3 Things Your VAR Is Not Telling YouBy Kyle Christopher

Do you know the difference between your traditional VAR and a reseller that truly adds value? A reseller that truly adds value is usually able to find options that your traditional VAR may be able to find. Your traditional VAR is usually compensated by the manufacturer to sell that manufacturer’s equipment. The cost of selling for the manufacturer is then passed on to you, the customer. Reliant Technology is different from your traditional VAR. We’re an independent reseller and storage solution provider. There are a few things you should know. Your traditional VAR, because they work for the manufacturer, may be required to sell you a certain brand and a certain product. Whereas, if you know how to look for a reseller that truly finds value, you know you are entitled to a solution that works best for your environment, all while saving you money.

By not being tied to the manufacturer, independent resellers are able to provide solutions that your traditional VAR doesn’t usually tell you about. Because independent resellers do not sell for the manufacturer, their costs are usually a lot lower. These cost savings are always passed along to customers. Most IT departments unfortunately look to their traditional VAR for advice and only do what the VAR says they can do. This is a mistake. Unfortunately, your traditional VAR is not a neutral party among salesmen.

My colleague, Kevin, was talking with a customer last week that had a case of “sticker shock” with his data storage. You’re familiar with this scenario. A couple years ago your traditional VAR got you a stellar deal on some new gear. Now the gear is reaching the end of its life cycle so you call up your VAR expecting a similar deal, and “Wham!” you’re hit with reality. The deal you got a couple years ago now leaves you stuck with gear you can’t afford to replace. Your VAR can’t get you the same deal now. It turns out this scenario is the norm. What happened? In reality your traditional VAR got you the original deal in order to sell you on the more expensive gear later on.

As it turns out, your traditional VAR is like a magician. He has a couple things up his sleeve. Not to blow their cover, but you need to know a few things about their magic tricks. Here are 3 things your traditional VAR may not be telling you.

1. The manufacturer provides support for more than you think.

A lot of folks out there are hesitant to purchase anything pre-owned or used and rightly so. Pre-owned or used gear sounds like a dirty old used car that is probably out of warranty, which could leave you stuck with something not covered by the manufacturer. Has your VAR mentioned that this is not the case with your storage hardware? Did you know you could buy pre-owned directors and switches and get them under manufacturer’s support? True story. Pre-owned hardware offers the advantage of pricing, certainly. But an additional advantage is that you can have manufacturer support added to your directors and switches even if they’re used.

2. Support Exists for Your End-of-Life (EOL) Products

Either way you look at it, your old gear has to go someplace. So maybe you’re going to replace your main workhorse. Fair enough. But has your VAR mentioned all the support options for your used gear? What should you with all this used gear? For starters, you can sell it and bring down your overhead cost on the new gear. On the other hand, as third-party support gets better and better for legacy gear, a lot of IT departments are repurposing their used hardware and setting up that disaster recovery (DR) site they never thought they could afford, often with great maintenance plans.

3.  Used and Pre-Owned Storage Is A Valuable Resource

Given the fact that you can get maintenance and support on used gear, it’s at least worth considering purchasing used gear for things like disaster recovery. But you could also use it for production. A lot of companies are opting for that option nowadays. The cost of used gear is almost negligible when compared to what you might spend on new. Not to mention, the stellar maintenance/support you can find.

The important thing is to find the right solution for you. New is always a dependable and reliable solution, but you can also find a lot of new gear outside of your traditional VAR, usually at a better price. Whether you’re considering repurposing your old gear, or actually purchasing used gear to set up DR at a cost you can afford, it’s worth doing the math to see whether you can find a comparable solution at a lower cost with great maintenance options. Make no mistake; your traditional VAR is a salesman. Don’t just buy from a salesman. Find solutions that really work for you.

Here at Reliant, we pride ourselves on being different from your traditional VAR by providing fast, real-world solutions for our customers. Consider whether Reliant can help you with your next storage solution.