VAR Lands 100+ Location Project After Waiting Two Years

By John Oncea, Business Solutions magazine.

Gordon Gelrod knows how important persistence is when securing a sale. Owner of Counterpoint Users Group, a VAR and independent support group for users of Counterpoint SQL and Counterpoint Version 7, Gelrod recently completed a two-year negotiation with a specialty retail client before being rewarded with the sale.

"I first made contact with the client through telemarketing and then stayed in telephone and email contact with the corporate decision maker the entire time," says Gelrod. "It took as long as it did because it was a huge commitment for this company to make."