Where can solution providers help here? Do you think they need to be more consultative? How can they come across as trusted advisers?

That’s what we strive for. Customers learn and change and evolve at different rates. And it depends on industry, it depends on their IT team, it depends on their management, whatever it is. Your solution needs to be able to account for them … you need to be able to bring them on into your solution at any point in that evolutionary process, and be able to keep taking them up the chain. … Where we've been really good – we're not out there pushing widgets and saying "This is the solution;" We're saying, "Hey, we'll come in." We’ll go to customers and we'll interconnect. Let's say they have an AT&T MPLS network today [with two years remaining] on contract. We'll go into a customer and we'll integrate with that service and we can still overlay SD-WAN and provide backup 4G or broadband or whatever, and as they either grow by acquisition or open new locations or [as] locations come off contract, we move them to a full-blown MetTel-provided solution and overlay all the SIP and IP services we need to.

I think solution providers need to be flexible in what they provide.