Vendor Management
 
Solution providers should refocus some effort toward vendor management because VARs will be dealing more directly with them for their clients. 
Falcon said historically, most small-to-midsize VARs buy through distributors who handle things such as back-end incentives and tracking, but that may not be the case in the future. "We find that we’re dealing directly with independent software vendors and other vendors on behalf of our clients,” Falcon said.