By Megan Burns, Business Solutions magazine.
When working with clients, how often do you offer them different options? Do you talk about the weaknesses, as well as the strengths, of each option? Some VARs like to align themselves with just one vendor's solution, while others only highlight a solution's strengths. In both of these situations, an end user may have doubts about your suggestions. Rain Networks uses a different strategy when it presents its clients with potential solutions. The VAR always provides clients with three options and then educates the end user about each option's strengths and weaknesses.
Used with permission from Business Solutions magazine.