Accounting Technology's Killer VARs: stalking business in a tough market

Accounting Today, June, 2002 by Carly Lombardo

Killer VARs Hunt for Success

It's been a tough 18 months to be a VAR, even to be at the top of the market. The economy and the technology cycle in 2000 and 2001 haven't been the friendliest ones for the reseller community.

And while the economy has been weak, vendors, many of whom have been involved in mergers and acquisitions, have had their attention diverted away from new product initiatives. There have been few hot new products for customers to buy, even if they have the funds. And many end user companies are trying to digest previous technology purchases.

Major resellers have trimmed staff and seen revenue decline. For example, ePartners, a reseller with a national reach, saw revenue decline from more than $97 million in 2000 to $86.4 million...