Who Do You Want On The Front Lines?

The shift in the channel to providing more services – fueled at least in part by the rise of the cloud – has forced solution provider executives to take a long, hard look at whom they hire to deliver the goods to clients.

It's a relationship that must be nurtured beyond the initial sales call if you want to keep a client or get it to buy more from you.

"Winning new customers is challenging enough," says Chip Buck, chief technology officer and founder of Boston-based cloud services provider IndependenceIT, in a statement this week that focused on service delivery. "What really comes after the successful sales is even more critical to maintaining a long-term customer relationship."

What do solution providers look for when they need to fill a service delivery-related position? Click through to learn what two solution provider executives look for and how they look for it.