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Strategic Service Provider Era Is Here: 10 Changes Solution Providers Need To Start Making Now

Solution providers must revamp their sales organizations, deepen ties with existing clients and focus on solving business problems, says a keynote speaker at XChange Solution Provider.

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10. Drop The Notion Of Getting Rich Quickly

As a young man, Dudley dreamed of making a product sale with such large margins that he would be able to retire off the proceeds. But in the world of cloud computing, good things will only come to those who wait.

"Cloud means we have to move away from the concept of getting rich quickly," Dudley said.

Solution providers sometimes attempt to cut their losses too quickly, Dudley said, with some pulling back from the cloud after just six months because they haven't yet made any money.

"The cost of acquisition in the cloud space is higher than the revenue you make from a client in the first year," Dudley said.

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