“This whole idea about coming from the outside and trying to sell something to the IT [department], I think, is starting to leave very fast,” Daher said. “Companies like ours, where we become an extension of a customer’s IT to support the business — that’s the approach, and we have to understand we are that business.”
Also in the piece: plenty if good thoughts in the evolving role and opportunity for VAR/channel types.
Buying the hole, not the shovel
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