How To Help VARs Adopt The As-A-Service Revenue Model

The as-a-Service revenue model has become a common delivery model for many business applications, but that doesn’t make it any easier when trying to convince VARs to utilize it. In this exclusive interview, Suzanne Davis, Director of Channel Sales at Harbortouch, breaks down the benefits of the as-a-Service model and offers advice on how the help VARs transition to it smoothly.

BSM: What is the biggest benefit to VARs/dealers of the as-a-Service recurring revenue model?

Davis: The as-a-Service business model delivers VARs with a stable, reliable, and profitable revenue stream. Instead of relying on one-time equipment commissions, dealers are able to earn recurring revenue every month. This eliminates cash flow issues or fluctuations in revenue since you get paid even if no new sales are made in a given month. With every sale, you build a valuable portfolio of merchants that provide ongoing revenue and have considerable value if you ever decide to sell your business.