Tenacity: The Key to Success
Brent Killen, also of Digital Planet, said in the last 12 to 15 months, they’ve grown their new partner base by 30 percent.
“We’re focused on finding people who can go out, put a total solution together and get it done,” he said. “VARs need a strong commitment to making it happen and being patient. We’ve talked a lot about the fear that they sell a hardware product and now they’re selling carriers services, about carrier challenges, they’re afraid of ruining the reputation of their core business based on trying to sell something new. But if they have the commitment and the patience to carry through, I think they can be successful. Some of them go out and try selling one deal, with one carrier, and if it goes bad, they say, I’m never selling carrier services again. If we said that ten years ago, we wouldn’t be in business. We’ve all had an issue somewhere along the way.”