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Ten questions on the top VAR business concerns



Resellers and VARs are concerned with staying up to date with technology, winning new business, finding new clients, recruiting and retention, and managed services opportunities. This FAQ addresses all of these top VAR business concerns in a single guide.
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How can solution providers differentiate themselves from competition?
Solution providers need to attract new business by standing apart from competitors with new and unique solutions to important business problems. This often includes a knowledge of important new technologies like...
What are some ways that a solution provider can win new business?
To win new business, a solution provider needs to provide creative solutions rather than just working off vendors' line cards. The game is to accommodate the client's unique needs and business goals.
Can you offer tips on finding new customers for solution providers?
To win new customers, solution providers need to differentiate themselves from competitors, demonstrate their unique vision, and show how they are able to deliver relevant solutions to clients.
What are the best customer retention techniques?
Customer retention is largely a matter of relationship management, maintaining channels of communication with the client and ensuring they know about any new solutions to their current business problems.
How can solution providers recruit skilled professionals?
Recruitment should be an ongoing process for all areas of the solution provider's business -- not just for technical areas. Identifying and interviewing potential candidates is an important (and often overlooked)...
How can a busy solution provider keep up with new technology?
Solution providers must constantly educate themselves about new technology, products and practices so that they're able to differentiate themselves from competitors and provide clients with the best possible solutions to...
What managed services opportunities are emerging for VARs?
While there are many possible managed services opportunities for solution providers, monitoring and backup seem particularly noteworthy, along with managed security and managed networks. Managed services are most...
What new technologies should solution providers have a handle on?
There are many new technologies for a solution provider to embrace, including virtualization, data deduplication and green initiatives. The solution provider then has a competitive edge that they can offer to clients in...
What are the biggest pitfalls of managed services to avoid?
Managed services can provide recurring revenue for a solution provider, but this can also become a difficult endeavor without the proper organizational makeup, technical infrastructure, financial setup or sales effort in...
What can a solution provider do to enhance employee retention?
Employee retention often means flexibility on the employer's part -- understanding and accommodating the various needs of key employees rather than simply following blanket employment policies or career paths.
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