In its transition away from a traditional systems integration model, GreenPages found one of its sweet spots in virtualization, CEO Ron Dupler said.

Ten years ago, GreenPages was a very different company, Dupler said in a breakout session at the IT Best of Breed Conference in Orlando, Fla., focusing on products and only dabbling in services and solutions. However, he said the Kittery, Maine-based company saw virtualization as "transformational to the industry" and decided to take a leap.

Today, Dupler said GreenPages focuses on helping customers deal with all of the change and disruption in the IT industry. In particular, that means modernizing infrastructure platforms around the data center and end user computing, advanced management technologies and extending all of that around the hybrid cloud.

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The first wave of virtualization was an area GreenPages invested heavily in, Dupler said, and the solution provider is starting to see customers buying in. For example, he said that a large financial services customer and another firm in New England have both bought in recently. Now the focus is turning to embrace the software defined data center, software defined enterprise and the hybrid cloud.

While they did work with other vendors as well as HP and Dell, Dupler said that GreenPages "really modeled our business strategy" after VMware beginning in 2007 or 2008.

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