CIO Review

Having the expertise to understand the differences between each software solution and apply real-world experience will help the reseller team's clients avoid common errors and maximize their investments

Industry verticals that demand deep technical knowledge typically use value added resellers (VARs). Unlike software publishers, VARs specialize in specific industries and provide expert consulting, product support, and customer advocacy services. They add value by mastering the details of specific software solutions.

By providing implementation, training, and ongoing support to their clients, VARs can develop deeper relationships with them. Smaller or midsize organizations may not feel like these are priorities when considering working with larger software publishers, but they are important nonetheless.

Key benefits of using VARs:

Objective Advice

Using VARs is a great way to gain objective advice on which software platforms will best fit your organization. Because VARs aren't bound to one software publisher, they can spend time learning about your organization and evaluating your options.

Software solutions aimed at broad markets can benefit from these company-specific insights. A wide range of features, typically aimed at an overall market, has the potential to offer your organization benefits, but publishers often focus on adding functionality to their products.

And if a specific application isn’t a good fit for your needs, a VAR can tell you objectively not to buy it.

Broader Industry Experience

As a bonus, value-added resellers usually have experience dealing with similar-sized or in the same stage of development as your client companies. As a result of this experience, they better understand your business needs and regulatory changes that may impact how you use a software solution.

For example, a VAR will know which optional modules you'll need for Sage Intacct and explain how the solution can be integrated with your other software tools to improve efficiency.

VARs also benefit from our full-service accounting and advisory background when it comes to accounting systems. Besides being systems experts, we understand clients' financial reporting and management challenges and how technology tools can assist.

Implementation Support

Your VAR can also help your organization implement the software, train staff, and continuously monitor the system's performance to identify improvements. Having the expertise to understand the differences between each software solution and apply real-world experience will help the reseller team's clients avoid common errors and maximize their investments. Contrary to this, many software publishers view implementation and training as one-time engagements by outsourcing those services to outside providers.

A potential advantage in terms of pricing

VARs may be able to offer more favorable pricing than single-implementation customers based on their buying power and knowledge of the specific solution. On the other hand, they may be able to offer lower prices on related services, such as implementation, training, and support.