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Sequoia Cloud VP Sounds Off On Presidio's Strategic Service Provider Transformation And The Demise Of The Old Model

Rollen Roberson, vice president of consulting at Sequoia, which Presidio acquired in December, spoke with CRN at XChange about creating 'cloud champions' and the importance of a services-led selling approach.

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How dramatically is the strategic service provider model tearing up the old channel landscape?

It is dramatically changing. It is completely on fire right now. The old model is gone. That way of doing business is gone. I actually had a couple of reps earlier saying, 'I'm killing it out there selling more EMC XtremIO than I ever have before.' I kept telling them, 'That is fantastic but, quite frankly, that way is dead.' You are going to continue to sell product but it is not going to be in the same way anymore. Your margins are going to continuously decrease. What you are selling now is the legacy of the old world. It is winding down. You just haven't seen it yet. In order to continue that -- to make that have an increased life span -- we have got to start tacking on services.

At some point – and in fact we project – our services revenue will far outpace and far outperform our product revenue in the future. That is our plan.

We are the center of transformation for the company to help make that shift not only organizationally for Presidio but for the client base as well.

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