Having worked in Dell's VAR division, I can attest to the fact that very few VARs actually add any kind of 'value'. Worse, it doesn't even take much to be approved as a Dell VAR - just a signed agreement that you won't export product, sell to large Dell accounts, and that you will disclose the enduser every time you order. VAR division sales people generally have larger discretionary discounting power on the non-entry level lines; it's just a matter of finding the salesperson who will give you the price you want.
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Having worked in Dell's VAR division, I can attest to the fact that very few VARs actually add any kind of 'value'. Worse, it doesn't even take much to be approved as a Dell VAR - just a signed agreement that you won't export product, sell to large Dell accounts, and that you will disclose the enduser every time you order. VAR division sales people generally have larger discretionary discounting power on the non-entry level lines; it's just a matter of finding the salesperson who will give you the price you want.