Providing VAR Solutions
A prominent national Value-Added Reseller (VAR), with a well-established business, was looking for growth opportunities to increase its revenue base. The VAR was well positioned with an effective sales team to introduce new product lines and solutions set to its customers. However, the management team was concerned about its ability to successfully deliver on the new product lines and solutions with its existing internal resource or the project management expertise. The VAR was looking to maintain competitive margins on the new lines of business while also managing costs.
With existing resources operating at capacity, the VAR looked to partnerships to assist in executing on the new product offerings. Infinite Resource Solutions had been recommended as a high-quality professional services firm with the engineering and project management capabilities to complement the most complex solutions. Knowing that Infinite has worked with the largest VAR partners in the country, management chose to bring in Infinite to provide:
- High-end, solution-specific engineering support, including design and implementation
- Project management
The partnership between the VAR and Infinite proved to be a success. Supplementing the existing solution delivery team with Infinite’s expertise allowed this prominent VAR to:
- Deliver service excellence to customers without staffing additional competencies internally
- Extend product offerings successfully to the existing customer base without investing in additional engineering resources
- Increase sales by adding 10 new customers in 6 months (compared to 1 in the preceding 12 months)
- Provide high-end engineering, project management and implementation services across a wider solution set
- Our VAR’s decision to use Infinite has impacted growth opportunities and reduced the ramp-up costs associated with the new solutions.
Since concluding the engagement, the partner has added solution sets, utilizing the same model to extend product offerings to new and existing customers. Infinite remains a partner to the VAR, assisting with continual and successful roll-outs.