For countless small and medium businesses (SMBs), staying competitive means relying on a partner they can trust. Having a value-added reseller (VAR) partner with the expertise and skills to solve the many problems faced by SMBs on a daily basis can mean the difference between success and failure. SMBs are becoming increasingly reliant on their VAR partners to tackle these challenges.
There are a number of critical and unique traits that SMBs want out of a potential VAR partner. The following takes a look at several of these traits and their importance to SMB clients.
Extensive Know-How of Cloud Computing
With each passing day, the cloud becomes a more integral part of how companies do business. According to a recent report from the research firm IDC, the total cloud computing market is expected to increase from $56.6 billion in 2014 to over $127 billion by 2018.
VARs can easily capitalize on the growing need for extensive cloud know-how by developing lasting relationships with SMB customers and guiding them through the intricacies of the cloud environment.
IT Service Mastery
Confronted with an ever-growing number of vendors and solutions to choose from, SMBs are becoming increasingly reliant on IT solutions providers with a firm grasp of the technology landscape. As a result, IT decision makers are leaving it up to VARs to provide a clear blueprint of the services and technologies SMBs need to succeed. VARs must demonstrate a high level of IT service mastery by providing timely advice and expertise that results in effective and profitable solutions tailored to each individual SMB.
Comprehensive End-to-End Solutions
The days when disparate spot solutions and quick fixes are sufficient to keep the average SMB going are nearly at an end. SMBs now demand manageable, comprehensive end-to-end solutions that provide a smoother, more unified experience for end-users.
VARs can no longer afford to specialize in offering a single product or solution. For any VAR to be considered a valued partner, it must be capable of offering logical product bundles that spur the development of comprehensive strategies for SMBs. Such end-to-end solutions must also incorporate ongoing support as well as training and maintenance.
VARs Must Be Problem Solvers
Today’s SMBs expect their VAR partners to become trusted providers and creative problem solvers. For VARs this means getting in tune with their SMB clients, learning how to anticipate their ever-evolving needs while meeting the demand for valuable expertise on navigating the complexities of the cloud.
What’s your cloud strategy? Contact the representatives at eXemplify today to find out how our IT solutions can better benefit you as a VAR.