A VAR's Tale: How To Grow Cloud And Product Revenue Together

About 80 percent of TekLinks' revenue comes from existing customers. The cloud and managed services growth is indicative that the VAR regularly expands that business as clients become more comfortable.

"It's kind of like a gateway service. People will move one thing to the cloud and then get comfortable with that and say, 'Let's move something else offsite,'" Powell said.

In 2012, TekLinks plans to add new compliance and security service offerings to get even closer to customers, Powell said.

"It's important to continue to innovate," Powell said. "Some [customers] are ready to move certain workflows to the cloud. Let's move backup and e-mail to the cloud then maybe a hardware sale to support something else internally. It becomes an 'and' discussion instead of an 'or' discussion."