[IMGCAP(1)]I'm a big believer in recurring revenues; I believe it's one of the few ways for VARs to grow a business someone may want to pay cash for rather than expect the sellers to spend five years as  indentured servants transitioning a customer base because a buyer is unwilling to pay much cash up front due to an uncertain revenue stream.

The problem for most VARs looking to sell their practices is they often don’t have a strong base of recurring revenues (for the sake of argument let’s assume that margin paid by software publishers is unreliable and subject to change and therefore heavily discounted by a buyer).

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