Asked to share their best advice to VARs looking to push into a recurring revenue model, a panel of solution providers who have already made the jump said they found diving deep into particular vendors or verticals as the key to success.

The complexity in the market is helping drive margins up, the solution providers said on the panel, which was held at the ONE Ingram Micro event in Las Vegas and was moderated by The Channel Company CEO Robert Faletra.

Jim Reinhold, CEO of North Andover, Mass.-based Network Allies, said he takes a simpler approach. He said that he has grown his business to $30 million through focusing on keeping customers for life and asking them to refer new business if they were satisfied.

“Really to me, it’s about taking great care of your partners, your suppliers, your customers and your employees,” Reinhold said. “That’s been my focus.”

Read the full article on CRN

Article Published By Sarah Kuranda of CRN September 22, 2014

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