The Cha(lle)nging World of Value-added Resellers
P.J. Jakovljevic - May 16, 2006

Recent Events Summary

The enterprise applications market continues to quake, thereby significantly reducing the number of independent software vendors (ISVs). Those who survive (and often thrive) have been devising strategies to penetrate new and uncharted markets, whether they are geographically remote, or within an esoteric industry, or both. For many reasons, these vendors tend to look for the help of a value-added reseller (VAR) or distributing channel partner for geographical penetration. They may also seek help from other (often smaller) ISV partners to fill functional and technological product gaps. However, some recent announcements accentuate the fact that distinguishing between a VAR and an ISV might not be as straightforward as it used to be...