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Why major vendors change value-added reseller (VAR) programs

Vendors change their value-added reseller (VAR) programs for three reasons, outlined by storage expert Randy Kerns.

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Why do some major vendors change their reseller programs?
Boy is that a good question. Usually vendors will change reseller programs for one of three reasons:

1. Economic conditions have changed for the vendor and they need to adjust their program in order to remain competitive.

2. Someone at the company thinks a new program will yield better results and implements it.

3. The person in charge of the reseller program may not have a clue as to how to really run a good program.

This was first published in October 2006

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