Back in 1999, when I started my career selling used IBM and Sun Microsystems servers and components, I spent hours combing through IBM and Sun’s websites, looking for case studies and testimonials from companies using their technology. Once I found them, I’d call those companies, hoping to sell them refurbished equipment.
What I didn’t realize at the time was that I was trying to piece together their IT asset inventory—so I could offer something that directly related to their existing infrastructure.
The strategy worked, but it was incredibly time-consuming.
Fast forward to today, and most VARs have a goldmine of asset data at their fingertips—but they can’t see it. It’s buried across multiple systems, making it nearly impossible to use effectively. The result? Missed renewals, lost refresh opportunities, and lower margins.
Where the Data Lives (and Gets Lost)
Asset data is scattered across:
✔ Install Base Reports – What customers have bought in the past.
✔ Distributor Feeds – What’s been sold but not yet tracked internally.
✔ OEM Portals – What the manufacturer knows about warranties and support.
✔ Customer Discovery Tools – What’s actually installed and in use.
✔ Quotes & Sales Orders – What’s been quoted, approved, and fulfilled.
✔ CRM Systems – Customer purchase history, support agreements, and renewal timelines.
✔ Internal Spreadsheets – Often used to manually track renewals (until something gets missed).
With data scattered across these silos, most VARs are flying blind—reacting to whatever the customer brings to them instead of proactively driving revenue.
If you can’t easily see EOL/EOSL dates, firmware levels, or auto-renewals in one place, you’re leaving money on the table.
The VARs That Centralize Data, Win
Bringing this data together unlocks new sales opportunities and allows you to:
🔹 Capture More Renewals – Stop losing contracts because no one had visibility into expiration dates.
🔹 Drive More Refreshes – Proactively replace aging equipment before it becomes a problem.
🔹 Increase Margins – Identify premium support or service opportunities based on asset age and firmware levels.
🔹 Cross-Sell More Effectively – Use data to show customers gaps in their environment and recommend solutions.
The difference? Most VARs wait for the customer to come to them. The best VARs drive the conversation—because they have the data.
I would have absolutely loved to have that data back in 1999, and that’s one reason why I feel this is such a big opportunity for IT resellers.
When you are ready, there are 4 ways we can help you:
1. More Revenue, Less Effort.
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