VARs: Storage And Security Come Down To Trust, Cost

"How do we translate that for a client?" he asked. "There's no one answer to that across the board. You have to match both the regulatory requirement and the business requirement."

Since each company is unique, VARs must get to know their clients, not just go in and throw technology at the problem, especially when VARs deal with clients in different verticals, Dadian said.

"You really have to make sure you have everything prepared and understand the clients," he said.

A little knowledge and a solid relationship can go a long way into getting existing clients on board with new storage and security solutions and attracting new customers.

Ploehn said CompuCom tends to drive security and storage solutions into existing customers who they aren't yet working with in those particular areas, but that can't be accomplished without building a strong relationship.

Dadian agreed, adding "It's getting to know your client inside, outside and backwards." He said too many VARs today know more about Brittany Spears and her sister than their customers and clients, which in many cases can be a deal-breaker.

Vendors also play a key role in building up those relationships, the solution providers said. While each has different methods for evaluating new vendors and products before marketing them to clients, all agreed that doing the required homework can pay off, resulting in strong vendor partnerships and better customers relationships.

Ploehn, Dadian and Gallicchio all said they have strong storage ties with Hewlett-Packard, and for security Dadian forks closely with Fortinet and Symantec and Gallicchio partners with RSA, Symantec and Secure Computing.

Dadian said before he considers offering a vendor's solutions to his clients, powersolution.com must test it for 90 days, "beat the tar out of it," and make sure it works as promised. If it doesn't, that's the end of that. He recalled instance where his staff picked apart a vendor's 300-page operations manual, and decided by page 257 that the solution wasn't up to snuff.

"You learn your lesson very quickly not to rush anything out there," he said. "It is imperative to really vet these products out There's a lot of promise out there. They'll talk a great story."

For Gallicchio and Melillo Consulting, considering a new vendor is a two-way street. Before working with new vendors he'd like them to help out as well. Whether it's marketing or being creative and offering extended pilot programs to his clients, Gallicchio said working with new vendors is a give-and-take and vendors must "pass a test or two to make sure we trust them before taking them to customers."