Research Exclusive: Perspectives on Renewals from Vendors, VARs, Users - Best Vendor Efforts (
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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.
