When Change Comes, What Should VARs Do?
The only constant in life is change. We all deal with change differently, but when change comes in business your strategy and methods for adapting to change can easily hurt or improve your ability continue successfully running your business. This is especially true with the change is out of your control, as it so often times is. So what should VARs do as their technology partners and vendors change?
Here are a few suggestions…
Determine what effect (if any) it will have
Sometimes even the most dramatic changes, a discontinued product line, a change in management, etc. at a vendor will have no effect on your or daily business or ability to work with the partner. So before you react to news of change be sure to determine if it will affect your business.
Once you’ve had a chance to digest the news and you’ve determine how the change will affect your business the next thing you should do is…
Contact the vendor…
…and discuss the change and what this means for the vendor as well as their partner community. Your normal contact at the vendor organization will be able to give you more details about the upcoming changes. It is important to listen to what they have to say and understand why the change is being made. Don’t assume the worst until you’ve had a chance to speak with your contact at the vendor company. It might even be better for your organization.
Create a plan together
Once you have a better understanding of how the change will affect your business and had a chance to voice your concerns with the vendor then you and the vendor can create a plan for navigating the change – together. The fact you were proactive in contacting the vendor demonstrates your commitment to your relationship and will help them determine what the best course of action is for both organizations.
Remember, your vendors want you to be successful. When vendors makes changes to partner programs or product lines or even business operations they do keep their partners in mind. While your first reaction to change may be negative, often times these changes are made to benefit the partners and will ultimately create new opportunities for your organization to grow.
Bob Darabant is VP of Astaro Americas. This monthly guest blog is part of The VAR Guy’s annual sponsorship program.