Scalability in the channel  

After trying out different types of business models in Renodis’ early days, Craig realized that the way he had built his company wasn’t ideal for scalability. And so he switched his focus.  

He began to buy businesses and has acquired several companies as part of Renodis’ mission to scale and expand.  

Part of that journey was realizing that the traditional agency route wasn’t what he wanted… 

Why choose managed services over the agency route?  

The agency model works well for many channel partners, but Craig identified a problem. Once you have recommended a solution to the end customer and they’ve signed the contracts, agents tend to move down the value stack.  

As one of Craig’s focuses is scalability, he found that losing that face-time with customers was something he wanted to avoid. The managed services route allows his company to work more consistently with each customer – which puts them in a stronger position to deliver value and work more with them in the future.  

The evolution of TSDs  

In the early days of Craig’s career, he was averse to working with TSDs and preferred to go directly to the suppliers. However, like everything in the channel, TSDs have also evolved, and Craig is now a big advocate for working closely with them.  

In Craig’s words, TSDs are “making our lives easier because we’re not having to deal with agreements with the telecom providers.” It also reduces the “noise around those carrier agreements.” 

Instead, he can focus on what Renodis does best – providing high-value services to clients. Craig also believes that it’s a good thing when the TSDs, especially regional ones, join forces because it gives companies like Renodis a “louder voice,” and it makes the credibility of the end seller much stronger.  

Learn more about Renodis’ MSP model and his predictions for the future of the channel in the full podcast.