How Presidio Pivoted To Managed Services And Found New Customers

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When a company like New York-based Presidio pivots its business toward a services-led game plan, it can mean selling to different customers than in the past. Presidio Vice President Rollen Roberson told The Channel Company CEO Robert Faletra that Presidio’s primary engagements with customers no longer just include tech experts.

’We’ve been positioned very well within the C-suite. A lot of our conversations now do talk to the business. We approach the business first, rather than going directly to IT.’

Roberson said Presidio, which has a history of success in the infrastructure space, draws on customer interest by answering the questions: ’How can we transform your business to make it more profitable, make it more efficient?’

Presidio has found success in services sales through starting the conversation on the business side, but that means that its own team needed transformation. Roberson said Presidio’s advisory consulting team is composed of former executives with experience in the C-suite.

Roberson said that way, these consultants are able to ’provide very strategic guidance to our customers and help them drive not only the technology agenda, but the business agenda as well.’