VAR Prepares For a Business Makeover

This week in Chicago, VARBusiness, along with CMP Channel Group partners XChange and the Institute for Partner Education and Development, will introduce a new initiative that will connect one real-world solution provider with four business experts well-versed in the ways of IT consulting and solutions delivery.

Things kicked off Sunday as VARBusiness introduced John Freres, president of Meridian IT Solutions, Schaumburg, Ill. We showcased his business in great detail, including studying his finances, go-to-market sales strategies, marketing initiatives and sales management, as well as how his company develops and manages its people.

After getting an overview of Freres' business, we brought out our four "makeover" experts, who will provide mentoring advice and counsel to Freres and his company over the course of the coming year. They are Jim Dixon, CEO of Executive Consultants; Ken Thoreson, CEO of Acumen Management; David Russell, vice president of partner development at CCH KnowledgePoint; and David Stelzl, president of Stelzl Visionary Concepts.

Each of these experts was scheduled to have met with Freres in advance of XChange 2004 to get a better understanding of his company, which specializes in network infrastructure, network security, enterprise voice applications, project management, training and staff augmentation. Meridian employs 250 in 23 offices throughout the United States and the United Kingdom.

Our panel of assembled experts advised Freres on various aspects of his business, helping him to define what already may be world-class in terms of best practices, and what may need some slight adjustment. Dixon zeroed in on Meridian IT Solutions' financial underpinnings. Dixon discussed how critical service technician utilization rates are to overall company profitability.

Thoreson, meanwhile, honed in on the sales management aspects of Freres' business. He looked at the company's recruiting practices, compensation policies and even sales structure to make recommendations.

Stelzl assisted Freres' company in aligning its solutions with its customers' business needs, providing suggestions for better promoting and differentiating those offerings.

Finally, Russell advised Meridian IT Solutions on how best to promote, train, educate and develop its human resources.

In the coming months, VARBusiness will report on Meridian IT Solutions' progress and what impact the advice from our panel of experts has on the company, both positively and negatively. Watch for updates on varbusiness.com and an update at the six-month mark and the one-year anniversary of this event in VARBusiness.