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The Channel Company CEO Bob Skelley's Five Keys To Success In Hybrid Solution Provider Era

"Customers no longer want to talk about products and technology, they want to talk about solving a business need and the business outcomes they are trying to drive."

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1. Hybrid Solution Providers Focus On Multiple Business Solutions

The Channel Company research from the 2018 Institute of Partner Education and Development’s annual census shows that hybrid solution providers focus on at least two customer segments (line of business, chief security officer, marketing, networking/communications, security, IT purchasing); have more than one business model (systems integrator, cloud services provider, managed services provider, VAR, etc); multiple primary advanced technology practices (cloud, operational technology, networking, security, application development, data center and edge computing) and several recurring revenue services (Everything-as-a-Service, cloud, outsourced, managed services, off-premises and on-premises).

"These are the dimensions that define the hybrid solution provider, which now makes up 61 percent of the channel," said Skelley. "These hybrid solution providers are customer-driven. They are expanding their role as trusted advisers based on customer demand."

Eighty-six percent of hybrid solution providers have a focus on multiple business solutions and customers including line of business, chief security officer, marketing, networking/communications, security, IT and even purchasing, said Skelley. "The hybrid solution provider aligns their business based on the needs of the customer," he said.

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