Nov-2017

48 49 customer is a good customer for us,we’ll reap the re- wards when the timing is right.We’re there before the sale and long after we’ve shown up and made all the blinking lights work.That general business approach is very different from people who are trying to sell an OEM box, and the extent of their interest, generally, in the relationship is,‘What am I going to sell this for?’” In fact, Lockwood believes that, going forward, managed services will ultimately be more important to customers than the actual hardware.“We need to look at different ways to solve problems,”he proffers, “which probably doesn’t mean buying more ‘iron’ and putting it in a closet, somewhere.There’s this mac- ro-economic shift in the industry,which many people describe as the cloud. I would describe it as more of an economic than technical shift; yes, there’s new widgets and technologies involved in it, but really, what we’re discussing is the interest for customers to do two things: to change the economic consumption model of their IT procurement from a capital expense to an operating expense; and to consume the ser- vices that they need at the scale that they need them, when they need them-meaning to be able to have this elastic service capability to increase the scale as appropriate to service their demands, and to reduce it as appropriate when demands are lessened.” TUR N VISION AND OPPORTU NITY INTO REALITY Global Technol ogy Finance, LLC (GTF) is a leading provider of working capita l in the technology ma rketplace. Through its transformative flooring and other capital solutions, GTF partners with Technology Resellers, Telecom Providers, Logistics Servic e Providers, and Diversity-o wned businesses serving the technology industry. A growth solu tion designed for VARs and Vendors by technology provid ers… The founders of GT F understand the unique challenges and opportunities of VARs because we used to be one . In a fast-paced business world, given the market fluctuations and sudden demands your business may encounter, GTF makes it easy for you to secure and have immediat e access to funding . Think of GTF as a behind the scenes par tner that provides 100% of the structure and financing to allow your company to meet A LL of your end customer needs without giving up control. Call us at 1.94 9.955.2057 or visit www.4gtf.com . Global Technology Finance, LLC is a leading provider of working capital in the technology marketplace. Through its transformative flooring and other capital solutions, GTF partners with Technology Resellers, Tele om Providers, Logistic Service Providers, and Diversity-owned bu ine ses serving the technology industry. A GROWTH SOLUTION DESIGNED FOR VARS AND VENDORS BY TECHNOLOGY PROVIDERS The founders of GTF u der tand the uniqu chall nges and opportunities of VARs because we used to be one. In a fa t-paced business world, given the market fluctuations and sudden demands your business may encoun- ter, GTF makes it easy for you to secure and have immediate access to funding. Think of GTF as a behind the scenes partner that provides 100% of the structure and financing to allow your company to meet ALL of your end customer needs without giving up control. 1.949.955.2057 n www.4gtf.com DEVELOPMENT GROUP, INC. (DGI) PREFERRED VENDOR n 4GTF www.4gtf.com Lockwood also believes that in order to produce the business outcomes that are most important to its customers,DGI will have to continue nudging them into the future.“Many of my customers are large, complicated organizations, but there’s a cul- ture and a history of how they’ve done stuff and they have to undergo a business transformation, a cul- tural shift. But, they are going to have to undertake delivery services and the business of educating stu- dents, differently,”he declares.“It’s not just about XYZ versus ABC technology.They’re interested, in many cases, in making those shifts, but it’s a process and it doesn’t happen overnight.To the degree that we can help them to achieve a more strategic impact and alignment within their organization–that’s what my ompany is all about.”