Can your business grow in a down economy? According to a VARBusiness survey of 117 solution providers (“7 Ways to Grow in a Down Economy, VARBusiness, February 2009), fully half are expecting to grow in 2009. Does this seems crazy? It didn’t seem so to me until after I read the list of top strategies that the VARs had for achieving this growth. Any business that helps customers do more with less should do very well; something to which the booming SaaS / on-demand software market can attest. But, unless you are in a hot growth market, the same-old, same-old will not produce results in 2009. And, if you are in a hot-growth market like enterprise SaaS solutions, doing the right things during a down market will act like a competitive force multiplier.
VARs adapt to new realities
Technology businesses come and go, but as a category VARs are the survivors of the technology world. A couple of years ago an editor asked me if SaaS was going to kill the channel. At the time, it was too early to tell exactly what was going to happen, but I expressed confidence that VARs would survive as an important channel, even if they had to evolve in significant ways.
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