The highly competitive world of the VAR is fraught with complex issues including:

• Margin pressure
• Resource utilisation
• Differentiation challenge

We have worked with a number of VARs across multiple industries and technologies. Many were struggling with declining profitability and increasing competition.   The impact was frustrated shareholders, insufficient cash-flow and a lack of funds for strategic investment.    Thanks to our experience and methodical approach we helped them to make a step-change in their business performance.

The solution involves working with the leadership team to identify and then clarify strategic opportunities, value propositions, market paths and sales methodologies. Many consider the route to increase a VARs performance is to drive the sales engine harder. However, Harness takes an alternative view which is to go back to basics, re-visit the Business Development Model and then drive both top and bottom line results to improve cash-flow and return to shareholders.