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Brand Is Grand
In the Channel Affinity Index, VARs scored vendors in 15 different factors, which the respondents also weighed according to importance. In networking infrastructure, end-user brand preference accounted for 13 percent of the total score, one of the highest percentages in any category. Sales training sessions and the vendor's ability to help achieve targets were also highly valued by solution providers.
Conversely, a vendor's support of joint sales calls and technical training sessions were the least valuable out of the 15 possible criteria used to rank vendors.
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