Optimized VAR Channel Programs to Meet Partner Requirements Our client was facing increased competition and sluggish adoption rates within their current channel. They had a new solution offering ready to launch and needed to understand how to best position their solution in their VAR channel. CHALLENGES Competitive incursion was causing previously strong relationships to suffer The client did not want to succumb to margin pressure to "buy" their channel, but instead wanted to appeal to their channel's actual needs SOLUTIONS Crimson conducted detailed, primary research among the VAR partners likely to incorporate our client's solutions to determine their actual requirements and identify best practices that they found appealing Crimson also analyzed the programs and activities of competitors within the clients VAR channel to ensure our client's program was competitive and that they were accurately positioned for price and performance RESULTS The resulting study was used as the foundation for enhancing our client's VAR partner relationship program, delivering a 24% increase in overall quarterly channel sales and helping meet launch goals

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