A lot of pure-play VARs fall into the chaotic or reactive category. We take a business snapshot of what skill sets they have and what their customers look like, to see what they need to do to get up to speed. It's a pretty sophisticated process, so we do assessments of potential partners to see what it would take to get them into selling managed services, and we've had people who didn't sign with us because they realized it's not in the cards for them right now.
- Mark Scott
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