The more nimble and consultative approach means Axispoint decides for itself what business it wants to pursue, and which opportunities aren't in its wheelhouse.
As the industry faces all sorts of changes, who is really feeling the heat? It isn't the solution providers, it's the clients, leading solution provider executives said at the Best of Breed Conference in Orlando, Fla.
"Without trust, you're just another guy slinging hardware or services for you, not for them."
Forsythe is targeting customers too small to take advantage of typical dedicated data center space but too large or too concerned about privacy to be satisfied with colocation racks.
The revenue a problem customer represents may not be worth the time, energy and resources required to put it in the books.