VAR & OEM and Competitive Bidding

When purchasing products from a value added reseller (VAR), only one vendor can register for specialized pricing with the OEM. The process seems like it is different for purchasing hardware vs software, but the OEM essentially sets the pricing among the RFX vendors.

 

What have SIG members done to make this process competitive? How would a company compare their relationship and pricing with their current VAR to other competitors? Thank you in advance for your assistance!

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