The term value-added distribution is used widely in today's IT channel, presumably because it carries a lot of weight.
CRN recently evaluated the growing trend in its feature Is value-add the way forward for distribution? speaking with some of the UK's leading distributors.
However, the meaning and use of the term has been thrown into question, with warnings of the dangers of jumping on the VAD bandwagon, and some flat out stating its an artificial way of keeping margins high.
Giving his two cents on the topic, DataSolutions managing director Michael O'Hara sits down for CRN's CEO Killer Questions video series.
"It's more than just offering good logistics and credit terms. A distributor today offering value-added distribution needs to be offering a world class service and needs to consider the needs of both their vendors and their resellers," O'Hara said.
"Looking at it from the vendor point of view, the relationship with the vendor will vary depending on what I call the vendor lifecycle."
Watch to find out more.
O'Hara recently spoke with CRN following the $16.3m sales of DataSolutions to Climb Global Solutions. Read more here.
