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When Dan Weiss, CEO and co-founder of Varrow, started the Greensboro, N.C.-based VAR in 2008, he knew he would have to be even more agile than he was in the 1990s when he ran a "classic VAR with a line card and a catalog."
For one, the business needs of CIOs have changed, he said. "There was no longer one way to get 100 customers. There's 100 ways to get one customer. We knew we couldn't go into a customer's office and say tell me your budget and let us fulfill your solutions. That doesn't work anymore," Weiss said. "You have to add value. You can't rely on the old way of doing things. We knew we wanted to get involved in data center, and we knew we had an opportunity to be one of the best in our market and make money on it."
Still, transformation isn't a concept where you come to a point in the road and say, "Oh, we have to transform," said Weiss. Transformation has to be a core competency for a solution provider to survive, he added.
"You have to be able to transform your business. Not every seven years. I believe it's going to be an every three years, or two years. If you don't have it as a core competency, you're going to have a difficult time," Weiss said.