Customers Trust Their VARs

Payne, a 17-year Dell veteran, shared a funny story about how much customers trust their VARs. His father ran a small 20-person insurance agency that had an industry-specific CRM solution. He also had a relationship with a VAR that delivered software and hardware. When the elder Payne needed to do a server refresh, he called his son, who recommended that the agency turn to a streamlined, "lower-end" solution while not forcing it to overbuy. However, his father’s VAR "pushed him into a higher-end server, and he took the VAR's advice over (that of) his own son," Payne said with a laugh.