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What's Most Important?
VARs were asked to score vendors on 15 different factors, weighing those factors in terms of importance. In the desktop category, solution providers chose vendor-provider sales training as the most important factor (awarding it 12 percent of the total score). Second to that was the cost/time it takes to change/add vendors, with 11 percent of the total score, meaning VARs take seriously the money and time it takes to switch vendor partners.
Solution providers said end customer's brand preference was the third most important factor when selecting products, giving it 10 percent of the total score. Conversely, solution providers said technical training associated with a desktop vendor was the least important of the 15 factors, giving it just 2 percent of the total score.
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