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Services And Brand Recognition Are Tops
In the Channel Affinity Index, VARs scored vendors in 15 different factors, which the respondents also weighed according to importance. In server/application virtualization, services attach rate is the most important factor determining their choice of vendor, accounting for 10 percent of the total score. That most likely stems from the amount of services required to implement virtual solutions of any type.
Nearly as important are end-customer brand awareness and the difficulties related to adding or changing vendors, both of which were cited by 9 percent of solution providers as top keys to determine affinity.
It appears, however, that solution providers are willing to do virtualization implementations on their own; vendor support joint sales calls accounted for only 4 percent of the total score, the lowest of the 15 factors.
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