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June 2019

VAR from the madding crowd

The drive towards more operational expenditure (opex) driven purchases as part of customers’ business transformation strategies is forcing suppliers to rethink their business models to ensure they stay relevant. Rather than simply providing a host of technologies as part of the traditional reselling business model, customers are demanding greater value and the delivery of specific outcomes, reinforcing the need for suppliers to shift their focus to a managed service offering – either completely or as a complementary part of their existing portfolio. Eager to make the change, channel businesses aren’t short of enthusiasm. However, many are finding it hard to get off the starting block or they’re stalling at the first hurdle. But why? It may sound simple, but it’s often because they’re lacking a credible execution plan. A fundamental first step is appreciating that this type of transformation is akin to starting the business from scratch. In some respect, it’s harder because of the inertia and traditional habits that have been ...

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