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Channel observers see the industry-wide consolidation trend continuing as solution providers look to both expand their purviews and scale their product and service breadth. At UBM Channel's recent Best of Breed (BoB) conference, Simon Auerbach, managing director of boutique investment firm and M&A advisory group Foros, warned partners not to underestimate how swift that consolidation will be.
"You need to look at 'Can I survive on a standalone basis,'" Auerbach told BoB attendees, urging them to address head-on the "existential questions" of whether they should buy other businesses, sell their business or explore other options.
"It's always easy to ignore these questions, or to avoid or defer answering them and say, let's do that next year," said Auerbach. "Make that decision today. Even if it's nothing. Make that decision consciously."