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Long View Systems
It's difficult to pinpoint the period in time in which Long View Systems started to transform its business to adjust to new market realities. After all, the Denver-based VAR always seems to be on the move.
Flexibility has been a key to Long View's success and has helped it to grow into an 850-employee company that has many times doubled its revenue from the previous year, said Alastair Woolcock, director of strategic sourcing.
Of course, the big push now is around cloud, but it's Long View's belief that most VARs and vendors aren't being as flexible as they need to be or taking a holistic approach when it comes to selling cloud solutions, Woolcock said.
Think of cloud computing as the engine block of a car, a vital part that won't get you far without the rest of the car, he said. "Everyone is trying to figure out how to sell the next vBlock to the world or whatever the case may be. Those are enabling infrastructures. You need to apply services above that to make [the solution] as flexible and nimble as possible," Woolcock said. "A successful VAR enables you to drive off the lot to get where you need to be."
Dan Sottile, Long View's chief marketing officer, added that Long View pays more attention to the actual IT users of its customers, not just the CIO or IT purchaser.
"IT has not focused on that world very well for the last 10 to 15 years," said Sottile. "Productivity is really being driven by the worker. IT infrastructure has always been focused on financial info for the business or HR requirements. Today, it's moving more toward moments of engagement. Actual end users creating actual revenue streams. That's an important part of engagement where they're making a business difference. That's where we focus our technology. Whether it's mobility, data center or cloud, we're all focused on trying to drive engagement."
By Scott Campbell