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

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    Chris Gonsalves

    | Posted 2008-07-14
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Vendors were asked which was best positioned--a direct sales force, resellers or a combination of the two--to contribute to the achievement of six essential business objectives. Most say that a direct sales force provides the highest rate of contract renewals and greater margins. 

"In particular, they didn’t seem to think that resellers did a good job of securing high renewal rates," Krakora says.

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