However, when working with a storage VAR, many focus on the "value-added" aspect, which can range from spending more time with you, to understanding your needs, to helping you navigate through the maze of solution offerings from different or even the same vendor. Other benefits include more direct access via the VAR to different vendors' offerings, enhanced service and support, simplified billing and asset management. While price is important, you should look for a VAR who wants to invest its time in your business and become a partner, not just when there is a deal on the table. Also, choose a VAR that will be there when you need help, both before and after the sale, as well as being your advocate with the manufacturers.
This was first published in April 2010