
You’ve heard it many times before, and probably even once today in the office: the channel is changing – and fast. IT providers are now being forced to step out of the box they may have fit into in the past and diversify their offerings, mostly to service the changing needs of their current customers, while also working to attract a broader range of customers moving forward. They are experiencing new found internal pressures, such as generating new customers, managing vendor relationships and figuring out how to convert their current clients into managed service contracts that are profitable and sustainable.