The Services Shift

The outsourced services boom has VARs collaborating at a frenetic pace with other VARs to provide a one-stop solution for their clients. It also has all players in the channel ecosystem scrambling to adjust and offer new services to solution providers.

What this new model requires is vendors and distributors that understand the changing dynamics and then move quickly with a full-fledged assault to deliver products and services that assist VARs in driving outsourced IT gains. This is no small matter in a market where many vendors and distributors have not made the shift to a solutions model, never mind an outsourced IT services model.

One of the most powerful new bids to help VARs deliver that services excellence comes from an unlikely source: ConnectWise, a solution provider that also makes the professional services software platform. ConnectWise&'s software is clearly being embraced by VARs of all sizes and shapes. What VARs love about the product is its ability to allow them to manage their business end to end with a single platform.

ConnectWise also is establishing a national services network, which comes as many players are attempting to rally solution providers under a services umbrella. This week, for example, distributor Tech Data is set to take on the granddaddy in the services game, Ingram Micro, which has its own 12-year-old well-established and well-respected services network.

What&'s compelling about the ConnectWise group is the passion that many VARs have for the company&'s platform, which gives them a common infrastructure for driving best practices in services. The sharp focus and the company&'s unique insight into the everyday trials and tribulations that VARs face give ConnectWise a big advantage in the battle for the hearts, minds and services prowess of solution providers.

There is a big opportunity in this market, with many companies placing bets to unite solution providers. ConnectWise is one player that is not to be underestimated. These guys get it, and they are helping VARs get it, too.

What do you think of ConnectWise? Let me know at (781) 839-1221 or via e-mail at [email protected].