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.
