Then one could repurpose headcount to become teams of VARs. Consider independent networked teams of trainers, instead of a training group at corporate that eats overhead. When a new box is installed, hire the installation VAR team to go onsite for two weeks to run the customer's work.
It eliminates the "this machine doesn't do what they told me it can do." And most importantly, it destroys, by example, the "and it's their fault."
Ferrostaal no longer partner of manroland
"We’re very optimistic about the future," says Dr. Klaus Lesker, Member of the Executive Board of MAN Ferrostaal. "For our distribution activities in the printing systems sector we can call on a very comprehensive and differentiated product portfolio, which strengthens our market presence immensely. Our distribution network, which has grown over the years, the core of which we established for the printing industry, also makes us an extremely attractive partner for many manufacturers.
. . .
"Our internationality is an important factor for IPIC (International Petroleum Investment Company, Abu Dhabi), our new majority shareholder: our long-term presence in many countries will enable us to open doors for IPIC and facilitate market access. Our own plant construction business will also profit enormously from our international distribution organisation in the printing systems sector. We will utilise our existing infrastructure from the machine business and will thus immediately be able to implement large projects which would not be feasible without this network. We are consequently continuing to expand our international presence.'"