As the IT industry tries to adapt to the rapid pace of change that has taken hold over the last five years, many solution providers are finding it difficult to keep up.

Top executives may have mastered expense reduction, automation and efficiency, only to be nagged by questions like, "How do I disrupt the market?" and "How do I innovate?"

These are not small questions. Innovation and disruption aren't simply going to arrive at solution providers' doors in a box, ready to unpack.

For Dan DiSano, president and CEO of New York-based Axispoint, the changes have been fast and dramatic. The company split off its hardware business early this year to focus on its consulting and application development business.

Focus, DiSano says, is the key to creating, finding and maintaining value in the fast changing solution provider market. Solution providers focused on what they do best have more control over their business and are better able to establish and maintain meaningful, lucrative relationships with clients, DiSano said.

DiSano, who holds an MBA from the MIT Sloan School of Management, is giving a talk called "Shaping the New Value" at the Best of Breed Conference next week in Orlando, Fla.

He spoke recently with itbestofbreed.com about the importance of focus. The first step to becoming more focused is realizing that "we can't be all things to all people."

NEXT: Well Capitalized Ideas