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Time For A Change?
In the Channel Affinity Index, VARs scored vendors in 15 different factors, which the respondents also weighed according to importance. The cost/time it takes to change and/or add a vendor was selected as the most critical issue, accounting for 10 percent of the total score. Sales training and the ability to displace an installed vendor were also dubbed important factors to solution providers.
Eryck Bredy, president of Bredy Network Management Corp., an Andover, Mass.-based solution provider, echoed the importance on sales training for his organization.
"This is the most important issue," he said. "When you set up a relationship with a customer, you need to be educated about products. If we recommend and stand behind a product and it performs poorly, it invalidates us."
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