From the 'cashflow cliff' to political power games: why moving to an MSP model can be painful
The journey from reselling to managed services can be as painful as it is - ultimately - profitable, but what are the main pitfalls resellers will encounter in that transition, and how can they be overcome?
Four out of five sales staff at VARs pursuing an MSP model will fall away during the transition because they are "too addicted to the crack cocaine of short-term sales cycles", delegates at the CRN Channel...
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