While there were fewer high-profile mergers and acquisitions than in years past, the resellers that did engage in trans-actional activity typically bought fellow channel partners to bolster that particular software offering. Meanwhile, of the VAR 100 that partnered with new software providers, Acumatica was the most popular portfolio addition, with Intacct and NetSuite also forging new partnerships with a few of the top 40 resellers. The most successful VARs were focused on successfully promoting and deepening their expertise. Specialization was a survival tactic to not only beat the competition, but for resellers to differentiate themselves from any of their own publishers that sell direct.
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