Raising the VAR: How Matrix Networks Became a Managing Connectivity Partner


Kyle Holmes, President of Matrix Networks, and Ryan Graven, Vice President of Matrix Networks, knew their company needed to transform itself from a VAR (value-added reseller) to a full solutions provider.

Koby Phillips, VP of Business Development, Cloud at Telarus, spoke with Holmes and Graven about that transformation.

“We started thinking, how do we help our clients to not only migrate their voice solutions to the cloud, but all of their different solutions they’re looking to take to the cloud?,” Holmes said. “And make sure that the roads, the highways that get them there are as fast as possible, that they have the tools to monitor and analyze them and understand what their environment is like.”

The road to this new way of doing business for Matrix Networks wasn’t easy. It required a synchronized approach with many steps, learning and adopting new technology, and a change in process and sales structure to make it happen.

“Making the change and making the shift was challenging and scary,” Holmes said. “But with the right investments and strategy, it can pay huge dividends in the long run.”

“Shifting a brand is not an easy road,” Graven said. Changing the conversation from VAR to full a solutions provider with clients proved as challenging as it was to make the changes internally. “It took a lot of work, a lot of energy and sweat to get there.”

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