Start With What You Know
Just as solution providers dabbling in carrier services should start with who they know, they should also start with what they know, Penevolpe said.
A great way for solution providers to warm up to carrier services sales is to first sell services that don't seem so foreign to them. For most IT solution providers, Penevolpe said, that usually means starting with sales of Internet access, IP VPNs or MPLS.
"I think one of the easiest and most logical places to start for [solution providers] is the network," Penevolpe said.