VAR/Channel Best Practices

Originally Aired: April 23, 2020 Now Your Desk!

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When engaging with VARs and Channel Partners, it's important to remember the rules of leverage still apply.  This session will review common channel pricing models, discuss how to "value" your "value added reseller", the sales strategies used by resellers and seven best practices for successful deal outcomes in the channel. 

Key Learning Objectives:

  • The wide variance of margins between resellers and how to gain transparency in your deal
  • Where VARs can provide added value and how to maximize your relationship
  • A checklist to assess the value or your relationship with channel partners
  • How to maximize leverage and execute successful deals with channel partners


Andrew Oslowski

Managing Director

Andrew came to ClearEdge Partners after spending the previous 18 years in business development, sales and leadership roles within the enterprise software and IT consulting services industry. Andrew brings expertise in application software, business intelligence solutions and consulting services drawing from his experience at SAP, Kronos and Computer Associates, and vast experience on deal-making and long-term cost-control strategies from involvement in thousands of transactions on both the vendor and customer sides. Andrew has a B.S. in Organizational Leadership from Purdue University where he was also an intercollegiate athlete, letterman and youth mentor.

Danilo Milevsky


Danilo joined ClearEdge in 2017 and currently serves as lead analyst inspecting multi-million dollar deals in the hardware sector, including mainframes, servers, personal computers, printers and other peripheral devices. Prior to ClearEdge, Danilo worked in sales at ZeroTurnaround, a SaaS (software as a service) provider selling SDLC (software development lifecycle solutions) to Java users, lending vendor-side insight to his advisory role. Danilo travels frequently to South American to visit family in Sao Paulo, Brazil and speaks Portuguese and Spanish fluently. He holds a management degree from the Isenberg School of Management at the University of Massachusetts in Amherst, with a concentration in Entrepreneurship & Innovation.