As the cloud bursts into more and more managed services practices, businesses need to establish what their evolved business model will be going forward. MSPs will sell less physical equipment, which changes their relationship with clients, Kraner said.
"It changes the whole dynamic," Kraner said.
Kraner likened the change to a car approaching a curve in the road. If businesses don't turn with the road or hit the right angle, they might fall off to the side or hit a tree.