Are You True Blue? -- VARs say nay to vendor exclusivity

Exclusivity doesn't pay. At least that's the word from solution providers who say chaining their fate to a single technology provider is folly - that the benefits of specialization in one vendor's technology are more than offset by the lack of flexibility such exclusivity yields. The...

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Bibliographic Details
Published in:CRN 2006-12 (1224), p.5
Main Author: Darrow, Barbara
Format: Article
Language:English
Subjects:
Alliances
Contracts
Exclusive agency selling
Presidents
Sales
Software
Supply chains
Value added resellers
Vendor supplier relations
Online Access:Get full text
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Summary:Exclusivity doesn't pay. At least that's the word from solution providers who say chaining their fate to a single technology provider is folly - that the benefits of specialization in one vendor's technology are more than offset by the lack of flexibility such exclusivity yields. The exclusivity question arose anew recently as Infor, a $2 billion provider of ERP and supply chain applications garnered via complex acquisitions, told solution providers affiliated with its latest buyout that they would have to be exclusive to Infor or leave. Infor says only 17 partners were affected by this mandate, and of those, only 2 decided not to re-up. One of the affected partners weighed the move and stuck with Infor, but now has his regrets. Many vendors have tried to demand partner exclusivity over the years, and it hasn't worked out, partners say.
ISSN:1539-7343