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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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John Krikke, vice president of Canadian IT solution provider Onward Computer Systems, presented straight talk about the transformational journey of a traditional SMB reseller, with all the associated bumps and bruises. His presentation was straightforward and provided insight into business model changes that are on the minds of many solution providers. Among the big issues addressed were sales compensation, recruiting the right employees and impacts on profitability.

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