Okay, the headline of this blog post is a bit provocative. This blog post is not written from the vendor perspective. It’s the perspective of someone, who’s sitting between the vendor and the customer. A value-added reseller (VAR) is typically located between vendor and customer. And the business model of a VAR is typically based on selling hardware, software and service. Added value The typical customer doesn’t have the time, money and the know-how to transform business requirements into a bill of materials (BOM).