Blog | August 30, 2013

Here's How One VAR Trounces Its Competition

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By Jay McCall

Top Federal IT Initiatives Include Security, Disaster Recovery, Digitizing Records

Originally seen on Ingram CloudTalk

I recently had the privilege of interviewing Joe Amaral, owner of The Amaral Group, an IT products and services provider that earned the #92 spot on the prestigious Ingram Micro SMB 500 list of top-performing partners in 2012.

During my conversation with Amaral, he shared something with me that I’ve never heard before: “We’ll sell customers a managed services contract if they ask us for it, but we prefer break-fix contracts with no monthly recurring revenue guarantee.” At first, I thought this guy must have a really dry sense of humor and any second he was going to tell me ‘Just kidding.’ After all, every reseller wants more recurring revenue, right?

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