Is the "Total Solution Provider" the next market evolution after Managed Service Provider?

Jim Lippie, chief advisor at Clarity Channel Advisors, thinks so.

The term is one he came up with, describing a company that combines cloud services, business analytics and managed services under one roof. As the channel moves from value added resellers, to managed services, Lippie said he believes that the "total solution provider" is the next logical step.

Business analytics, in particular, is key to the equation, Lippie said. Total solution providers don't just provide analytics tools to their customers, but also need to be able to offer the consultative training to articulate its value. That's how the total solution provider will distinguish itself, Lippie said, by providing more value through analytics.

"It's one thing to be able to show someone...the various business metrics that will affect their business, but it takes it to another level to sit down and help them make meaningful decisions about their business," Lippie said.

In order to execute on this shift, Lippie said the company's talent will also need to undergo a transformation. While it won't need to happen right away, Lippie said in the long term total solution providers will need to make some new and different types of hires. In particular, he said they will need sales, tier 1 technicians and consultants with a deep understanding of both the technology and client businesses.

NEXT: Overcoming The Fatigue Of Transition