PRESENTATION: Incenting The Reseller of the Future

At a recent conference, I noticed an industry shift that is about to become a movement: Some Value Added Resellers (VARs) are choosing to become a new breed of “consultants.” These born-in-the-cloud progenies have shifted allegiance from the vendor with the highest sales incentive program to the end-user client who is willing to pay for their unbiased expertise. This simple shift in the reseller’s role is going to change the future of channel incentives for these VARs.

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