Rowe illustrates the importance of defending what the company requires from a potential client prior to doing business with them. This way, it protects his businesses down the road in addition to highlighting the company’s strengths and services.

"Figuring out [pricing] is the biggest challenge," said Rowe. "Giving [clients] a hard number was hard to find and explaining, 'here is how you calculate this.' Getting them the details of what will be supported and what isn’t so it’s clear what’s covered and what’s not."

Rowe said that in the early stages of his company’s transitioning when he was trying to figure out the best course of action, comparing and contrasting ideas with peers at trade shows that proved to be the most beneficial.

"Interaction with peers at these trade shows has been the most valuable part of any of these trade shows,” he said. “It’s been really powerful to see what they do different in their business model. Peer interaction has been the biggest value to us to deliver expert value to our customers."

The CRC Data Technologies CEO says it still has a long way to go to get to where he wants it to be, but he still sees opportunity in the managed services space surrounding security and looks to acquire larger clients going forward.

"I think converting our clients to a flat rate is the goal, but we will always be emerging especially in the security realm," Rowe said. "There is a lot of neglect when it comes to proper security measure especially in the MSB level because those customers don't view themselves as a target, but we’ve seen hackers go after them more and more, because they’re kind of a soft target."