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NexTI 2012: Solution Providers In Search Of the Next Big Thing

According to case studies presented at the NexTI Conference, a VAR's 'next big thing' might be just a word or two about how and when to sell a service.

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Leading With Cloud

Speaker Quy "Q" Nguyen, CEO of telecom solutions provider Allyance Communications, conveyed how a simple cloud discussion uncovered new opportunities for colocation, disaster recovery, network services, professional services and hardware-as-a-service. He shared some of the financials of a recently closed deal including the monthly, yearly and three-year annuity created. His overarching message to attendees was that much of his company's success was tied to hiring individuals who understand how to sell annuity-based services, such as former communications workers from companies like AT&T.

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