“It’s our booming engine,” says Rainer Waiblinger, Head of Managed Services at K&P Computer. Once a conventional reseller of IT equipment, the company launched a managed services division in 2011. That division has since become the company’s main focus and source of growth. In this podcast Waiblinger outlines the company’s successful migration to a recurring revenue model, while noting that the managed services are greatly valued by K&P’s customers. According to Waiblinger becoming a “trusted advisor” to the clients, “…makes you the single point of contact for everything.” K&P Computer joins the ASCDI as a company that has successfully embraced the idea that service and deep customer relationships, transcend the changing technology scene, and can make a company such as K&P an ongoing resource for customers, even as specific technologies come and go.