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Attach Those Services
In the Channel Affinity Index, VARs scored vendors in 15 different factors, which the respondents also weighted according to importance. For SMB unified communications, services attach rate accounted for 11 percent of the total score, the highest for this product category. Other factors that were highly valued by solution providers included sales training sessions required, 10 percent; cost and time to change and add vendors, 10 percent; and average transaction size, 9 percent.
On the other hand, vendor support for joint sales calls, length of sales cycle and technical training sessions required were determined by solution providers to be the least valuable of the 15 possible criteria used to rank vendors.
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