In addition to considering open source, think about adding new vendors to the mix. "More VARs are now interested looking at Google apps also. There's a major push toward that. There's more emphasis on open source. Google will drive that, coming up with software to compete on mobile platform, for instance," said Alan Weinberger, CEO of the ASCII Group, Washington, D.C. "We noticed VARs are going more to Dell. A year or two ago, that would not have happened. Today, Dell has authorized program. It's like a religion with some people; for many years, Dell played against channel. But now, ASCII has an agreement with Dell, we support their channel initiative and customers are asking for Dell product. VARs can make a buck on Dell. Dell is now a real alternative."

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