Long before large mainframes, mobile solutions and the Internet ever existed, most businesses needed other companies to buy or lease equipment, kept their own inventories and budgets on paper and walked across the hall to work with an associate. Some of us can remember there were no such things as hacking, video phones or software to perform our jobs. Business was done with a simple, but trusted handshake. You didn’t have to rely on more than a handful of partners to make your business profitable.

Today, the role of a solutions partner in the enterprise is essential, becoming more of a business colleague, helping with strategic thinking and operational dealings of a company. No greater resource to an IT manager is the “man behind the curtain.”

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