3 ms·
> You almost certainly will also need a reseller who has an MSA (master services agreement) with the firm, so you don’t have to spend 6 months in due diligence
by not_a_moth 7y ago
> You almost certainly will also need a reseller who has an MSA (master services agreement) with the firm, so you don’t have to spend 6 months in due diligence with their lawyers.
How exactly does that work with the reseller? This is a person you pay ~15% to, and then technically your product is sold under their brand to the big corp? If so, how are they found typically?
New to b2b and figuring things out.
- Androider 7y agoYou don't need to find them, the decision maker in the corp tells their procurement people they want to buy your product, the procurement people tell their approved reseller to reach out to you (someone like these fine folks https://www.trustradius.com/value-added-resellers-vars https://www.trustradius.com/value-added-resellers-vars) for the purchase order. The VAR gives you the PO, you bill the VAR, and the VAR just hands over the license key or whatever to the corp, and deals with things like renewals (if they're good, and sometimes that's up to you). The VAR probably has no idea what your software does. The corp still uses your software, not some whitelabeled version. This broken-telephone purchasing game is solely there because in a big corp it's really hard to write a check to a new unproven vendor, you'll just be a little line in the invoice they pay to the VAR each month.
- user5994461 7y agoWas surprised to find out from that page that CDW is a VAR. I used to buy network equipment from them. https://www.cdw.com/ https://www.cdw.com/