At last year’s ONE event, Bay’s keynote address to attendees stressed the importance of providing strategic solutions and services to clients, rather than simply selling packaged hardware and software.
“We’re relying on legacy products too much to drive growth,” Bay said. 12 months later, that’s still more true than he’d like.
“We’re making progress,” Bay says. “We can make quicker progress.” Evidence Ingram has collected in the past year that the solution providers in its channel are outperforming mere resellers financially, he continues, should help.
“They’re actually growing two to three times more in many instances than the ones that are taking traditional routes to market,” Bay notes.
Further data, according to Robinson, suggests that emphasizing services with clients results in greater sales of hardware and software too. “The ones that are really leading the way are also making sure that they get the drag-along business with that,” he says.
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