Like Logicalis, Marlabs is also focusing on ways to improve the experience of its customers, according to Hari Koman, assistant vice president of strategic consulting.

The Piscataway, N.J.-based company, No. 233 on the CRN SP 500, has spent a lot more time recently consulting with subject-matter experts to try and better understand the business of its customers, Koman said.

Marlabs is also looking to provide customers with a more transparent experience about pricing – even disclosing its own margins – so that clients can easily make comparisons among service providers, according to Koman.

Trivalent Group is also looking to take a page out of Logicalis's book and pick a couple of areas where the solution provider can add more value for LOB executives, according to company president Michael Noordyke.

Nearly half of the customers for the Granville, Mich.-based company, No. 492 on the CRN SP 500 list, are in health care, so Noordyke said Trivalent plans to focus its vertical practice on health care and education.

Although the solution provider has some in-house expertise around security and data protection, Noordyke said the company still has a lot to learn about the health-care industry.