Commentary - Channel Insider
Empowering the next generation Channel
Vendor Services Programs: Can`t We All Just Get Along? - 20 Tips for VAR Best Practices (cont.)
( Page 11 of 11 )

Slide 11

16. Focus on solutions and skill sets where vendor doesn't have deep expertise.
17. Avoid accounts where vendor has a direct-sales presence.
18. Compete against vendors based on a combination of depth of your talent and strong methodology, and on greater numbers of staff in close proximity to the client location.
19. Compete on pricing, as vendor consulting typically has fairly high hourly rates. 20. Set clear rules of engagement.





 
 
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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.)