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With many businesses still reeling from the economic downturn, VARs said, D-Link products are catching on with customers more willing than ever to evaluate alternatives to Cisco and other networking players -- especially feature-packed storage, security and networking products at attractive price points.
"How we pitched it to the customer was 'What exactly are you trying to accomplish?" Gregg said. "And what came back was we need this number of VPNs and things like that and it was, 'I know Cisco does it and these other guys can do it, and can you do it?' The answer was, yes I can, and I can do it at so much less. We're in tough economic times. It's a good answer for a lot of customers."
Beyond the improved deal registration and other programs, KME's Essayian said that Piwowarczyk's team spent a lot of time in the sales trenches, backstopping partners who were willing to take a chance on D-Link.
"We did some pretty good deals with them. What we were getting from D-Link was 'what do you need from us' and 'how can we help," said Essayian. "They got it. I mean, that's Channel 101. It's not just price."
D-Link, for its part, stressed that its channel commitment is unwavering and will get even stronger in the future.