Value-added resellers are resellers that provide a client value beyond order fulfillment. This can include IT services or professional services like consulting, design, implementation, and training services that complement the solution. Partnering with VARs can be a great way a SaaS company can accommodate complex IT projects customers might need to accomplish that their in-house resources don’t have the bandwidth to take on.

Much like SIs, the industry-specific expertise VARs can offer provides the customer with support and resources that have the proper contextual technical or regulatory knowledge that might be necessary to implement a custom solution.