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If you want to be a Channel Contender, you better make sure you come to VARs with a pretty competitive price.
Solution providers picked better price performance as the top "upside" of working with an alternative vendor in five of six product categories. And in the sixth category, security software, it finished only slightly behind better product performance. Product performance was a top three upside in five of the categories, while higher margin opportunities and better support were also important reasons.
On the other hand, the high cost of adding a new vendor was the biggest prohibitor in considering new vendors in server virtualization and VoIP categories. In addition, VARs cited challenges in getting customers to change and poor product performance as concerns.
Laptops generated the most feedback, with poor product performance cited by 40 percent of respondents as the highest downside figure in any product category. Meanwhile, better price performance was cited by half of solution providers as an upside, the highest upside figure in any product category as well.
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