VARs turn backs on outsourced sales
Downturn in VARs using third-party sales providers hailed as sign of economic stability
A downturn in the number of VARs outsourcing their sales activities is being hailed as a sign that economic stability is returning to the channel.
Outsourcing specialist Pinpoint Associates claims fewer VARs are turning to third-party providers, opting to ramp up their in-house sales activities now the recession is over.
Graham Fell (pictured), managing director for Europe at Pinpoint, said the trend is proof that market conditions are picking up.
"During the economic downturn, VARs were outsourcing, allowing them to streamline their businesses so they could adapt quickly if market conditions worsened," he said.
"This change in behaviour is a good indication that things are improving, as VARs now have more money to invest in their own sales staff," he added.
However, while the number of VARs outsourcing sales has fallen, Fell claims his firm is seeing a steady rise in demand for PR and marketing services.
"We are seeing a lot of demand from firms for help in using social media to promote themselves effectively," he explained. "Building brand awareness is important, but it is an expensive resource."