Which Offering Is The Modern Solution Provider's 'Cash Cow?'

It comes as no surprise that when asked what their business’ ’cash cow’ is, solution providers told CRNtv that they have been cashing in on managed and professional services.

Rx Technology’s Nathan Rizzo said his company has executed some profitable deals by picking up the slack from other providers who fell asleep at the wheel on accounts.

’We’re getting into some really ugly accounts. It looks like a provider had them for six, seven or eight years, and at year five, six or seven they stopped strategic planning and threw a switch in here, plugged it in there, and away they went,’ he said.

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Rizzo said his company has made ’pretty good margin’ on those clean-up efforts in professional services.

TeamLogicIT’s Todd Dehn said his company’s main differentiator is managed services.

’[Key has been] putting that [solution] into a monthly scenario where they can depend [on it], and they know what it’s going to cost them on a monthly basis, and they also understand what they’re getting,’ he said.

’It has been storage, although that’s changing a bit,’ said ReelData’s Jeff Spalla. ’Right now we’re looking towards cloud solutions.’

CPak Technology Solutions’ Wayne Abbott named security and networking solutions as a big source of profit.

’I still think in our area that networking managed services is still something that there is a real need for,’ he said.