Partner Spotlight: How These 4 Tech Brokers Made Their Pivot

See why two agents chose to leave the VAR model in the past.

James Anderson, Senior News Editor

October 4, 2021

9 Slides

Technology brokers continue to pivot to stay successful in a competitive market.

For MR2 Solutions, pivoting meant moving away from a VAR model. For ISG, pivoting meant expanding its technology portfolio.

These are some of the major investments partners have made to survive and even thrive in a digital world. In some cases, they weren’t just making the pivot in a digital world, but in a world severely affected by COVID-19.

It’s important to ask, how are you pivoting to add value?

“The days of selling just on relationships are over. You need to add value. You need to do things that other people aren’t. If they do not evolve with this business in the trends and security, cloud and whatever else comes down the road, they’re going to be left behind,” said Jim Campbell, managing partner at Opkalla.

We chatted with four technology brokers about their pivots, COVID-19, SASE, enterprise trends and business models.

Scroll through the images above to see takeaways from high-performing agent firms.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email James Anderson or connect with him on LinkedIn.


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About the Author(s)

James Anderson

Senior News Editor, Channel Futures

James Anderson is a news editor for Channel Futures. He interned with Informa while working toward his degree in journalism from Arizona State University, then joined the company after graduating. He writes about SD-WAN, telecom and cablecos, technology services distributors and carriers. He has served as a moderator for multiple panels at Channel Partners events.

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