Magazine Article
Repeat Customer Leads To Profitable Data Backup Solution Project
December 14, 2011
By Cindy Dubin, Business Solutions magazine.
In general terms, 80% of a VAR's business should come from 20% of its existing customers, better known as the 80/20 rule. This means one repeat customer is worth about four one-time clients. So, it makes sense to focus time and effort serving customers who will keep coming back and provide the most profit.
This was the case for Xpert Technologies, Inc., a nine-person systems integrator, which provides cloud and managed services, as well as IT consulting. Xpert had installed a SonicWALL NSA E5500 Firewall for a defense contractor client back in 2009 and was called upon again just one year later to help the customer solve a problem it was having with its backup data solution.
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