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Vendors Ramp Up Services: What It Means To VARs

With vendors eyeing -- and buying -- solution providers in recent months, what is the game plan and how can VARs work with these large hybrid companies? We spoke with vendors and industry analysts to gain perspective.

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Our competitors [entering into services] seem to talk about IBM as a model, and then they talk about providing a channel for their product. That seems to come from an old playbook. When customers engage to streamline business, they look for high value, and want advice and the consul of best technologies. The fact that we have a close relationship with customers and have industry focus within business positions us to provide that value and allows us to proudly recommend technology.

We are really focusing on higher value for our customers. We're steering away from commodities and looking at higher value, software and service. Hardware is still an important part of our business, but software and services are a driving force as customers need solutions. Our dialog is about solutions rather than pieces of tech.

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