• Direct-sales people take away sales from VARs.
• A client is won over from Dell, and then vendor direct-sales force undercuts VAR pricing.
• Refer business to service partner, and then the service partner starts selling services that compete with the referring VAR.
• Vendor considers the customer to be vendor's and contacts the customer directly.
• Vendor will attempt to persuade the customer to cancel and place the order directly, promising lower costs and faster service.