As a rule, however, the path into the pragmatist community is smoother if a smaller entrepreneurial vendor can develop an alliance with one of the already accepted vendors or if it can establish a value-added-reseller (VAR) sales base. VARs, if they truly specialize in the pragmatist’s particular industry, and if they have a reputation for delivering quality work on time and within budget, represent an extremely attractive type of solution to a pragmatist.
