By Mike Monocello, Business Solutions magazine.
As hardware margins have slipped over the years, it's taken more creative approaches to doing business to be successful. Those VARs who've adjusted and added value to differentiate are the ones who not only survive, but thrive. TECSYS is one company that began as a VAR in the early 1980s and grew into a small ISV able to offer more than just hardware and someone else's software. Then, a few years ago, the ISV decided that its position in the software world needed to be improved. Facing stiff competition from two large software companies in the warehouse management system (WMS) space, Peter Brereton, president and CEO of TECSYS, decided to differentiate by filling a void the competition left untouched.