Comments on: Promoting Software and Hardware Products through the VAR Channel http://www.pjmconsult.com/index.php/2010/03/promoting-software-and-hardware.html General Management and Marketing Advice for Software and Tech Companies Sat, 11 Feb 2012 23:42:20 +0000 http://wordpress.org/?v=2.9.1 hourly 1 By: admin http://www.pjmconsult.com/index.php/2010/03/promoting-software-and-hardware.html/comment-page-1#comment-3557 admin Mon, 28 Mar 2011 14:59:30 +0000 http://www.pjmconsult.com/?p=506#comment-3557 Excellent points, Jim. Excellent points, Jim.

]]> By: Jim Ayotte http://www.pjmconsult.com/index.php/2010/03/promoting-software-and-hardware.html/comment-page-1#comment-3553 Jim Ayotte Mon, 28 Mar 2011 07:03:57 +0000 http://www.pjmconsult.com/?p=506#comment-3553 If we look at the VAR in the Telecom world they are a prime example of how key VAR's have had to morph and adapt their world with the changes in Phone technology over the last 8 years or so. In the past you may have had 2 distinct VAR's servicing an organization. One for their IT needs and a completely separate VAR dealing with the phones. As networks grew and INTERNET connectivity became a reality a VAR needed to jump into either typical IT and Network space or the IT VAR had to move into the Telecom space. Now with IP phones being the lions share of new phone systems sold a VAR had better be able to work in the combined space because the old segmentation of voice verses data is all but gone in the market. The voice VAR from the past suddenly had to develop data network design and implementation skills as well as in some case the ability to handle outsourced projects. Gone is the world where the PBX was a entity that did not have to play at the users desktop level and connectivity. Many of the Telecom VARS have made the transition or Morphed into both worlds successfully while some have gone by the wayside or have been acquired and key talent retrained for today's technology which continues to evolve. If a VAR is to survive they will need to be at the lead of the learning curves and continuously evolving. If we look at the VAR in the Telecom world they are a prime example of how key VAR’s have had to morph and adapt their world with the changes in Phone technology over the last 8 years or so. In the past you may have had 2 distinct VAR’s servicing an organization. One for their IT needs and a completely separate VAR dealing with the phones.

As networks grew and INTERNET connectivity became a reality a VAR needed to jump into either typical IT and Network space or the IT VAR had to move into the Telecom space.

Now with IP phones being the lions share of new phone systems sold a VAR had better be able to work in the combined space because the old segmentation of voice verses data is all but gone in the market. The voice VAR from the past suddenly had to develop data network design and implementation skills as well as in some case the ability to handle outsourced projects. Gone is the world where the PBX was a entity that did not have to play at the users desktop level and connectivity. Many of the Telecom VARS have made the transition or Morphed into both worlds successfully while some have gone by the wayside or have been acquired and key talent retrained for today’s technology which continues to evolve. If a VAR is to survive they will need to be at the lead of the learning curves and continuously evolving.

]]> By: admin http://www.pjmconsult.com/index.php/2010/03/promoting-software-and-hardware.html/comment-page-1#comment-133 admin Tue, 18 May 2010 17:15:59 +0000 http://www.pjmconsult.com/?p=506#comment-133 A very interesting question, and one without a definite answer. My opinion is that the VAR channel doesn't go away, but it will morph into a different form. VARs since the beginning (when Computerland and competitors split into tech retail and VARs), and tend to be very entrepreneurial and adaptive by nature. They are service organizations and will adapt to the new needs--and there will always be needs--app customization, integration, custom solutions not provided by the standard app folks. Individual VARs may not be available to change and will fade away, but not the channel as a whole. A very interesting question, and one without a definite answer. My opinion is that the VAR channel doesn’t go away, but it will morph into a different form. VARs since the beginning (when Computerland and competitors split into tech retail and VARs), and tend to be very entrepreneurial and adaptive by nature. They are service organizations and will adapt to the new needs–and there will always be needs–app customization, integration, custom solutions not provided by the standard app folks. Individual VARs may not be available to change and will fade away, but not the channel as a whole.

]]> By: S. Gibson http://www.pjmconsult.com/index.php/2010/03/promoting-software-and-hardware.html/comment-page-1#comment-130 S. Gibson Tue, 18 May 2010 13:52:01 +0000 http://www.pjmconsult.com/?p=506#comment-130 Good read. I'm interesting in your opinion on how/if the VAR channel will evolve as we all eventually move to a cloud model. Does the VAR channel exist on the IT supply chain in the future? Good read. I’m interesting in your opinion on how/if the VAR channel will evolve as we all eventually move to a cloud model. Does the VAR channel exist on the IT supply chain in the future?

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