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10 Big Bets Insight Enterprises' Ken Lamneck Is Making In 2019

Insight Enterprises CEO Ken Lamneck talks to CRN about where his $6.7 billion solution provider is placing bets on Dell Technologies, IoT, hybrid cloud, hiring and the IBM-Red Hat merger.

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'Sell It By The Drink'

Not only is the technology shifting – we've always been sort of use to that over the last 30 years – but the business model is changing substantially. We're going from an on-premise world to a subscription, as-a-service world. So managed services are becoming so much more important. The real interesting evolution for us over the next few years in the channel, is going to be, 'Are we as channel partners being agile enough to make sure that we're moving to how client's really want to procure? Do they have the ability to procure as-a-service? Are you making the right investments in services and solutions for the clients? Are you making the right investments for your IT systems?' All of that becomes very different from processing large scale orders in an on-premise world to now you're going to need to say, 'sell it by the drink.'' The business model transformation that's going to occur over the next few years is really going to start separating out those future successful solution providers.

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