Mar14

Some good VAR advice

by Michael Farnum on March 14th, 2007 at 4:20 pm
Posted In: Security

Mike throws out some good advice for VARs here.  Basically, do what is right for your customer, and you will have a loyal customer.

Some more advice: VAR’s have bad reps.  Don’t be a VAR.  Sell stuff, but be the advisor that Mike talks about.  If all you do is show up every year when maintenance is due, you are  not a partner.  And remember, customers don’t have to buy maintenance through the same company where they bought the product. 

You want to keep selling?  Get to know your customer.  Be their friend.  Be their advisor.  They will remember it.

Vet