channels. The ability to […]

CRM and ERP: Unveiling the Source of Truth for VAR Operations

In the ever-evolving landscape of business management, there’s an ongoing debate about who is the single source of truth for value added resellers (VAR): the Customer Relationship Management (CRM) system or the Enterprise Resource Planning (ERP) software? Traditionally, the ERP system held the mantle of being the single source of truth, orchestrating the various operations […]

6 Proven Tactics to Shorten the Sales Cycle for ICT VARs

In the fast-paced world of Information and Communication Technology (ICT) Value-Added Resellers (VARs), shortening the sales cycle is a key objective to enhance efficiency and boost revenue. From the initial contact to the moment the end user accepts the price quote and the order being fulfilled, every stage in the sales cycle plays a crucial […]

Maximizing Revenue: Avoiding Costly Mistakes in VAR’s Mismanagement of Vendor Incentive Programs

In the intricate landscape of Value Added Resellers (VARs) and System Integrators, the effective management of Vendor Incentive Programs (VIPs) can make the difference between success and missed opportunities.  These programs foster better vendor engagement, actively promoting products or services. VIP Management also encourages faster market responses, strengthening relationships with key partners as incentivized vendors […]

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