VARs ARE IN THE MIDST OF A FUNDAMENTAL SHIFT
Blog #1 of a 6 part series on The Future of the VAR, by Luke Norris – CEO and Founder of cloud provider, Peak (formerly PeakColo) OCTOBER 16, 2013
We are in the midst of a fundamental shift in the way businesses invest in and deploy technology. Rather than the traditional three to five year capital acquisition cycles they’ve operated under for decades, enterprises are embracing the on-demand cloud services model instead.
As the technology market shifts from capex to opex spending, VARs are in danger of being left behind. But, if they embrace the cloud and this shift to on-demand/pay-as-you-go service models, not only will VARs survive, they will thrive. It all comes down to relationships, and no segment of the industry has relationships like the consultative VAR.
The formula for success involves a mix of new sales and marketing skills, revamped revenue models, and a decided shift from helping businesses make short-term IT investments to advising them on long-term business strategies. There’s no time to waste. Experts give VARs only three to four years to make the transition before it’s too late.
Blog Author: Luke Norris, Founder and CEO of Peak® (formerly PeakColo)