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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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Welcome To The Strategic Service Provider Era

Cloud computing, increased commoditization, global competition, and customers residing outside the IT department have all converged over the past half-decade, forcing solution providers to adopt a new business model in order to survive.

Simon Dudley, CEO of Austin, Texas-based Excession Events, told XChange Solution Provider 2016 attendees that the very nature of what a solution provider is has changed thanks to the impact of cloud. CRN has described these next-generation partners as strategic service providers, capable of driving business outcomes with an emphasis on cloud and managed services delivered via a recurring revenue model.

Kevin Goodman, managing director and partner at Cleveland-based BlueBridge, agreed. "What used to work yesterday doesn't work today," he said.

Here are 10 things Dudley said in his keynote address Wednesday that solution providers must do to thrive in this new era.

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