5 Channel Program Snags Encountered By Security Minded VARs

2. Customer Confusion

A vendor's field sales reps that are out to meet a quota sometimes sidestep longtime regional partners that have established customer bases, which results in customer confusion, said Encore's Knight. Customers at times don't understand who is supporting them, he said. "We often have to go in solve issues for deals that had gone direct," Knight said. "It turns into a one-night stand vs. a long-term relationship for the vendor."

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