Commentary - Channel Insider
Empowering the next generation Channel

If vendor services programs are at odds with the services that solution provider partners offer, what can be done to smooth out the rough edges in the relationship? Here, we offer insight into how vendors and solution providers can diplomatically—and profitably—navigate through these murky waters.


Vendor Services Programs: Can`t We All Just Get Along? - Main Areas of Conflict with Vendors


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• 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.




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Slideshow Index:
  1. Vendor Services Programs: Can`t We All Just Get Along?
  2. Main Areas of Conflict with Vendors
  3. Conflict Within the Channel
  4. Vendor Complaints
  5. VAR Complaints #1
  6. VAR Complaints #2
  7. Resolutions
  8. 20 Tips for VAR Best Practices
  9. 20 Tips for VAR Best Practices (cont.)
  10. 20 Tips for VAR Best Practices (cont.)
  11. 20 Tips for VAR Best Practices (cont.)