2 min read
Partner vs. Vendor: Why It Matters When Choosing Business Software
Vrakas Blum
October 22, 2025
When choosing a new software system, many organizations think they are simply buying a product. As a result, it’s often assumed that buying directly from the software publisher is better than working with a full-service partner.
This misconception can lead to painful and costly implementations.
As technology evolves and business landscapes shift, software must continually adapt. With hundreds of software solutions and vendors to choose from, selecting the right system can be a daunting process. Understanding the difference between a software publisher (vendor) and a software partner (reseller) can make all the difference between a successful implementation and an expensive struggle.
Understanding the Roles
Software Publishers (Vendors)
Publishers such as Acumatica, NetSuite, or Sage develop and sell the software. Their teams are experts in their own systems but often have a limited understanding of your specific industry. Vendors focus on building, updating, and marketing their products, but they may not necessarily tailor them to fit your unique business needs.
Software Partners (Value-Added Resellers)
Partners, also known as resellers or VARs, are independent service providers that specialize in implementing, supporting, and optimizing software systems. They have implementation specialists who are experts in their industries.
They often partner with other solution providers, allowing them to recommend the best solution for your business rather than a one-size-fits-all product.
Partner vs. Vendor: A Side-by-Side Comparison
|
Category |
Partner |
Vendor |
|
Account Management |
Dedicated account manager, consistent communication, and a clear point of contact. |
No dedicated manager, generic communication, and queued support. |
|
Bias |
Represents multiple solutions and provides transparent pros and cons. |
Promotes only their own product with limited objectivity. |
|
Process Reviews |
Performs in-depth reviews by industry experts and customizes workflows. |
Limited reviews, often performed by sales staff. |
|
Client Retention |
Focused on long-term relationships and ongoing success. |
Focused primarily on new sales. |
|
Consulting |
Managed in-house by experienced professionals. |
Consulting is typically outsourced. |
|
Implementation Costs |
Tailored, flexible, and scalable to business needs. |
Fixed-fee, one-size-fits-all approach with limited flexibility. |
|
Location |
Option for local resources and on-site visits. |
Typically remote, with limited personal engagement. |
|
Resources |
Dedicated, consistent project team. |
Assigned based on availability, often outsourced. |
|
Strategic Planning |
The company offers ongoing strategic planning for future growth. |
Focused solely on current product sales. |
|
Training |
Personalized, industry-specific, live training sessions. |
Generic recorded sessions and webinars. |
|
Support |
In-house, industry-knowledgeable team familiar with your installation. |
Queue-based, often outsourced with limited knowledge of your system. |
Clearing Up Common Misconceptions
Misconception #1: Software publishers know their product better than a partner.
Reality: While publishers are experts in their own systems, they often lack deep knowledge of your industry. Partners combine product expertise with an understanding of your business processes, allowing them to tailor the system to fit your unique workflows.
Misconception #2: Buying software from a partner is more expensive.
Reality: Pricing for software is consistent whether purchased through a publisher or a partner. Both have access to the same price lists, discounts, and promotions.
While publishers may offer short-term discounts to win deals, they often skip detailed process reviews, leading to hidden customization costs later. In contrast, partners focus on understanding your operations up front, reducing long-term risk and expense.
Why Work With a Partner?
If pricing is the same, how do resellers make money?
Partners earn revenue through the value-added services they provide, including business process reviews, tailored implementations, customizations, training, and ongoing support.
Their goal is long-term client success and retention, not just making a sale.
A partner serves as a trusted advisor who understands your business, speaks your industry’s language, and provides guidance every step of the way — from system selection to implementation and ongoing support.
How Vrakas Blum Computer Consulting Can Help
With over 30 years of experience helping businesses succeed, Vrakas Blum Computer Consulting is dedicated to delivering solutions that fit your goals — not just software that checks a box.
Our team specializes in Sage Intacct and other industry-leading systems, offering a full suite of services including implementation, training, support, and strategic planning.
If you’re evaluating your next financial management or business system, we’d love to explore whether partnering with Vrakas Blum is the right choice for you.
Contact us today to start the conversation.