Will vendor certification lead to higher margins or lower costs for VARs that are certified?

Almost without question, yes. Certification will give you opportunities at the very least, even if they aren't margin opportunities. It will make you more efficient with the technology. Therefore, you're able to lower your costs for supporting a given technology. If the certifications are tiered enough within the vendor's offering, oftentimes there will be increased margin opportunities when you reach a given level -- you may be able to bring your margin up another 5 or 10 points, depending on what [product or vendor] we're talking about. The biggest value and the most important reason to pursue it is to make sure that you, operationally as a VAR, are as knowledgeable and efficient as you can be in servicing your clients.

Listen to the vendor certification podcast  here.

Go back to the beginning of the Vendor Certification FAQ Guide.


This was first published in December 2007

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