VARs and the distribution process have changed a lot over the past 20 years. When Cisco used to dominate the industry, it was easier to be an expert in the field. Now there are all kinds of systems available, so many companies decided to outsource. But service objectives remained the same: how do we solve this problem? Jon goes screen-to-screen with the VP of Solution Development at Telamon, Greg Richey, to discuss the impact of Digital Transformation, striking the balance between expertise and outsourcing, and scaling your ecosystem.