Blog | July 23, 2013

Avoid The Cloud Services Piecemeal Trap

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By Jay McCall

BSM-Cloud Building Front

Originally seen on Ingram CloudTalk

One of the biggest sales challenges VARs and MSPs face is walking the fine line between being flexible and being firm. The former entails being accommodating, whereas the latter usually entails telling a customer ‘No.’

During one of my interviews at the IMHealthcare Exchange event earlier this week, the topic of saying ‘No’ to customers came up with Ben Barber, the healthcare account manager at ProTech. ProTech was featured at last month’s Cloud Summit and recently honored by Ingram Micro for its industry leadership and cloud services success. Like other MSPs, ProTech wrestles with the issue of when to be flexible and when to be firm.

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