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VARs: Pivot Or Perish

Solution providers discuss the steps they are taking to transform their business.

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In today's IT world, the worst thing a business can do is hesitate to evolve with the times. So how are partners ’keeping up with the Joneses’ of the channel?

"Ironically, the whole ’pivot or perish’ thing has kind of what our big push has been," said Netrepid President Sam Coyl. "We originally started doing wireless networking and more solution architecture from that perspective, and then as we kind of saw the trend and evolution of mobile networking moving towards more data center-focused, we built a data center, bought a couple companies, and really started focusing more and Web-based and cloud-based hosting."

It's no surprise that security is top of mind among solution providers. "We're trying to get our clients to understand that it’s not an option anymore," said John LoConte, principal at KDSA Consulting. "In the past it was, 'We'll get to that at some point.' In today's world it really needs to be first and foremost what they’re looking at."

And of course, cloud is still a major buzzword in the channel. "We've been very focused on learning what new cloud migration tools we can use. Being dexterous and deft in this world requires you to be nimble and adapt quickly."

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