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….read more