Why do you believe there is still some hesitation for some solution providers in starting a telecom practice?

I think some [solution providers] haven't taken the time to think through the opportunity, or they may not feel like they have the knowledge and skillset they need. They might be thinking about the investment they have to make and that operational cost. Also, carriers are traditionally hard to work with and [solution providers] worry about their brand. If something goes wrong with installation, they might think that it will affect their relationship with [their] client on the hardware side. But, if you do it right, it’s actually a way to differentiate and strengthen your relationship with a client.