VARS & SMBs: Get the Most Out of Your Love/Hate Relationships

摘要

Smart value-added resellers have dumped their ex-shoe-salesman types and are leading the charge with consultants who know about their customers' businesses and have substantial IT architectural knowledge. But a few VARs still haven't gotten with the program-we've all heard horror stories about IT managers seeking business intelligence who end up enduring mind-numbing presentations. We're here to help you avoid that pain. In a nutshell, select a VAR that seems honestly interested in your business, listens closely to what you have to say, respects your reguirements and concerns, asks meaningful questions, takes ownership of presales inquiries and follows through on answering your questions. After you make a purchase, the VAR should track the sale and offer you updates. You shouldn't have to guess when your order will arrive. Yes, you can have all this-it just takes an investment in time and patience to build a healthy relationship.