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When Deciding To Cross Over

When solution providers look to bring in new segments to a business, it’s not just about the money, said Hebert.

"When [a business] wants to become a service organization and focus on professional, cloud or managed services, [they] need to have the DNA to be a services company," said Hebert.

For solution providers that break into the managed services industry and end up hating it, this will only cause bigger problems down the road, said Hebert.

"I absolutely love every aspect of service I do and [its] challenges. I love the good and bad days but I also love it when a client appreciates this value, and they'll pay me extra for that," said Hebert.