Growth for All

DeStefano said the process involved a market study of the actual penetration of the trusted advisor model. The results came back that only 15% of potential customers were leveraging the agent/broker model for procurring technology. Those numbers reflect what other partners have been saying: Advisors aren’t working to displace one another, but rather direct sales forces from vendors and legacy hardware VARs.

That’s one of the reasons ROI, allConnex and Blue Front didn’t view each other as competitors.

“In our opinion, there’s plenty of eating to do, locally and nationally,” he said. “There’s another 85% out there that’s untapped that we can go after, so why step on somebody else?”