Gartner Research

Leverage VARs to Reduce Costs and Improve Network Technology Project Outcomes

Published: 14 March 2019

ID: G00383874

Analyst(s): Mike Toussaint, Christine Tenneson

Summary

Value-added resellers can provide resources critical to the success of network technology adoption and refreshes, and can be vital to negotiating significant discounts with OEMs. We advise I&O leaders on how to leverage VAR services to reduce network costs and improve technology project outcomes.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Select a VAR That Supports Your Short- and Long-Term Technology and Business Goals
    • Match Internal Network Engineering, Architecture and Programmatic Capabilities to Resources Required
    • Use the VAR Presales Engineer as an Extension of Your Team
    • Whiteboard Sessions Are Not Enough
    • Don’t Pay for Maintenance of Network Hardware Not Yet in Production
    • Mitigate Risk of Hardware, Network Configuration Failure
  • Evaluate Your VAR Relationship, Network Technology Direction and Spending Patterns Regularly
    • Bill of Material Transparency
  • Consolidate Network Spend to Achieve Deeper Discounts
  • Align Profit Margins With Perceived Value

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