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 […]
The Excel Trap: Uncovering the True Costs of Creating Quotes in Spreadsheets
Does this scenario sound familiar? You receive a Request for Quotation (RFQ) from a large client, and immediately start working on the quote by opening Excel and filling in the required information. Spreadsheets have become the go-to choose for many VARs due to their familiarity and perceived cost-free usability. With endless rows and columns, Excel […]
Solve the Time vs. Accuracy Dilemma: Find Out How Automation Tools Empower ICT VARs to Create Quick & Error Free Quotes
In the dynamic world of technology VARs (Value Added Resellers), a crucial question often looms large: How to achieve the perfect equilibrium between speed and accuracy when creating quotes? VARs often find themselves torn between quickly sharing a subpar quote to stay ahead of the competition or investing additional time and resources to create a […]
