Cover Story: Rise Of The Cloud Provider


 

Taking The Vertical Leap

At the same time solution providers are investing in the cloud, they are also expanding aggressively into vertical markets. Everything Channel research shows that 44 percent of solution providers are expanding into vertical markets in the wake of the cloud revolution.

DataCorp, a Pembroke Pines, Fla.-based solution provider, for example, recently launched a spinoff, HealthCore, to deliver cloud solutions to health-care customers.

Datacorp, which is celebrating its 10th anniversary next month, has had a services-focused model since its inception, centering on business continuity consulting projects.

But Hugo Perez, managing director, knew his company had to transform to ensure long-term success and that project-based revenue was not the way to secure the company's future.

"There's always going to be a need for firms that are traditional VARs who can survive the storm: CDW, Dell, Dimension Data. But the Datacorps of the world? If they don't reinvent themselves into how to create a recurring revenue model beyond traditional MSP, I can't imagine how they're going to sustain themselves,' Perez said.

"Florida will always be a big state where health care is prominent. Most folks end up in Florida [to retire], so that's something that's of interest to us. Also, health care and IT have been friends over the years, but that has to change to something more [substantial],' Perez said.

Perez's son, now in medical school, recently asked him whether two iPads had the ability to securely transfer patient information from one doctor to another. "That's what my son's generation of doctors is expecting. They want the information now and they want it electronically,' Perez said.

Rather than offer traditional on-premise electronic health record deployments, Perez believes the cloud will bring doctors the best solutions for the future.

"There are a lot of people who do EMR [electronic medical records]. That in and of itself seems like a black hole to get caught in,' Perez said. "We're going to look at building private clouds. We're going to transform ourselves to a vertical play while still leading with our core business.'

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