Cloud has been the most disruptive market transition I have witnessed in the past 30 years. This disruption hasn't been driven by technology; rather, it has been driven mainly by customers wanting to outsource internal technology risk and also wanting to pay for using the technology as they receive business benefit. Cloud has fundamentally changed the value-add that a value-added reseller must provide to succeed! VARs now must focus on higher value professional services that wrap the ...

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