VARs vs. Retail Distribution in Technology Markets

I write about technology distribution frequently. As I've said before, it appears to be simple and straightforward. Yet it's one of the tech company management activities that I find gets "screwed up" most frequently.

Why is this? It's not nearly as simple as it seems. At times, it appears downright counter-intuitive!

I'll keep it relatively simple for this particular article, though. For this edition of the newsletter, I'm going to focus on two specific distribution channels: VARs and Retailers. These are very different reseller types, with distinct strengths and weaknesses. So when should you use one versus the other? Is it wise to attempt to distribute your products through BOTH channel types at the same time?

I'll address this and a few other pertinent questions in the full article.

Please take a couple of minutes to take a look, and pass it along to any colleagues you think might have an interest.

#VARs #Retail