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What Matters
To determine the Channel Affinity Index, solution providers were asked to score vendors in 15 different factors, also weighing those factors in terms of importance. In the systems management software category, solution providers chose services attach rate as the most important factor, giving it 11 percent of the total score. That was followed by vendors' ability to achieve project targets, sales training and average transaction size, each with 9 percent of the total score.
Meanwhile, survey participants indicated that joint sales calls with vendors and technical training for systems management software were the least important factors, each with 3 percent of the total score.
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