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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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9. Don't Quit Your Old Business Until The New One Pays

Dudley said solution providers are sometimes a little too eager to make the plunge into next-generation technologies and kill off their legacy hardware business before even launching a cloud practice.

"Make sure you're on the beach before burning the boats," Dudley said. "It's going to take a long time to get your cloud business off the ground."

Cloud also rewards solution providers who focus on forming deep, sticky relationships with existing customers more so than those focused primarily on broadening their customer base.

"Cloud is a very good way of getting rich long term," Dudley said. "You actually have a business that's worth something to someone else without you being in it."

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