🚀 go-pugleaf

> I disagree completely. In a recent bit on a package that DEC lists for
> $125,000, the local VAR bid was significantly lower than the
> University discount --- enough lower that I could buy a larger, more
> featureful system.

Did DEC do any configuration work for the bid?

Was that included in the price?

Did the VAR respond to a list of requirements, or just a list of part numbers?

All computer companies have to think long and hard about what we do with VARS.
In an ideal world, a VAR would provide extra sets of feet to find new areas
and increase the amount of business for the computer company.

In reality, the salesman configures a system from a list of requirements
(I speak from my experience, so please don't flame here!), and provides a
quotation. The purchasing dept, often has to put this out to competitive
tender, and often just sends out the list of part numbers quoted. A VAR (who
can often be a very small operation), just takes the price he gets from the
computer company and adds 1%.

This situation cannot really continue. All Computer Companies have to think
about using channels more and more. How they do that, whilst remaining
profitable is a difficult one.

All of these comments are my own beliefs, and are not necessarily held by
the company I work for.

Mark Jeffery.
UK MoD Sales.
Digital