Get a feel for what the post-merger product line will look like.

Tier3md, a solution provider based in Atlanta that focuses on the health-care industry, has more than 20 vendor partners, including Dell. Michael Cherico, its president of strategic business development, would prefer to do more business with fewer vendors.

That's partly why he would reach out to the acquiring vendor to address its plans for its post-merger product offerings, emphasizing his loyalty to the company that will be acquired and that he would like to maintain that loyalty with the acquiring vendor.

Cherico says about 20 percent of Tier3's business comes through Dell. That kind of volume is important for the long term, he told IT Best Of Breed. From time to time, he added, "you're going to need some sort of help … When you become somewhat important to many," it dilutes the value of a relationship.