As education and health care verticals started to look to the cloud, how did Affiniti have to evolve its portfolio?

Our evolution was definitely in response to those customers' needs, particularly in K-12 and health care. The partners that these organizations are looking for are not ones that just service them with a commodity-type of solution, like just bandwidth and voice services anymore. Rather, they want [a partner] that can more holistically come in with a full IT managed solution. Additionally, our customers were looking for lower CAPEX initiatives, and more OPEX-type solutions, so managed services and cloud solutions kind of [lend themselves to that model.] In response to that desire and growing need, we evolved as a company.

With most of our services, we try to approach it with a white-glove mentality today. If you are receiving our bandwidth services, it would include network monitoring and management of the circuit. The same thing goes for out managed backup -- it's not just giving the customer a repository, but rather to ensure that if errors pop up, we are troubleshooting the errors and helping with any needed restores.