Staying Or Going? 

According to Mache, there are several areas solution providers need to evaluate to determine whether they’re advancing their businesses, of if they’re being left behind:

Strategy – an advancing solution provider's strategy includes a clear and practical plan. A stalling solution provider has a weak plan, or no specific strategy in place.

Execution – Advancing partners are disciplined, with key tactics tied directly to the sales strategy. If a partner is stalling, the company has inconsistent or scattered execution efforts.

Time Management – Partners that are going places are proactive versus reactive, and are always focused on the business plan. Partners who are sitting still are using up time being reactive, or "majoring in the minors," Mache said.

"And if your company still says "telecom," I'd suggest changing that to "technology,'” he added.