FEATURING ANALYST

The VAR Business Model: How to Gain Competitive Advantage in This Growing and Evolving Model

As 70% of all IT transactions now flow through the IT channel,* The Value Added Reseller (VAR) channel is growing and evolving in support of the technology sector, to engage end-users with new solutions and services.

Join our webinar with guest speaker Tim Harmon, Principal Analyst from Forrester Research and Mike Flanagan, General Manager, Supply Chain Management (SCM) Applications from FinancialForce.com where they will examine the current state of VAR supply chain to understand how it works, how the VAR model will potentially grow and what the contributing factors for success will be.

In this webinar, you will learn:

• How channel economic models are shifting to accommodate a services economy
• Partner incentive engineering and change management
• How to move from "Disparate Supply Chain Management” to "Automated Supply Chain Management”
• How best-in-class VARs are adopting strategies to strengthen their gross margins while at the same time increasing the “value-add" side of their businesses

About the Speakers

Tim Harmon: Tim serves B2B Marketing Sales Enablement Professionals in developing and managing their route-to-market channels via the application of best practices, technology, metrics, economic models, and competitive intelligence. His research focuses on the impact of cloud computing and digital marketing on channel ecosystems and business models. He is also a leading expert on the small to medium-sized business (SMB) market. Tim's technology domain knowledge spans business applications software (enterprise resource planning, business intelligence, partner relationship management), as well as network, sensor, and remote monitoring and management technologies.

Mike Flanagan: Mike has been the CEO at Less Software for over 5 years and was instrumental in the design and build of the suite of products. Mike is an experienced executive with more than two decades of successful senior management experience at small and large companies including Honeywell, Teleflex, Western Data Systems, Avexus, Oracle, Manugistics/JDA, engaged in Supply Chain Management and technology disciplines. At these firms, he held Supply Chain operations positions before moving to pre-sales & sales role for top software providers. As CEO and co-founder of Less Software, Mike led the vision for the SCM product suite for design, creation and implementation.

*CompTIA’s IT Industry Outlook 2015 – Research Report, January 2015