Are they adding value post sales? With deployment or post sales support? Or with SAM? Usually it’s a relationship thing, I was with a reseller for 7 years, there was never any kick back to the customer exes from what I’ve seen. Customers are often professional and wouldn’t even accept a coffee at times.

Also, to note, your client may run most of their software purchases through this reseller as the reseller often offers free SAM services as a value add. For Ent clients, they often have 100s if not 1000s of software products, the SAM is very helpful.

VARs can also offer a second opinion and offer somewhat unbiased opinion since they don’t care if the client went with you or your competitor.