Selecting the right Suppliers to Integrate

Blogpost by: Adam Stanier
From: Thursday 2 January 2014

IT VAR’s are continually reviewing their supplier networks to ensure they are receiving the best possible business terms, range of product and services from each of their suppliers. Increasingly, VAR’s, as part of their business supplier reviews, are evaluating the technical capabilities the Supplier can offer. Business terms are typically negotiated on price of product, delivery costs and the real challenge to offer reasonable...

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Invest in IT to Grow or Grow to Invest in IT?

Blogpost by: Adam Stanier
From: Thursday 6 March 2014

IT VAR’s are all heading towards a service based approach, where margins are greater than selling the traditional tin. They are furnishing customers with consultancy on how to reduce their IT spend by offering, scalable OPEX based solutions by deploying new infrastructure and virtualization  – but with many IT VAR’s it is very much the case of ‘do as I say and not as I do’ or employing the ‘plumber...

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What is the true cost of selling low margin IT?

Blogpost by: Adam Stanier
From: Friday 11 July 2014

As this fast paced industry moves towards its next wave of new revenue with investments being made in Datacenters, I wonder what the true cost is to the more traditional VAR’s? Quite basically the cost of sales is indeed very high, primarily due to the skills and expertise required to staff the initial sale, then support the sales process all the way through the paperwork required to finalize the sale.   There are 2 types...

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They chose Onetrail