The Meta Group's Seven Steps To VAR Success

Developed by the Meta Group, the Value Assurance Program outlines seven business-first steps that make good VARs great and customers into long-term clients

1. Agree with the client on its commitment to IT as a starting point.

2. Define value leverage areas where your particular company can make a difference.

3. Help the customer align value expectations between internal business and IT departments, so everyone is on the same page. If the business end is expecting one thing,and IT is expecting another, all will lose.

4. Work with the customer to formulate and agree on best actions and best practices during the project implementation.

5. Prepare a value score card of what aspects of the implementation have the most value. Then, total up results and use them to lay out what you are going to do first, etc.

6. Prepare and implement solutions.

7. Execute an IT measurement process to demonstrate the actual value of the project in business terms.