Research Exclusive: Perspectives on Renewals from Vendors, VARs, Users

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    Chris Gonsalves

    | Posted 2008-07-14
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On the touchy subject of direct calls from the vendor to clients, a slight majority of VARs believe it’s beneficial to the relationship. Those who think that direct vendor/customer contact is positive tend to say that these calls increase customer confidence in the product or solution.

However, "Those who see this as a negative practice say that the vendors can undercut their pricing and margin, or undermine customer confidence in the solution provider," Krakora says.

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