Q

Why outsource database management services to a VAR?

Database management services are important to systems channel customers, and some are considering outsourcing as an option. Learn what you need to know to make the outsourcing case to intrigued customers.

What are the key selling points for customers open to outsourcing their database management services to a VAR?

Outsourcing database management services is attractive to clients because it offers specialized resources that the client may not have. It's typical for most clients to be overwhelmed by their job functions, both in terms of skill level and people. VARs can supplement the client's resources with technical skills or supplemental staffing. Clients often access this talent on an as-needed or project basis.

VARs can also offer mentoring or validation services where the client does not become dependent on them for technological solutions, but rather for guidance on how to solve business problems or help with particular technological solutions. The client's staff gains from this database management experience as they learn to do the task for themselves. In this case the VAR works itself out of a job, but can get some great referrals from a satisfied customer.

VARs can also provide insight into how other companies are solving business problems. This field-tested knowledge can be useful to the client, because they will learn best practices for database management.

This was first published in November 2007

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