4 tips for VARs' survival

The marketplace for value-added resellers is changing rapidly. Mark Amtower, a government marketing consultant, offers four tips for small and midsize VARs to stay competitive.

They will have to better understand, he said:

  • The technologies that are emerging that the government will need.
  • How and where these technologies fit, and who the buying influencers are.
  • How to position and market their companies to get in front of those buying influencers.
  • Social media, especially social networks such as LinkedIn, because they will become a more important part of the government contracting ecosystem.

Click here to see more of our special report on value-added resellers.

About the Author

Stephanie Kanowitz is a freelance writer based in northern Virginia.

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