How we work with clients:

First step:   Gather your technology requirements for your project.

We gather your technical requirements for projects related to the cloud, connectivity, hosted applications, disaster recovery and other IT projects and then we use our pre-sales engineering resources to make a recommendation for the best solution that meets your needs. Because we work with over 100 vendors, we can select a solution that meets your unique environment. 

Second step:  Navigate the purchase process as an advocate for you and your company. 

We work as an extension of your procurement team and we provide Virtual RFP process that gathers pricing, contract details, support terms and expected deployment timelines.  We deliver this information to your team with our recommendations for the best solution. 

Third step:   Project oversight.

Your company makes a selection and contracts directly with the vendor.  The Virtual VAR stays involved throughout the deployment and provides project oversight to ensure you get exactly what was promised by the vendors. 

Sample project list

Our Philosophy-

The Virtual VAR works with clients to confirm the Outcomes that you need from your IT projects.  We feel technology deployments should be measured by their ability to increase sales, reduce costs and provide efficiency gains to your core processes and workloads.  Let’s get started.

How do we work with Clients?

Phase 1.           Getting your site connected. Telecom and Internet Expense Management

You want Internet connectivity with a redundant path to world wide web.  The Virtual VAR provides multiple quotes from the available carriers.  By representing all of the vendors in this space you are sure to get a competitive price that meets your requirements.  (see attached vendor list)

*Customers have saved over 40% on their Internet expense by consolidating their service providers.

Phase 2.           Securing your data center and users from internet based threats.

You want to secure your IT Infrastructure from internet based threats.  The Virtual VAR provides recommendations and pricing for managed service providers that put their Unified Threat Management technology between your organization and the internet.  (Managed Services)

Phase 3.           Backing up your data, Co-Location and disaster recovery services.

Your client wants to have back up and disaster recovery services to ensure that they don’t lose critical data and they have redundant copies of data at a remote site.  The Virtual VAR provides recommendations and pricing for managed service providers for DR and Back Up.   Using our global list of data center providers, we can map your exact specifications, including compliance requirements, and show you the available DC providers.

Phase 4.           Email and Virtual Desktops- HyperConvergence

Your client wants to use Office 365 to access mail over the web for all users but needs help migrating from an existing mail platform.  The Virtual VAR provides recommendations and pricing for providers who will migrate your mail and set your users up on O365.  Same for virtual desktops which provide users anywhere anytime access to their critical work applications. 

Phase 5.            Phones- Voice Over IP- (VOiP)- Hosted Voice and Contact Center solutions

Most companies should be reviewing hosted voice solutions as a way to modernize your phone system and to provide your employees a better phone experience.  With loads of features and reduced administrative costs, no new client should be installing traditional land lines to their offices.  The Virtual VAR has more than 10 different VOiP and Contact Center providers and we have a team of consultants who can evaluate your technology needs and requirements for business telephony and make a recommendation on which vendor to deploy. 

Phase 6.           Software Defined Wide Area Networks- SD-WAN and MPLS technologies

There are new ways to connect your business locations and there are more efficient ways to ensure your users and your phone calls (VOiP) receive the bandwidth that they need for a good user experience.  The Virtual VAR represents multiple providers and we will make recommendations on how to deploy your Wide Area Network. (WAN)

Who we want to work with:

Business units that need technology to improve your ability to win business and support customers

CFOs who want a long range plan to outpace your competitors by making the right technology investments today.

Maverick buyers who want the best solution regardless of the brand name.

CIOs who see their role as more than utility compute providers. 

Consultants who lead RFPs for clients and who would like to have a one-stop shop for your clients who can select technology from over 100 vendors

Resellers/VARs who want to partner with The Virtual VAR and utilize our Sales as a Service model that provides you a way to sell cloud and managed services to your install customers. 

Frequently Asked Questions- FAQ

How do clients work with The Virtual VAR?

Our clients get technology recommendations from our team of experts.  We do the legwork of finding the best vendors and connecting you directly with a solution that meets your needs.  Clients purchase directly from the vendors and receive support directly from the list of 100 vendors that we represent. 

What does it cost to you use The Virtual VAR?

We don't charge our clients for the recommendations. We don't charge for the qualification of your needs.  We provide a no-risk way to get access to our team of experienced IT experts.

How does The Virtual VAR get paid?

If you purchase a solution from one of the providers that we introduce, the vendors pay us a referral fee. 

Does The Virtual VAR provide project management oversight for technology deployments?

Yes, when required we provide project management to ensure your project success and to allow you to stay focused on running your business. 

How does The Virtual VAR differ from traditional Value Added Resellers- VARs?

Background on traditional VARs- VARs operate in what's known as a three tier distribution model. You purchase the technology by placing a Purchase Order with the VAR, who in turn purchases the solution through a distributor who has purchased directly from the manufacturer.  Hence the three tiers with each tier making a profit on the sale.  

Our model removes two layers of the classic "Three Tier" distribution.  

No Margin Pressure-The margin pressures that VARs face can impact their technology recommendation.  VARs face intense pressure to generate gross profit on the deal and many technology sales only provide 5%-15% gross profit for VARs.  Selling a vendor that provides deal registration protection or provides a special pricing allowance to their leading resellers generates more profit for the VAR but it also limits the ability to provide best of breed solutions as their decisions become clouded by margin economics.

Pressure on VARs-  Vendor Certifications cost money-  VARs need to invest heavily in getting certified on vendor technologies.  VARs need to certify the sales and pre-sales engineering teams as well as purchase lab equipment to qualify for higher margins. These investments can not be made across all vendors in a category as the VARs don't have unlimited resources. The result is that they pick a brand or two and go to market.  (Comparatively, The Virtual VAR has relationships with over 100 vendors.) These up-front investments force VARs to choose brands which limits their ability to sell you best of breed solutions. 

No Revenue Commitments-  VARs have to make revenue commitments and to provide yearly forecasts of expected revenue.  This commitment limits their ability to follow the best technologies and the risk of losing "preferred partner" status will drive some unnatural acts from the reselling community. 

The Virtual VAR does not have any quota or revenue commitments to our vendors. We don't have to train engineers and we don't have margin concerns about the products that you select.  These differences allow us to stay impartial as your advisor and to work as an extension of your team in the buying process.