Part 3: Resellers Who Are Changing The Rules

Many Value-added Resellers (VARs) have struggled during the recent economic downturn. Those that have survived, are more savvy about improving efficiencies within their own businesses as well as selecting technology partners who offer them maximum control over their strategies and markets. As we continue to recover from the "Great Recession," 46% of resellers say they are once again investigating opportunities to expand their product lines. However, they're doing so from a more cautious and knowledgeable standpoint.

Enterprise Content Management is a technology that is expected to outpace the overall growth of the software market, so it represents an attractive new product opportunity for VARs. When deployed through the cloud, ECM becomes even more attractive to resource-strapped resellers who want to add new products without investing in hardware or new personnel. Though sometimes overlooked, VARs have an important role to play in the Real World of Cloud ECM. The companies profiled in this article sell cloud ECM technologies and are experiencing revenue growth and greater control over business strategies. One even calls his business "recession-proof" thanks to his cloud ECM strategy.