Technology tailwinds for VARs: Riding the wave of retail innovation
Retail is moving fast—and that’s great news for technology value-addedresellers (VARs) ready to evolve with it. From handheld point-of-sale (POS) devices and cloud-based platforms to the Internet of Things (IoT), emerging technologies are reshaping how retailers operate and how VARs add value.
For VARs, these changes aren’t just new tools—they’re powerful tailwinds that can propel your business forward. By expanding offerings, strengthening customer relationships, and leaning into advisory and integration services, today’s VARs can future-proof their success and deliver greater value to retail customers.
The evolving role of our partners
A value-added reseller has always been more than a hardware provider. VARs have built success by combining technology, integration, and service into complete solutions. But as retailers adopt mobile POS, IoT-enabled operations, and cloud-based systems, our partners are being called to do even more.
Retailers now expect connected ecosystems instead of standalone solutions. They want unified data, secure networks, and seamless experiences for both customers and employees. That shift is creating new opportunities for VARs to extend their reach into networking, cybersecurity, cloud integration, and strategic advisory services.
1. Networking infrastructure
The foundation of any connected retail environment is the network. With IoT sensors, handheld POS devices, and digital displays operating across the store, dependable connectivity is essential. The IoT in retail market is expected to grow at a 25.9% CAGR through 2032, reaching USD 57.3 billion by 2024 (Source: Fortune Business Insights).
This growth represents an opportunity to become the trusted networking partner—designing, installing, and maintaining secure, scalable networks that connect everything from checkout to back-office systems. Through ScanSource’s team and supplier ecosystem, ScanSource partners can confidently deliver the performance and reliability their customers’ demand.
2. Cybersecurity services
More connected devices mean more potential vulnerabilities. Retailers face heightened risks,as cloud systems, POS networks, and IoT endpoints multiply. VARs who integrate cybersecurity into their core offering—providing risk assessments, endpoint protection, compliance support, and secure network architecture—can differentiate themselves in a crowded market.
As Forbes notes, the traditional VAR role is evolving, and cybersecurity is now central to long-term success. ScanSource helps partners access best-of-breed solutions from top suppliers, build service-driven offerings, and position themselves as proactive security partners.
3. Data integration and systems support
Modern retailers are driven by data. From POS and CRM to eCommerce and inventory, they rely on connected systems to streamline operations and improve decision-making. Handheld POS devices, combined with IoT connectivity, enable real-time updates and customer insights (Source: 1nce.com).
VARs can lead in this space by offering data integration, cloud migration, and analytics support—helping retailers connect every point in their technology ecosystem. With ScanSource’s support and technical expertise, partners can deliver end-to-end visibility and performance across every store.
4. Strategic advisory services
Retailers need partners who can guide them through an increasingly complex technology landscape. VARs who act as strategic advisors—offering roadmap planning, ROI modeling, supplier recommendations, and change management—can strengthen relationships and build recurring revenue.
According to Digitalisation World, advisory and solution-architect roles are rapidly replacing traditional resale models. Partners that embrace this evolution are positioning themselves not just as sellers, but as strategic partners in digital transformation.
Recognizing the challenges
Integrated systems adoption: Turnkey, cloud-POS models can bypass traditional hardware sales.
Software expertise gap: Many VARs must expand to include cloud, analytics, and integration.
Enterprise self-reliance: Larger retailers often build internal tech capabilities.
Intense competition: Differentiation depends on speed, service, and specialization.
To stay ahead, ScanSource can help partners:
Evolve offerings beyond resale to include integration, device management, and analytics.
Double down on networking and cybersecurity, the backbone of all connected retail solutions.
Build recurring revenue through managed services and advisory programs.
Differentiate through expertise—know retail technology inside and out.
Why now?
The opportunity is clear—and the timing couldn’t be better.
The global handheld POS market is projected to grow from USD 30.07 billion in 2024 to USD 74.07 billion by 2033 (Source: Grand View Research).
Retail IoT adoption continues to accelerate.
Retailers’ technology expectations are rising to meet the demands of Millennial and Gen Z consumers (Source: Deloitte).
Technology tailwinds are real—but only for partners willing to adapt and evolve.
Partner with ScanSource to turn tailwinds into growth
ScanSource helps partners capture opportunity, build new capabilities, and deliver complete solutions across networking, security, and cloud. With access to industry-leading suppliers, specialized training, and end-to-end support, you can expand your offerings and future-proof your business.
Ready to ride the next wave of retail innovation?
Connect with your ScanSource sales rep today or visit scansource.com/retail to get started.