Seven Strategies to Survive

These are challenging times for value-added resellers (VARs). Thin profitability and dramatic changes to the traditional business model have forced consolidation within the VAR community.

But tough times do not affect all companies equally. By maguide smart strategic choices and delivering superior service to their customers, resellers can ride out economic turbulence and position themselves as industry leaders when growth returns.

Consider the case of Key Information Systems, Inc., a systems integrator and IBM Premier Business Partner based in Woodland Hills, Calif. According to Pete Elliot, director of marketing, Key is not only surviving, but actually prospering.

Seven Strategies

Here are seven strategies that have helped Key grow and thrive over the past decade:

Prioritize organic growth

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