The VAR Wish List: 5 Things We Wish Vendors Did Better

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Wish 4: A Focus On Revenue

In the end, a big part of the relationship is the revenue that it can produce, because in the end the solution providers have to make money, Dimension Data's Brown said to CRN after the event.

"We’re always looking for a margin and revenue opportunity," Mark Galyardt, executive vice president at XIOSS, said. "Can we make money doing this?"

That includes tracking the rebates to solution providers. He said his company has to have three employees just to keep track of the thousands of deal transactions that result in rebates and making sure they go through, a cost that wouldn't have to be there if the rebate process was sure to be completed.


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