Top VARs video: Stemming the profit bleed
player-id
KcIyTdNy
In part one of our Top VARs 2018 videos, our panellists discuss how the channel can move into services while not neglecting the models that have made it successful for years
The overall revenue of the 100 firms in CRN's Top VARs 2018 may be up 13 per cent on the previous year, but net profit fell again.
In this first episode of our Top VARs roundtable, sponsored by Comms-care, top execs from Logicalis, CDW and Comms-care discuss how the channel can stop profits dwindling further.
Our panellists explain how critical it is for the channel to build its services capabilities, but stressed that it is not an easy transformation.
"It will pay dividends, but it's not quick dividends," Comms-care MD Mark Forster said.
"It's a different sales team, different services, some you'll do yourself, some you'll build, some you'll outsource - it is not a short journey."