HomeResearch Articles Channel Coverage Model and Competencies: Value-Added Resellers

Channel Coverage Model and Competencies: Value-Added Resellers

  • Suppliers seeking to drive sales through value-added resellers (VARs) must employ a low-touch, one-to-many model
  • Suppliers can directly support a large quantity of VARs or support this type of partner via a two-tier model leveraging distributors
  • An effective coverage model, led by a competent partner manager, is key to delivering the right support structure when engaging VARs

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