VADs, VARs and Cable: How Does That Work?

Peter : On Rad's Radar?
| Peter Radizeski of RAD-INFO, Inc. talking telecom, Cloud, VoIP, CLEC, and The Channel.

VADs, VARs and Cable: How Does That Work?

Tech Data and Ingram Micro have partnerships to sell network services. Ingram Micro has a deal with CenturyLink and TW Cable. Tech Data has deals with XO and Microcorp (a master agency).

I want to know how the TWC-Ingram deal works. TWC is so paper driven. Every quote requires a site survey and the completion of a customer profile. How is that done through a portal?

How do the VARs even know what is available? Can they surf the SKUs from XO on Tech Data or from C-Link on Ingram?

Considering the VAD model is influenced heavily by co-marketing dollars, how much attention does network services even get?

Without a telecom department - like CDW has - to provide insight and experience about the network to the rest of the ecosystem (VARs and VAD employees), it seems like their would be a hole, a lack of understanding and knowledge base.

With TD Mobility, selling cell phones is a lot different than selling a PRI or Hosted PBX. Cell phones deployment is familiar in that the VAR checks inventory, price plan, drop ships the phones, and activation happens when the customer gets the phones. Timely. Bingo.

On a cable modem or a T1, there is deployment time frame but there has to be a sync up between the VAR and the carrier in order for the turn up to happen. And as we have all experienced, FOC dates are fluid.

Now move to voice with LNP (porting numbers) and all time schedules go out the window. How is that handled via a VAD?

A VAD's strength lies in automation and distribution efficiency (like UPS). Telecom isn't a sector with a lot of automation or even clean, flexible BSS. It's messy and home-brewed and doesn't play well with others. Telecom squeaks from all the chairs swiveling to process orders and quotes.

What does the VAR do when the SKU pops up for managed router or LAN monitoring, which is traditionally his turf?

Just curious how this works for TD, IM, Microcorp and the carriers.


VAD = value added distributor like Tech Data, Ingram Micro, CDW, SYNNEX. Traditionally VADs were distributors for hardware especially for Cisco (who didn't want to be in that space) and software licenses for Microsoft and IBM.

VARs are value added resellers. Traditionally, these are the Cisco, HP, Dell resellers who sell hardware, install and support. It could also be IBM and Microsoft partners who procure licenses from the VAD instead of directly from MS or IBM.

Related Articles to 'VADs, VARs and Cable: How Does That Work?'
Featured Events