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PARTNER LINKS

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Hardware valued added resellers

Business software systems value added resellers

Business solutions value added resellers

Parado's law applies with VAR programs; meaning that normally 20 percent of the VAR population contribute 80 percent of the manufacturers revenues.

VAR

THE PARTNER PINNACLE AWARD

There must be a significant commitment to VARs to work with each individual company in order to maximize success, solve prospect needs and deliver complete solutions. Partner programs are usually unique and structured with channel managers. Most programs will set the minimum requirements and benefits including solution training and technical support as part of the application process.

VAR

software margins

 

Margin Pressure

Good alliance programs include a dedicated Partner Manager, not for resale (NFR) product solution, press and marketing kit, business development brochures and collaterals, sales resources, multiple product and technical training classes, optional implementation training, periodic refresher courses, pre-sales and product engineer services, and a array of Internet resources on a secured Extranet web site. Partners should receive periodic communication on corporate advancements, existing product evolution, new product solutions, new professional services and available promotions.

PARNTER PEAK

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VAR

 

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