How's Your Cash Flow?

Most of the elements of what has been dubbed the "Perfect Storm" now sweeping through the IT industry had been gathering long before the tragic events of Sept. 11. With shifting markets and margins, VARs quick to respond are making the best of it. Throughout the year, many have seen competitors become casualties. When September arrived, some saw hope that if the worst wasn't over yet, it might soon be. But in the wake of the terrorist attacks on Washington, D.C., and New York, anxiety and uncertainty have clouded forecasts, and it will be some time before the real impact of these events is known.

A sure sign of the confusing times we're in is Gartner's shift from making predictions to suggesting possibilities. "We're doing scenario planning,likely outcomes and what to do if they play out," says Barbara Gomolski, a Gartner analyst based in Fallbrook, Calif. "That's very different than saying, 'We're Gartner, and this is what's going to happen.' We'll map out likely scenarios so our clients are ready [no matter what] comes. What that means is that our clients have to be a lot more agile, ready to change strategy."

Small VARs Seek Stability, New Opportunities

Caught In the Middle

Size Matters