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5 Partner Takeaways On The Growth Of The Hybrid Solution Provider

During a panel at the XChange+ 2021 virtual event, three solution provider executives shared insights from going to market with multiple business models, delivery models, account relationships and advanced technologies.

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The Hybrid Era

While the hybrid solution provider model has already been a major force in the channel for several years, customer trends accelerated by the pandemic are helping to ensure that this model is here to stay, top solution provider executives said Thursday during a session at XChange+ 2021. The live-streamed panel at the XChange+ 2021 virtual event—hosted by CRN parent The Channel Company—was led by The Channel Company CEO Blaine Raddon, who presented new data showing just how deeply the hybrid solution provider model has taken hold in the channel. The Annual Channel Census from The Channel Company’s IPED Consulting showed that a full 100 percent of solution providers reported that they now go to market with at least three different business models. Meanwhile, 87 percent of solution providers now report having at least three different delivery models.

Along with offering several different business and delivery models, the hybrid solution provider approach involves specializing in multiple advanced technologies--as well as the ability to sell to a wider range of account relationships in addition to IT procurement. “The hybrid solution provider model is not a new business model. It’s a recognition that all of these things are blending together--and that the successful solution provider is centered around their customer now, as an extension of the customer,” Raddon said during the XChange+ 2021 session.

The three executives who spoke on the virtual panel were Chad LeMaire, president and CEO of Baton Rouge, La.-based CMA Technology Solutions; Jim Sullivan, CEO of Waltham, Mass.-based NWN; and Marc Menzies, president and CTO of Ronkonkoma, N.Y.-based Overview Technology Solutions.

What follows are five top partner takeaways on the growth of the hybrid solution provider model.

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