Here Comes Atilla

Bellini was speaking about the return of the notorious Hun King heralded in Wikipedia as the "epitome of cruelty and rapacity." He's likening him to CDW, Dell and the vendor partners attempting to carve out a big chunk of the managed services marketplace. Bellini knows of what he speaks. He has built both a successful 24-year-old solution provider business and a thriving software business aimed at helping VARs run their businesses. VARs would be wise to heed Bellini's warnings. He was an early proponent of the managed services revolution.

Bellini is advising VARs to not only build a managed services business as quickly as possible, but to partner together to jointly deliver services across local geographies. As part of that effort, ConnectWise is building a national services network of partners running the ConnectWise professional services automation software. One big advantage of that platform is that ConnectWise, unlike some other players, is not looking to collect "tolls" for bringing VARs together. The way Bellini describes it is VARs have to stop thinking of themselves as fiefdoms protecting their own moat, but as an army of many, so that when Atilla the Hun comes over the hill, they have broad geographic reach and strength.

Bellini also advised ConnectWise partners to, above all else, drive their own brand. That brand-building is going to be the undoing of those looking to take away the local VAR's managed services advantage. Local touch and brand plus best-in-class services equals financial success. That is the code that cannot be cracked by the coming Atilla the Huns. It's a great time to be a VAR if you're driving this managed services revolution rather than fighting it.

Bellini said VARs sitting out the managed services revolution are being passed by and are declaring it a "non-event to make themselves feel better." He's right. The time to move is now. A pack of Atilla the Huns are coming over the mountaintop into the VAR village. They want your business. What are you going to do about it?

What Atilla the Hun do you seeing coming your way? Let me know at (781) 839-1221 or via e-mail at [email protected].