Research Exclusive: Perspectives on Renewals from Vendors, VARs, Users
Lack of focus gives a majority of customers a negative impression of a reseller or vendor. An even larger percentage of end users find channel conflict reflects badly on their suppliers. On the other hand, 40 percent of buyers whose suppliers have established, harmonious rules of engagement around renewals get high marks from clients.
"The lesson for resellers and vendors alike–clean rules of engagement lead to better client relationships," stresses Krakora.