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At The Heart Of The Organizing Principle
By Michael GrosCRN November 08, 2004
A few years ago, I was researching an article on how VARs sell
projectors to small businesses and, to better understand the process,
filled out a form on the Web sites of two leading vendors, indicating
that I wanted to speak to a reseller. Weeks went by, and then months. A
year and a half later, I got a call from a VAR representing vendor No.
1, followed later by a VAR associated with vendor No. 2.
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