|
|
Brand Name Importance
IPED's Channel Affinity Index study asked solution providers to score vendors in 15 different factors, criteria which the solution providers were also asked to weigh for their importance. The study found that collaboration software VARs consider average transaction size, and the time and expense associated with changing or adding a vendor as a supplier to be the most important factors when working with a vendor. Each of those criteria accounted for 10 percent of the total score. Those were followed closely by the services attach rate and the sales training sessions required (each 9 percent of the total score). The least important factor was vendor co-marketing support, accounting for only 4 percent of the total score.
Next Slide
|
|
