Symantec: VAR success tied to easing customer-pain points

12/22/2009 | ChannelInsider.com

Increasing channel competition will require resellers to do their homework on two fronts, according to Symantec's Randy Cochran, vice president of channel sales for the Americas. The first is to understand the specific technology needs of customers and the second is to bone up on knowing current and new technologies as they come into the market.

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