Shane Grumbles, sales director of Palmetto Technology Group, told CRN his company equally specializes in hosted solutions with Microsoft and managed services.
"We're in a time where everyone's eyes have to be open to becoming current," Grumbles said, pointing to the inevitable end of Windows XP as a specific example. "It is our job to open people's minds to different solutions."
As in the Carolina Realty Group situation, Grumbles said it is important to "enhance solutions, not just patch them."
Nancie Williams, general manager of Microsoft's East Region SMB & Distribution, told CRN Palmetto was the type of partner that understood how to view Microsoft not as a competitor, but as a tool.
Williams said she regularly sees solution providers struggle with the decision to build more managed services or add-on to Microsoft's offerings. Her message was clear: Do not try to compete with Microsoft -- instead, work with its products.
"[Partners] have to get over the mindset that you can compete with Microsoft. They have to think about moving up the chain and building solutions on top of what Microsoft already has to offer," Williams said.
PUBLISHED NOV. 21, 2013