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Regardless of which vendors are in a solution provider's line card, the solution providers need to get certified and specialized so that they can talk to customers and vendors about solutions and not just selling products, Cerniglia said.
"We will get those specializations," he said. "We want to get them. One of the things we've learned over time as we started out as a small company and then grew our business is, we need to bring value to customers. And as we build our value, customers learn to lean more on us than on the manufacturers."