How to Navigate VAR Pricing when Requesting Multiple Quotes?
Asked by
TechieGiraffe42
I'm currently dealing with a situation where multiple vendors, specifically for Aruba switches, are locking in VAR pricing for the first quote they receive. This is tricky because my management wants me to get multiple quotes to compare prices, but it seems that if I engage with one vendor first, the others will only offer higher prices. I understand this practice is common, but I'm not sure how to navigate it without getting stuck with expensive options. I've heard that many vendors prefer clients not to shop around. It's just me and one other IT guy running the show, and while I haven't faced budget restrictions, I still want to avoid overpaying or just falling back on the same vendor out of convenience. How do I effectively approach this to get the best deals without limiting my options?
Answers
It's tricky when you're working without an official budget! I feel your pain—neglecting IT budgets can lead to long-term issues. Just document all your expenses so that you know your past options, so consider leveraging the documentation to make informed choices. It shouldn’t be painful if you keep track well!
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I recommend always aiming to get three quotes from different VARs for bigger projects. When vendors know they're competing against each other, they often offer better prices. So applying a little pressure by saying you'll get multiple offers can help lower costs as they vie for your business.
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If you want to ensure pricing parity across your chosen VARs, it’s worth going directly to the OEM and requesting them to establish equal pricing for all partners involved. The OEMs often accommodate these requests to keep the bidding fair.
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You actually have more control than you might think! Instead of worrying about which vendor to stick with, make it clear to the VARs that you're aware of their pricing game. Before you share specific requirements with them, let them know you need multiple quotes. This way, they should be motivated to give you the best deal possible to win your business. And remember to keep track of your purchases, that way you'll know who you've worked with and can efficiently make comparisons later.
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