Value-added resellers (VARs), systems integrators and other companies in the IT channel have long faced a difficult business environment. Organizations have a wide range of choices when selecting IT solutions. VARs compete not only with each other but with vendors, distributors and even ecommerce sites.
The cloud in particular has changed the dynamic of the reseller channel. Organizations can obtain IT infrastructure with a few mouse clicks and a credit card number. This contributes to growing customer confusion over the value of the VAR’s expertise.
Of course, VARs still have an important role to play in IT procurement, implementation, integration and support. Organizations that choose to buy technology from other sources often fail to achieve the desired return on investment (ROI).
The key to success for both VARs and their customers is the knowledge and experience the VAR brings to the project. SirviS can help maximize that value by working in partnership with VARs to deliver advanced services. The SirviS Global Super Network provides the resources VARs need to meet their customers’ changing requirements.
New Opportunities for VARs
The COVID-19 pandemic has been challenging for VARs as well as customers. Many organizations put planned IT projects on hold while scrambling to set up remote access for work-from-home employees.
Now, smart organizations have now shifted business priorities to adapt to this “new normal,” creating opportunities for savvy VARs:
Focus on top- and bottom-line results. Business leaders, particularly in smaller organizations, are looking for IT solutions that create real value and competitive advantages. Technology is seen as an enabler of collaboration, productivity, customer service and improved decision-making. VARs with business acumen as well as knowledge of the latest solutions can serve as strategic partners and trusted advisors to assist with their customers’ IT strategy.
Growth of the edge. With so many users working remotely, organizations are shifting applications, services and content to the edge of the network. This requires the implementation of IT infrastructure in remote offices, edge data centers and colocation facilities. VARs that can assist with configuration, integration and multisite rollouts will prove invaluable in these efforts.
Realignment of cloud initiatives. For many organizations, the cloud had been viewed as a means of reducing capital expenditures and operational overhead. Now organizations consider the cloud to be a critical component of remote work models and customer engagement. VARs with cloud expertise are well-positioned to help customers choose the right cloud platforms and services.
Emphasis on security. Cybersecurity has been an afterthought for many organizations. However, threats have skyrocketed with users working from home. Gartner expects spending on cybersecurity to grow at almost three times the overall IT market. VARs who provide advanced security solutions will have a competitive advantage.
How SirviS Can Help
SirviS is a channel-centric organization that works with VARs and other IT solution providers to deliver industry-leading services to their customers. SirviS engages the way you want to engage. We can provide transparent services that create a seamless solution for your customers, or work side-by-side with your team.
Our Global Super Network ensures the availability of advanced expertise anywhere in the world. You gain special access to this unique ecosystem of providers, empowering you to take on complex projects, control costs and risk, and maximize efficiency.
The IT channel faces unique challenges and opportunities in today’s complex business and technology environment. SirviS has the resources and skill sets to help channel companies deliver advanced services to their customers.
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