by Beth Vanni, Director at Market Intelligence Amazon Consulting
When your children are young, it’s hard as a parent to not sit longingly and dream about all the wonderful things your kids could be, could learn, could accomplish. Can they apply themselves in school enough to be a doctor? Will they do humanitarian work? Is pro sports in their future? How can they live up to their full potential, and how can I as a parent help them do that?
The long-standing debate about whether the generalist VAR business model is a thing of the past reminds me of this brain teaser. Should VARs “grow up” and invest in a datacenter to become an MSP? Should they hire hot-shot consulting resources and build a pre-sales assessment practice? Can they invest in specialized IT solutions for a niche vertical market? Every vendor has their own aspirations for their smaller, regional VARs – to both protect themselves and their run rate (albeit often small) product resale business but also to help the partners survive and be successful.
In the June CRNTech article reviewing the myriad of software development platforms available for ISVs today it occurred to me that we rarely expect VARs to build application expertise. Over the years, the vendor community seems to have agreed that understanding the business demands of end-users at the application layer gives solution providers the greatest insights and leverage. But, the traditional VAR and ISV communities seem to have remained pretty darned separate and distinct over the years. Read more...