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From VAR to Solution Provider: Five Strategies for Business Transformation
The traditional VAR business has become more challenging with declining product margins, increasing competition, and lower-cost alternatives to proprietary products. These pressures and others are forcing many VARs to grow their businesses from product sales to more comprehensive solutions built on a richer set of services and recurring revenue models. In this report, we outline five strategies for making the transformation from VAR to solution provider. (12 pp., 7 figs.) [Research Byte]
January, 2015