Magazine Article | August 14, 2015

Now Is The Time To Make The IT Services Sales Shift

By The Business Solutions Network

This solutions provider averted disaster by shifting its hardware sales to selling managed services and cloud services.

Manhattan-based managed services and IT solution provider Valiant Technology has faced its share of adversity over the past two years. The first blow came via a letter from hardware vendor partner, Apple, announcing it was terminating Valiant (and other smaller resellers) from its channel program at the end of 2013. The fact that the majority of Valiant’s customers are in advertising, fashion, and media — all big Apple product users — made this a much bigger deal than it would have been for other solutions providers. Up until the end of 2013, about 50 percent of Valiant’s revenue came from hardware sales, and Apple sales comprised about 10 percent of its overall revenue.