By Matt Pillar, chief editor
How Melillo Consulting solves the industry’s digitization dilemma with a consultancy-first approach.
During the past few months, a number of $100-million-to-billion-dollar-class industry giant VARs, integrators, and MSPs have given Channel Executive the privilege of a peek inside their leaders’ brains. In the conversations I’ve had with execs at companies like Logicalis, Black Box Networks, Direct Source, and TierPoint (Coming in October), I’ve learned that these companies have a lot in common with the $2 million, $6 million, and $10 million resellers and service providers that make up the bulk of the channel. They sell software licenses and subscriptions. They make money on service schedules and support. They enjoy some recurring revenue.
There is, however, at least one major differentiator that I’ve picked up on. Without exception, these big guys are charging their customers a handsome fee for their intellect, long before a single cable is pulled.