Unlock Efficiency and Value: The Power of Channel Partnerships in the XR Industry

Congratulations, your client has given you a verbal commitment to purchase—you’re almost there, right? Not quite. Now comes the vendor form, financial audit, registration to the purchasing portal, editable Terms of Service, and the request to stay on a free trial until all this is done. This is the toughest part of the sales process, and many organizations struggle with technical closing procedures.

The mistake is usually in the approach. What I’ve learned through years in the industry is: work with, not against procurement.

That’s where Value Added Resellers (VARs) can help, and why I’m passionate about helping organizations understand how they can be leveraged to close technical deals faster.

As a Channel Manager at ManageXR, a VR and AR device management platform, I’ve witnessed how strategic partnerships with channel resellers can transform the acquisition process for XR technologies and services.

Why you need Value Added Resellers

Here’s how a deal can be closed with VAR in a week, compared to a typical multi-month marathon:

Streamlined Procurement Processes: Institutional purchasing agreements and Master Service Agreements (MSAs) are established with both parties. The mutual trust in a vetted third party streamlined the process through the channel.

Preferred Pricing and Incentives: Resellers often negotiate competitive pricing across a range of products and services, allowing their customers to access limited bundled offerings and special incentives. By utilizing the third party, the sale is expedited, and the buyer receives a discount.

Complementary Services and Support: Resellers provide access to a spectrum of complementary products such as hardware, peripherals, and accessories. They offer critical services like provisioning support, extended warranties, and white-glove service – enhancing the overall customer experience. If the client needs additional components to use your software, closing your deal can lag behind other required purchases. The VAR can provide all necessary services in a single order, enabling the client to get started right away.

As I alluded to earlier, work with, not against procurement. By engaging procurement early in the sales process, you can leverage VARs to drive the deal forward to an efficient close.

How ManageXR connects you with VARs

At ManageXR, we’ve helped organizations worldwide procure and deploy thousands of devices with VARs. Here’s how we can assist you:

For ISVs. We’ll help you navigate the VAR ecosystem to grow your business. If you aim to be a turn-key solution provider, we can help you streamline the sales process and ensure necessary components are achieved.

For Enterprises. Let’s discuss how you can scale your XR program from pilot projects to full-scale deployments. Hint: We already work with your preferred suppliers.

Discover more about ManageXR and our commitment to advancing XR: Book a meeting today to get started.

Frequently Asked Questions

1. How do Value Added Resellers (VARs) simplify procurement?

VARs act as trusted intermediaries that already have institutional purchasing agreements and Master Service Agreements (MSAs) in place with many organizations. By processing your deal through an established reseller, you can bypass lengthy internal reviews and accelerate purchasing approvals so you can close deals within a week instead of months.

2. What additional value do VARs provide beyond procurement support?

VARs also enhance the customer experience. They often provide:

• Preferred pricing and bundling incentives for cost savings
• Complementary services and hardware, such as provisioning devices with your preferred content and settings, providing XR accessories, and extended warranties
  White-glove support to ensure clients receive ready-to-use XR solutions. 

This holistic approach enables clients to launch their XR programs more quickly, while providing vendors a competitive edge in the sales process.

3. How does ManageXR collaborate with VARs?

At ManageXR, we partner with a global network of VARs to streamline procurement and deployment for both Independent Software Vendors (ISVs) and enterprise clients.

• For ISVs, we help you partner with VARs to deliver turnkey solutions and close deals more efficiently.
• For Enterprises, we connect you with your existing preferred suppliers or recommend resellers experienced in XR deployments.

4. When should I bring procurement and VARs into the conversation?

Engage your clients early. Ideally, this is as soon as a client expresses serious interest in deploying XR. Early collaboration with procurement and VAR partners helps eliminate last-minute roadblocks and ensures all technical, financial, and contractual needs are met on time. Remember: work with procurement, not against it.