[asterisk-biz] Digium, Polycom, and Netxusa Cutting Us Out?!?

[Alexander Lopez]

Snip

 

  And trust me, their investors will not like that at all.  if you are a
VAR, you have more power than you think.  A wise old man once told me
"He who controls the customer controls the deal". 

 

True to the heart customers like knowing whom they are dealing with,
That is why there are still VARs around if it ALL could be done direct
then it would. Companies pay for service even for a commodity.

 


 

On 3/28/07, Steve Totaro <stotaro at totarotechnologies.com> wrote: 

As long is it is not similar to the little Dell pop-up when you are
running low on ink that takes you right to the checkout page to order 
more ink.



Most realize that they can get it cheaper @ Office Depot and they don't
have to wait the 1 week for shipping. 

There are things that the 'little pop-up' can't do and that is your
Niche.

 

Do you want to spend your time, ordering phones and giving terms for
less than a 5% margin.  Customers can Google and they do. Let them buy
the commodity items, they will pay for your expertise. 

 

Spend your time where it counts servicing/prospecting your customers. 


NetxUSA is a wholesaler (at least they used to be) and would only sell
to businesses.  I was approved by them but wound up using ABP instead,
prices were sometimes better at one place or another, but I prefer to 
build a strong relationship with a vendor rather than splitting vendors
over a few bucks.



Once again my point is proven YOU preferred service over price.

 


Anyways, that is not at all the way they make it sound.  I would like
some clarification on this.  If I sell and install and AsteriskNow 
system, I want to retain that customer for support, upgrades, and MACs.
If this jeopardizes that relationship, then it is a raw deal.



 

Then go and sell your services, support your customer, and you will see
that they will stay, it is all about the relationship not only the
price.

 

 

 


Thanks,
Steve



 

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