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Futurist Kevin Surace On AI, IoT And Cloud: Solution Providers Have To Embrace The ‘Big Disruption’

Joseph F. Kovar

‘I do not have a crystal ball. … All I can do is help us take a little journey together three years, five years, 10 years into the future, maybe 20, and say, with these technologies coming along, what does the future look like for us? What does it look like for our businesses,’ says futurist and entrepreneur Kevin Surace at the NexGen 2021+ conference.

How To Become The Most Valuable Trusted Adviser

Surace identified four levels of trusted advisers, each of which offers different levels of value to customers.

The first level is fixing things that are broken. “That‘s kind of the level, one of trusted adviser,” he said. ”They call you because it’s broken. That’s fine.”

At level two, the trusted adviser is solving general problems, Surace said.

“You’re really starting to think about, generically, some bigger problems with the business,” he said.

At level three, one provides perspective on what‘s going on in the industry and how it might overlap with customers’ businesses.

Level four is where one starts providing vision, Surace said.

“In fact, you‘re leading them to new places. In every talk about technologies today, think about how could they apply with me and my business so that I can become my customer’s trusted adviser at a level-four status. Let’s think about it that way.”

 

 
Joseph F. Kovar

Joseph F. Kovar is a senior editor and reporter for the storage and the non-tech-focused channel beats for CRN. He keeps readers abreast of the latest issues related to such areas as data life-cycle, business continuity and disaster recovery, and data centers, along with related services and software, while highlighting some of the key trends that impact the IT channel overall. He can be reached at jkovar@thechannelcompany.com.

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