In EMEA, the sweet spot in the IT market is the multitude of larger SMEs and mid-size companies that rely on IT resellers to sort out their IT systems needs.
Meet the value-added channel where they still shift boxes but software & services are the growth segments of their business.
eSP (European Solution Providers) addresses value-added resellers and distributors at a critical point in time. Most of these resellers have, for years, been adapting from selling boxes to solutions.
Hardware of many types is still important to many resellers, especially depending upon geography. Software and services have become exciting growth areas as these resellers adapted to selling solutions.
“Solutions” once meant analyzing a business process and providing a full solution from a myriad of possible suppliers. For example, a classic solution was pulling together the hardware and software to implement a desktop publishing solution for a 70-person publishing company. This type of integration is a real service to small SMBs and mid-market companies.
But it’s no longer the complete definition of a solution in the evolving IT market.
Today the market shifts again. This time it is a paradigm shift of enormous consequence. The market knows it as “cloud computing” but, in an ironic twist, we as an industry have been unable to successfully define it to the satisfaction of all.
Although in Europe, like any other trend, this shift in the way companies run their computing needs will vary its timeline depending upon geography. For example, last year we sat down with Sir Peter Rigby of SCC Group who passionately described how the shift had motivated his company to re-structure, re-position its engagement with the market. This year we sat down with the leading system house in Malta: they assured us that today no customer in Malta has any interest in cloud.
Both may be the reality, given how EMEA is a confederation rather than unification of markets.
In either case, the critical point for European and Middle Eastern resellers is to prepare their business for the shift from “solutions” to “solutions,” i.e., from the type of business process solutions to business-process-in-the cloud solutions.
Here at eSP we will certainly cover hardware, software and services as usual. We concern ourselves primarily with networking, storage, security, mobile enterprise and unified communications. But any value-added opportunity that helps to turn resellers into Solution Providers will be considered.
We intend to be a bridge to help EMEA resellers become Solution Providers, the evolved reseller who can make a living from Managed Services, Cloud Computing, SaaS, and the commission-only sales opportunities that will come along.
eSP is published by Channel Media Europe Ltd., an experienced content provider with extensive international contacts in the IT industry. We publish regularly for the Consumer IT, Pro Audio Video, Digital Signage, Consumer Electronics and other markets.
eSP is an official Media Sponsor of IT Channel Vision as well as the ICP@CeBIT pavilion in Planet Reseller.
Our editors have been speakers at the most important European channel conferences (such as Channel Focus, Vision Events, DISTREE, Gartner, IDG and others) and corporate events (HP, Sun, AT&T, Bell Labs, Panasonic, NEC and others).
Thanks for visiting our eSP site as we reach for the clouds with both feet still firmly on the ground.