VARs: Business Expansion Takes Patience, Honesty

Building out a strong solution provider business is very much tied to being practical about adding new products to your portfolio and correctly assessing whether a potential product can be delivered as part of a full solution. Much of the work is about relationship building, they say, but it's also about being honest with emerging vendors, and other manufacturers that might not be fully committed to a channel-driven sales model. We pulled together five pieces of advice from partners on how to systematically build out a strong vendor portfolio.