IT Services Are An All-Or-Nothing Game
By Justin Scopaz, executive director and general manager, Ingram Micro Data Capture/POS and Physical Security Business Units
Successful channel partners often approach IT services as an “all-or-nothing” game. Why? Because with more than 75,000 solution providers in the U.S., if you can’t provide your client with the IT support and services they need, someone else will.
Take cloud computing as an example, or mobile devices. Market adoption and demand around cloudbased applications and mobile solutions is soaring, especially within small and mid-size businesses. But the number of channel partners actively supporting these emerging solutions is relatively small, which is great news if you’re one of the few offering cloud and mobile solutions but a huge miss for others that ultimately opens the doors for competitors to walk in.
Another example of an area where channel partners may lack expertise and, as a result, remain vulnerable is physical security. Now that video surveillance equipment ties back into the network and is used for business intelligence, companies in key verticals such as retail, hospitality, gaming, and transportation are expecting more and want to use video to their advantage. A channel partner may own the front office, supporting all the data capture/POS equipment, and even some of the network management. But if the customer wants or needs physical security solutions and you can’t deliver it, again, the doors are opening wide for competitors to swoop in.